Motivation

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 Motivation
The inner drive that
directs a person’s
behavior toward
goals.
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 Motivation
It is a positive
force which will
lead you to attain
a goal.
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 Who Is

A Motivated

Employee?
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The Motivation Process

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 Need
More money for
unexpected medical expenses

Goal-directed behavior

Ask for a raise

Work harder to gain a promotion
Look for a higher-paying job
Steal

Need Satisfaction

More money 11
So…..

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A state of mind,
desire, energy or
interest that
translates into
action.
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 Forcesacting on/within person that
cause specific, goal-directed behavior
 Work motivation  productivity
 Management’s job is to channel
employee energy to achieve
organizational goals

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Core Phases of
the Motivational
Process
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1. Employee 2. Employee 3. Employee
Searches for Selects Goal-
Identifies Ways to Satisfy Directed
Needs These Needs Behavior

5. Employee
6. Employee Receives Either 4. Employee
Reassesses Need Rewards or Performs
Deficiencies Punishments
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 What
“energizes”
us?
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Unsatisfied needs =
deficiencies that a person
experiences at any given
time

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“Energizers” – create tensions 
feelings of unrest  make
effort to reduce tensions

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Goal – directed efforts –
provide focus for energy
release

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 INCENTIVES
NEEDS BEHAVIOUR AND GOALS

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 Direction

Intensity Persistence

Prentice Hall, 2001 Chapter 6 22

Motivation is the process that accounts for an individual’s
intensity, direction, and persistence of effort toward the
attainment of a goal.
Intensity is concerned with how hard a person tries. This is the
element most of us focus on when we discuss the topic of
motivation.
However, unless effort is channeled in a direction that benefits
the organization, high intensity is no guarantee of favorable
job-performance outcomes. Quality of effort, therefore, is just
as important as intensity of effort.
Finally, persistence (how long a person can maintain effort) is
important. A motivated person stays with a task long enough to
achieve his or her goal. 23
 Determinants of Job
Performance
Willingness
to perform

Job performance

Capacity to Opportunity
perform to perform
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 Performance Formula
Performance = f (ability X motivation X opportunity)

Ability = individual’s knowledge, skills, and ability to

accomplish task

Motivation = level of individual energy for the task

Opportunity = right performance opportunity

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 Why Do We Care?
Ability

PERFORMANCE

Motivation Opportunity
Performance =
f (Ability, Motivation, Opportunity)
Enough for
today. . .

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