CHAPTER 5:

Motivation

FUNDAMENTALS OF
MANAGEMENT (MGT162)
  Define motivation
 McGregor’s Theory X and Y
LEARNING  Maslow’s Hierarchy of Needs
 Herzberg’s Two-Factor Model
OBJECTIVES  Expectancy Model
 Reinforcement Theory
 Motivation is a set of forces
that causes people to behave
in certain ways.

DEFINITION It is a psychological process that

gives purpose and direction to
behavior.
 EARLY VIEWS OF MOTIVATION
HUMAN RESOURCES MODEL

 People want to contribute to organizational effectiveness.

 Douglas McGregor - Theory X & Theory Y
 EARLY VIEWS OF MOTIVATION
HUMAN RESOURCES MODEL
Theory X & Y
 employees dislike work
 avoid responsibility
Theory X  need to be directed
 must be forced to work

 employees want to work and can

derive great deal of satisfaction
Theory Y from work.
 seek responsibility
 self-directed
EARLY VIEWS OF MOTIVATION
NEED-BASED MODELS

Maslow’s Hierarchy of Needs

Herzberg’s Two-Factor Model

 EARLY VIEWS OF MOTIVATION
NEED-BASED MODELS

MASLOW’S
HIERARCHY
OF NEEDS
 EARLY VIEWS OF MOTIVATION
NEED-BASED MODELS
5 levels of needs:
Physiological needs
Managers who focus on physiological needs assume that people work mainly
for money and are primarily concerned with comfort and their rate of pay.
Safety/Security needs
MASLOW’S Managers will often emphasize rules, job security and fringe benefits.
Social/Affiliation needs
HIERARCHY Individuals value their work as an opportunity for finding and establishing
OF NEEDS friendly interpersonal relationships.
Esteem needs
Managers who focus on esteem needs try to foster employees’ pride in their
work and use public rewards and recognition for services.
Self-Actualization needs
Managers who emphasize self-actualization may involve employees in
designing jobs or make special assignments that capitalize on employees’
unique skills.
EARLY VIEWS OF MOTIVATION
NEED-BASED MODELS
HERZBERG’S TWO-
FACTOR THEORY

Motivator factors
oRelated to job content or
what people actually do in
their work.

Hygiene factors
oAssociated with the job
context in which the job
is performed.
EARLY VIEWS OF MOTIVATION
PROCESS-BASED MODELS
 EARLY VIEWS OF MOTIVATION
PROCESS-BASED MODELS

EXPECTANCY
THEORY

The expectancy model

suggests that motivation
to expend effort to do
something is
determined by three
basic individual
perceptions.

EXPECTANCY INSTRUMENTALITY VALENCE

 EARLY VIEWS OF MOTIVATION
PROCESS-BASED MODELS

REINFORCEMENT THEORY
◦ Based on the idea that people learn to repeat behaviors that are positively
rewarded (reinforced) and avoid behaviors that are punished (not
reinforced).
◦ The application of reinforcement theory is frequently called behavior
modification because it involves changing one’s own behavior or the
behavior of someone else.
Increasing Desired Behavior
◦ Positive Reinforcement
◦ The administration of positive and rewarding consequences following a desired behavior.

◦ Negative Reinforcement
◦ Also called avoidance learning, strengthens desired behavior by allowing escape from an undesirable
consequence.

Decreasing Desired Behavior

◦ Extinction
◦ The withdrawal of the positive reward or reinforcing consequences for an undesirable behavior.

◦ Punishment
◦ The administration of negative consequences following undesirable behavior.
 "Money was never a big
motivation for me, except as a
way to keep score. The real
excitement is playing the game."

~ Donald Trump ~