Motivation Concepts

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 What Is Motivation?

Direction

Intensity Persistence

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 What
What is
is Motivation?
Motivation?

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

Key
KeyElements
Elements
1.
1. Intensity:
Intensity:how
howhard
hardaaperson
persontries
tries
2.
2. Direction:
Direction:toward
towardbeneficial
beneficialgoal
goal
3.
3. Persistence:
Persistence:how
howlong
longaaperson
persontries
tries

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 Hierarchy
Hierarchy of
of Needs
Needs Theory
Theory (Maslow)
(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.
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 Maslow’s
Maslow’s Hierarchy
Hierarchy of
of Needs
Needs
Lower-Order Needs Higher-Order Needs
Needs that are satisfied Needs that are satisfied
externally; physiological internally; social, esteem,
and safety needs. and self-actualization
Self needs.

Esteem

Social

Safety

Physiological
E X H I B I T 6–1
E X H I B I T 6–1
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 Assumptions
Assumptions of
of Maslow’s
Maslow’s Hierarchy
Hierarchy

Movement up the Pyramid

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

•Individuals Maslow
MaslowApplication:
Application:
therefore must
AAhomeless
homelessperson
person
move up the
hierarchy in order will
willnot
notbe
bemotivated
motivatedto
to
meditate!
meditate!

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 Having Little Ambition

Theory X Disliking Work

Managers See Workers As…

Avoiding Responsibility

Self-Directed

Theory Y Enjoying Work

Managers See Workers As…

Accepting Responsibility
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 Herzberg’s
Herzberg’s Two-Factor
Two-Factor Theory
Theory
Bottom Line: Satisfaction and Dissatisfaction
are not Opposite Ends of the Same Thing!

Hygiene
Factors: Separate constructs Motivators:
•Salary – Hygiene Factors---Extrinsic •Achievement
& Related to Dissatisfaction
•Work •Responsibility
Conditions – Motivation Factors---Intrinsic •Growth
•Company and Related to Satisfaction
Policies

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 Contrasting
ContrastingViews
Viewsof
of Satisfaction
Satisfactionand
andDissatisfaction
Dissatisfaction

E X H I B I T 6–3
E X H I B I T 6–3

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

Need for Achievement Need for Affiliation

The drive to excel, to achieve The desire for friendly
in relation to a set of and close personal
standards, to strive to relationships.
succeed.

Need for Power Bottom Line:

Individuals have
The need to make others
behave in a way that they different levels of
would not have behaved needs in each of these
otherwise. areas, and those
levels will drive their
behavior
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 Cognitive
Cognitive Evaluation
Evaluation Theory
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 only be relevant to
jobs that are neither extremely Hint: For this theory,
dull nor extremely interesting. 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!
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 Goal-Setting
Goal-Setting Theory
Theory (Edwin
(Edwin Locke)
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

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 What
What is
is MBO?
MBO?

Management by Objectives (MBO)

A program that encompasses specific goals,
participatively set, for an explicit time period,
with feedback on goal progress.

Key
KeyElements
Elements
1.
1. Goal
Goalspecificity
specificity
2.
2. Participative
Participativedecision
decisionmaking
making
3.
3. An
Anexplicit
explicittime
timeperiod
period
4.
4. Performance
Performancefeedback
feedback

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 Self-Efficacy
Self-Efficacy
•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:

Self Esteem, which is….

Individuals’ degree of liking or disliking
themselves.

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 Four
Four Ways
Ways of
of Increasing
Increasing Self
Self Efficacy
Efficacy
(Bandura)
(Bandura)

1. Enactive Mastery
2. Vicarious Modeling
3. Verbal Persuasion
4. Arousal

Note: Basic Premise/Mechanism of Pygmalion and

Galatea Effects

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 Reinforcement
Reinforcement Theory
Theory

Argues that behavior is a function of its

consequences.

Assumptions:
Assumptions:
••Behavior
Behavioris
isenvironmentally
environmentallycaused.
caused.
••Behavior
Behaviorcan
canbe
bemodified
modified(reinforced)
(reinforced)by
by
providing
providing(controlling)
(controlling)consequences.
consequences.
••Reinforced
Reinforcedbehavior
behaviortends
tendsto
tobe
berepeated.
repeated.

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 Equity
Equity Theory
Theory

Equity Theory
Individuals compare their job inputs and outcomes
with those of others and then respond to eliminate
any inequities.
Referent
Referent
Comparisons:
Comparisons:
Self-inside
Self-inside
Self-outside
Self-outside
Other-inside
Other-inside
Other-outside
Other-outside
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 Equity
Equity Theory
Theory (cont’d)
(cont’d)

E X H I B I T 6–8
E X H I B I T 6–8

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 Justice
Justice and
and Equity
Equity Theory
Theory

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 Three
Three types
types of
of Justice
Justice
Distributive Justice Procedural Justice
Perceived fairness of the The perceived fairness of
outcome (the final the process used to
distribution). determine the outcome
(the final distribution).
“Who got what?”
“How was who gets what
decided?”
Interactional Justice
The degree to which one
is treated with dignity
and respect.
“Was I treated well?”
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 Expectancy
Expectancy Theory
Theory

Ethical Values and

Behaviors of Leaders

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
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