Motivation

Concepts

What Is Motivation?What Is Motivation?

Direction

PersistenceIntensity

Key Elements

1. Intensity: How hard a person tries

2. Direction: Toward beneficial goal

3. Persistence: How long a person tries

Key Elements

1. Intensity: How hard a person tries

2. Direction: Toward beneficial goal

3. Persistence: How long a person tries

Motivation

The processes that account for an individual’s intensity, direction, and persistence of effort toward attaining a goal

What Is Motivation? What Is Motivation?

Hierarchy of Needs Theory (Maslow)Hierarchy of Needs Theory (Maslow)

Hierarchy of Needs Theory

There is a hierarchy of five needs: physiological, safety, social, esteem, and self-actualization; as each need is substantially satisfied, the next need becomes dominant.

Self-Actualization

The drive to become what one is capable of becoming

Self-Actualization

The drive to become what one is capable of becoming

Maslow’s Hierarchy of NeedsMaslow’s Hierarchy of Needs

E X H I B I T 6–1E X H I B I T 6–1

Lower-Order Needs

Needs that are satisfied externally; physiological and safety needs

Higher-Order Needs

Needs that are satisfied internally; social, esteem,

and self-actualization needs

Self

Esteem

Social

Safety

Physiological

Assumptions of Maslow’s HierarchyAssumptions of Maslow’s Hierarchy

Movement Up the Pyramid

Individuals cannot move to the next higher level until all needs at the current (lower) level are satisfied.

Maslow Application

A homeless person

will not be motivated to

meditate!

Maslow Application

A homeless person

will not be motivated to

meditate!

Individuals therefore must move up the hierarchy in order.

Theory XManagers See Workers as…

Theory XManagers See Workers as…

Disliking WorkDisliking Work

Avoiding ResponsibilityAvoiding Responsibility

Having Little AmbitionHaving Little Ambition

Theory Y Managers See Workers as…

Theory Y Managers See Workers as…

Enjoying WorkEnjoying Work

Accepting ResponsibilityAccepting Responsibility

Self-DirectedSelf-Directed

Herzberg’s Two-Factor TheoryHerzberg’s Two-Factor Theory

Bottom Line: Satisfaction and dissatisfaction are not opposites of the same thing!

Separate Constructs– Hygiene Factors—Extrinsic

and Related to Dissatisfaction

– Motivation Factors—Intrinsic and Related to Satisfaction

Hygiene Factors

•Salary

•Work Conditions

•Company Policies

Hygiene Factors

•Salary

•Work Conditions

•Company Policies

Motivators

•Achievement

•Responsibility

•Growth

Motivators

•Achievement

•Responsibility

•Growth

Comparison of Satisfiers and Dissatisfiers

Comparison of Satisfiers and Dissatisfiers

Factors characterizing events on the job that led to extreme job dissatisfaction

Factors characterizing events on the job that

led to extreme job satisfaction

E X H I B I T 6–2E X H I B I T 6–2

Contrasting Views of Satisfaction and Dissatisfaction

Contrasting Views of Satisfaction and Dissatisfaction

E X H I B I T 6–3E X H I B I T 6–3

David McClelland’s Theory of NeedsDavid McClelland’s Theory of Needs

Need for Achievement

The drive to excel, to achieve in relation to a set of standards, to strive to succeed

Need for Affiliation

The desire for friendly and close personal relationships

Need for Power

The need to make others behave in a way that they would not have behaved otherwise

Bottom Line

Individuals have different levels of needs in each of these areas,

and those levels will drive their behavior.

Bottom Line

Individuals have different levels of needs in each of these areas,

and those levels will drive their behavior.

Matching High Achievers and JobsMatching High Achievers and Jobs

E X H I B I T 6–4E X H I B I T 6–4

Cognitive Evaluation TheoryCognitive Evaluation Theory

Cognitive Evaluation Theory

Providing an extrinsic reward for behavior that had been previously only intrinsically rewarding tends to decrease the overall level of motivation

The theory may be relevant only to jobs that are neither extremely dull nor extremely interesting. Hint: For this theory,

think about how fun it is to read in the summer, but once reading is assigned to you for a grade, you don’t want to do it!

