8/6/2019 Obch6 (1) Motivation Theory

1/15

Prentice Hall, 2001 Chapter 6 1

Basic Motivation Concepts

8/6/2019 Obch6 (1) Motivation Theory

2/15

Prentice Hall, 2001 Chapter 6 2

What Is Motivation?

Direction

PersistenceIntensity

8/6/2019 Obch6 (1) Motivation Theory

3/15

Prentice Hall, 2001 Chapter 6 3

MaslowMaslowss

HierarchyHierarchyof Needsof Needs SelfSelf

EsteemEsteem

SocialSocial

SafetySafety

PhysiologicalPhysiological

8/6/2019 Obch6 (1) Motivation Theory

4/15

Prentice Hall, 2001 Chapter 6 4

Theory XTheory X

WorkersWorkersDislike WorkDislike Work

Avoid ResponsibilityAvoid Responsibility

Little AmbitionLittle Ambition

Theory YTheory YWorkersWorkers Enjoy WorkEnjoy Work

Accept ResponsibilityAccept Responsibility

SelfSelf--DirectedDirected

8/6/2019 Obch6 (1) Motivation Theory

5/15

Prentice Hall, 2001 Chapter 6 5

Herzbergs Two-Factor Theory

Hygiene Factors Motivational Factors

Quality of supervision Rate of pay

Company policies

Working conditions

Relations with others Job security

Career Advancement Personal growth

Recognition

Responsibility Achievement

High HighJob Dissatisfaction Job Satisfaction0

8/6/2019 Obch6 (1) Motivation Theory

6/15

Prentice Hall, 2001 Chapter 6 6

AlderferAlderfers ERG Theorys ERG Theory

ExistenceExistence Growth

RelatednessRelatedness

8/6/2019 Obch6 (1) Motivation Theory

7/15

Prentice Hall, 2001 Chapter 6 7

The TheoryThe Theory

of Needsof Needs

DavidDavid

McClellandMcClelland

The TheoryThe Theory

of Needsof Needs

DavidDavid

McClellandMcClelland

Need forNeed for

AchievementAchievement(nAch)(nAch)

Need forNeed for

AchievementAchievement(nAch)(nAch)

Need forNeed forPowerPower(nPow)(nPow)

Need forNeed forPowerPower(nPow)(nPow)

Need forNeed forAffiliationAffiliation

(nAff)(nAff)

Need forNeed forAffiliationAffiliation

(nAff)(nAff)

8/6/2019 Obch6 (1) Motivation Theory

8/15

Prentice Hall, 2001 Chapter 6 8

Cognitive EvaluationCognitive Evaluation

IntrinsicMotivatorsIntrinsic

MotivatorsExtrinsic

MotivatorsExtrinsic

Motivators

8/6/2019 Obch6 (1) Motivation Theory

9/15

Prentice Hall, 2001 Chapter 6 9

SpecificitySpecificity

ChallengeChallenge

FeedbackFeedback

ParticipationParticipation

CommitmentCommitment

SelfSelf--efficacyefficacy

CharacteristicsCharacteristics

CultureCulture

GoalGoal--Setting TheorySetting Theory

8/6/2019 Obch6 (1) Motivation Theory

10/15

Prentice Hall, 2001 Chapter 6 10

Reinforcement TheoryReinforcement Theory

ConsequencesConsequences

RewardsRewards

No RewardsNo Rewards

PunishmentPunishment

BehaviorBehavior

8/6/2019 Obch6 (1) Motivation Theory

11/15

Prentice Hall, 2001 Chapter 6 11

Ratio

Comparison*Employees

Perception

Outcomes A

Inputs A

Outcomes A

Inputs A

Outcomes A

Inputs A

Outcomes B

Inputs B

Outcomes B

Inputs B

Outcomes B

Inputs B

Inequity (Under-Rewarded)

Equity

Inequity (Over-Rewarded)

*Where A is the employee, and B is a relevant other or referent.

Equity Theory

8/6/2019 Obch6 (1) Motivation Theory

12/15

Prentice Hall, 2001 Chapter 6 12

Research into EquityResearch into Equity

Amount andAmount andAllocationAllocation

of Rewardsof Rewards

PerceivedPerceivedFairness of theFairness of the

Distribution ProcessDistribution Process

DistributiveDistributive

JusticeJustice

ProceduralProcedural

JusticeJustice

8/6/2019 Obch6 (1) Motivation Theory

13/15

Prentice Hall, 2001 Chapter 6 13

Expectancy Theory

3. Rewards-personal goals relationship

1. Effort-performance relationship

2. Performance-rewards relationship

IndividualIndividual

EffortEffort

IndividualIndividual

PerformancePerformance

PersonalPersonalGoalsGoals

OrganizationalOrganizational

RewardsRewards

1 2

3

8/6/2019 Obch6 (1) Motivation Theory

14/15

Prentice Hall, 2001 Chapter 6 14

Performance DimensionsPerformance Dimensions

OpportunityOpportunityMotivationMotivation

AbilityAbility

PerformancePerformance

8/6/2019 Obch6 (1) Motivation Theory

15/15

Prentice Hall, 2001 Chapter 6 15

An Integrative Model of MotivationAn Integrative Model of Motivation

Personal

Goals

Personal

Goals

Individual

Performance

Individual

Performance

Individual

Effort

Individual

Effort

Goals Direct

Behavior

Goals Direct

Behavior

HighnAchHighnAchAbilityAbility

OpportunityOpportunity Performance

Appraisal Criteria

Performance

Appraisal Criteria

Performance

Appraisal

System

Performance

Appraisal

System

ReinforcementReinforcement Dominant

Needs

Dominant

Needs

Equity

Comparison

O O

IA IB

Equity

Comparison

O O

IA IB

Organization

Rewards

Organization

Rewards