chapter 16: motivating employees

Chapter 16: Motivating Employees

Chapter Objectives• Define the motivation process• Three early theories of motivation

– Maslow’s Hierarchy of Needs– Theory X and Y– Hertzberg’s Motivation-Hygiene

• Six Theories of Motivation– Three Needs Theory– Goal-Setting Theory– Reinforcement Theory– Designing Motivating Jobs– Equity Theory– Expectancy Theory

• Current Issues in Motivating Employees

The Motivation ProcessThe Motivation Process

Un-satisfied

needTension Drives Search

behaviorSatisfied

need

Reductionof

tension

Individual and Organizational Goals…

• Should match!

Self-Actualization

Esteem

Social

Safety

Physiological

Maslow’sHierarchyof Needs

Dislike Work

Enjoy Work

Avoid Responsibility

Little Ambition

Theory XWorkers

Accept Responsibility

Self-Directed

Theory YWorkers

Herzberg’s Motivation-Herzberg’s Motivation-HygieneHygiene

Motivators Hygiene Factors

Extremely satisfied Neutral Extremely dissatisfied

•Achievement•Recognition•Work itself•Responsibility•Advancement•Growth

•Supervision•Company policy•Relationship withsupervisor

•Working conditions•Salary•Relationship with peers•Personal life•Relationship withsubordinates

•Status•Security

Contrasting Views of Contrasting Views of Satisfaction-Satisfaction-

DissatisfactionDissatisfactionSatisfaction Dissatisfaction

Traditional View

Herzberg’s View

Satisfaction No Satisfaction No Dissatisfaction Dissatisfaction

Motivators Hygiene Factors

Current Theories of Motivation The Big Picture

Theory Difference in Levels of Motivation Due To:

Three Needs Theory Different needs

Goal-setting Theory How set goals

Reinforcement Theory Reinforcement received along the way

Job Characteristics Model How job is designed

Expectancy Theory Liklihood of achieving goal, and attractiveness of goal

Equity Theory Your level of effort compared to that of others

The ThreeNeeds Theory

Affiliation(nAff)

Achievement(aAch) Power

(nPow)

What Motivates You?1. I try very hard to improve on my past performance at work.2. I enjoy competition and winning.3. I often find myself talking to those around me about nonwork matters4. I enjoy a diffficult challenge5. I enjoy being in charge6. I want to be liked by others7. I want to know how I am progressing as I complete tasks8. I confront people who do things I disagree with9. I tend to build close relationships with co-workers10. I enjoy setting and achieving realistic goals11. I enjoy influencing other people to get my way12. I enjoy belonging to groups and organizations13. I enoy the satisfaction of completing a difficult task14. I often work to gain more control over the events around me15. I enjoy working with others more than working alone

What Motivates Me? Results

• 1, 4, 7, 10, 13 – nAch• 2, 5, 8, 11, 14 – nPow• 3, 6, 9, 12, 15 - nAff

Goal-Setting Theory

• Specific• Difficult but reachable• Two factors that influence:

– Goal commitment• Go public• Internal locus of control• Self-set

– Self-efficacy

No RewardsBehavior

Rewards

Punishment

Reinforcement Theory

Behavior

Designing Motivating Jobs

Number of Tasks

Frequency of Tasks

Employee Control

Feedback

JobEnrichment

Scope Depth

JobEnlargement

Guidelines for Job Guidelines for Job RedesignRedesign

Establishing client relationships

Vertical loading

Opening feedback channels

Forming natural work units

Combining tasks

Suggested Action

Skill variety

Task identity

Task significance

Autonomy

Feedback

Core Job Dimensions

Equity Theory

1) Compute your input/output ratio

2) Compare your ratio to others’ ratio

Video Cases• Kingston Technologies• E&Y

1. Take notes as you watch the videos on what motivated the people interviewed.

2. What interested or struck you about the things that motivated people? Which do you resonate with?

3. Which motivation theories did you see evidence of?

How to Motivate Martin? Martin is an advertising copywriter who works in the recorded music division of Mediaplex's

marketing department. Martin is a hard worker and his work performance has been very good. His most recent work project involves writing direct mail letters to current and potential customers regarding new music (both live and recorded) being marketed by Mediaplex. He also sends coupons for discounts on the new music along with the direct mail letters. Recently, however, he seems to have lost interest in his work. The number of letters and coupons he mails out in a week is falling.

As manager of the recorded music marketing division, you have dealt with other instances of declining employee work productivity by using different incentives to motivate employees such as time off, verbal recognition, flexible hours, and free entertainment passes to Mediaplex events. You try these with Martin, but he does not respond. His work productivity continues to be below expectations. Following Mediaplex policy, you also have kept written documentation of your actions to improve this situation. What would you do next? (Keep in mind the culture of Mediaplex and remember that the marketing department is one of the most aggressive and flexible units in the company).

Expectancy Theory

1) How hard do I have to work?

2) What are the chances of reaching the goal?

3) How attractive is the goal?

Workforce Diversity

Pay-for-Performance

Open-Book Management

Employee Stock Ownership

The New Workforce

CurrentMotivational

Issues