• Motivation is the willingness of a person to

exert high levels of effort to satisfy some

individual need or want.
– The effort is a measure of intensity.
– Need – Some internal state that makes
certain outcomes appear attractive.
1. NEEDS: It is created whenever there is a
physiological & psychological imbalance.
2. DRIVES: Drives or motives are set to
alleviate needs.
3. INCENTIVES: It is anything that will
alleviate a need and reduce a drive
 Scientific management
Wage incentive

Human relations
Economic security, working conditions

Maslow
Hierarchy of needs

Herzberg
Motivators & hygiene factors

Alderfer
ERG needs

CONTENT THEORIES
Need Hierarchy Fulfillment on the Job
Opportunities for advancement, autonomy,
Self
growth, creativity
Actualisation
Recognition, approval, high status,
increased responsibilities
Esteem
Work groups, clients, coworkers, supervisors
Social
Safe work, fringe benefits, job security
Safety
Heat, air, base
Physiological salary
• Maslow identified five levels:
1. Physiological needs
2. Safety needs
3. Social needs
4. Esteem needs
5. Self actualization
Herberg’s concluded:

1. Satisfiers Motivators

2. Dissatisfied Hygiene factor

Highly Satisfied
Area of Motivators Motivators
influence
Satisfaction Achievement level of
Recognition satisfaction
Responsibility
Work itself
Personal growth

Neither
Satisfied nor
Dissatisfied Hygiene
Area of Factors Hygiene
Work factors
Dissatisfaction influence level
conditions
Pay/security of
Highly Co. policies dissatisfaction
Dissatisfied Supervisors
Interpersonal. relationships
• Hygiene Factors • Motivators
– Company policies – Recognition
– Supervision – Achievement
– Work conditions – Work itself
– Salary – Responsibility
– Relationship with peers – Opportunity for
– Status advancement
– Security – Growth

– These factors contribute to These factors contribute to

job dissatisfaction. job satisfaction.
 Existence

Relatedness Growth

All needs are operative at one time

• Clayton Alderfer reworked Maslow’s need
hierarchy

• E- Existence (Physiological + Safety)

• R- Relatedness (Social Need)

• G- Growth (Esteem + Self Actualization)