Hint: For this theory, think about how fun it is to read in the summer, but once reading is assigned to you for a grade, you don’t want to do it!

Goal-Setting Theory (Edwin Locke)Goal-Setting Theory (Edwin Locke)

Basic Premise: That specific and difficult goals, with self-generated feedback, lead to higher performance.

But, the relationship between goals and performance will depend on:

•Goal commitment

–“I want to do it & I can do it”

•Task characteristics (simple, well-learned)

•National culture

Self-EfficacySelf-Efficacy

Self-esteem, which is:

Individuals’ degree of liking or disliking themselves

Self-esteem, which is:

Individuals’ degree of liking or disliking themselves

•An individual’s feeling that s/he can complete a task (e.g. “I know I can!”)

•Enhances probability that goals will be achieved

•An individual’s feeling that s/he can complete a task (e.g. “I know I can!”)

•Enhances probability that goals will be achieved

Not to be confused with:

Reinforcement TheoryReinforcement Theory

Assumptions:

• Behavior is environmentally caused.

• Behavior can be modified (reinforced) by providing (controlling) consequences.

• Reinforced behavior tends to be repeated.

Assumptions:

• Behavior is environmentally caused.

• Behavior can be modified (reinforced) by providing (controlling) consequences.

• Reinforced behavior tends to be repeated.

Argues that behavior is a function of its consequences

Equity TheoryEquity Theory

Referent Comparisons:

Self-inside

Self-outside

Other-inside

Other-outside

Referent Comparisons:

Self-inside

Self-outside

Other-inside

Other-outside

Equity Theory

Individuals compare their job inputs and outcomes with those of others and then respond to eliminate any inequities

Equity Theory (cont’d)Equity Theory (cont’d)

E X H I B I T 6–8E X H I B I T 6–8

Equity Theory (cont’d)Equity Theory (cont’d)

Choices for dealing with inequity:

1. Change inputs (slack off)

2. Change outcomes (increase output)

3. Distort/change perceptions of self

4. Distort/change perceptions of others

5. Choose a different referent person

6. Leave the field (quit the job)

Choices for dealing with inequity:

1. Change inputs (slack off)

2. Change outcomes (increase output)

3. Distort/change perceptions of self

4. Distort/change perceptions of others

5. Choose a different referent person

6. Leave the field (quit the job)

Equity Theory (cont’d)Equity Theory (cont’d)

Propositions relating to inequitable pay:

1. Overrewarded hourly employees produce more than equitably rewarded employees.

2. Overrewarded piece-work employees produce less, but do higher quality piece work.

3. Underrewarded hourly employees produce lower quality work.

4. Underrewarded employees produce larger quantities of lower-quality piece work than equitably rewarded employees.

Propositions relating to inequitable pay:

1. Overrewarded hourly employees produce more than equitably rewarded employees.

2. Overrewarded piece-work employees produce less, but do higher quality piece work.

3. Underrewarded hourly employees produce lower quality work.

4. Underrewarded employees produce larger quantities of lower-quality piece work than equitably rewarded employees.

Ethical Values and Ethical Values and Behaviors of Behaviors of

LeadersLeaders

Bottom Line

All three links between the boxes must be intact or motivation will not occur. Thus,

• Individuals must feel that if they try, they can perform and• If they perform, they will be rewarded and• When they are rewarded, the reward will be something they

care about.

Expectancy TheoryExpectancy Theory

Elizabeth’s boss starts out the day each morning

saying, “Bet you wish you didn’t have to be here,

huh?” Knowing this, which theory gives us insight

as to why Elizabeth may not be motivated at work?

Chapter Check-up: MotivationChapter Check-up: Motivation

Elizabeth’s boss my well be a Theory X

manager, as she/he assumes employees

don’t like work and/or want to be there.

Chapter Check-up: MotivationChapter Check-up: Motivation

If you study really hard and

only get a B on an exam, but

your classmate barely studies

at all and gets an A, what

theory will help explain why

you feel less motivated to go

to class?

If you study really hard and

only get a B on an exam, but

your classmate barely studies

at all and gets an A, what

theory will help explain why

you feel less motivated to go

to class?

Chapter Check-up: MotivationChapter Check-up: Motivation

Putting It All Together Putting It All Together