Behavioral approach

Behavioral Approach

Prentice Hall, 2001

What Is Motivation?

Direction

PersistenceIntensity or

driving force

Intensity

Direction

It's not that I'm so smart, it's just that

I stay with problems longer

.

Persistence

Abraham Maslow (1908-1970) Considered to be the founder of

humanistic psychology.

theory of human needs had three assumptions:

Human needs are never completely satisfied.

Human behavior is purposeful and is motivated by the need for satisfaction.

Needs can be classified according to a hierarchical structure of importance from the lowest to highest.

Self-Actualization Esteem(appreciation) Social need Safety Physiological

Maslow’s Hierarchy of Needs

Maslow’s Hierarchy of Needs

PHYSIOLOGICAL OR SURVIVAL NEEDS

MOST NEEDS HAVE TO DO WITHSURVIVAL PHYSICALLY AND

PSYCHOLOGICALLY

Physical needs

Food Water Air Shelter Clothing

These are essential for good health and well-being, and for continuation of life.

What did Maslow mean by physical needs?

What physical needs do every person have?

Maslow’s Hierarchy of Needs

PHYSIOLOGICAL OR SURVIVAL NEEDS

SAFETY NEEDS

ON THE WHOLE AN INDIVIDUALCANNOT SATISFY ANY LEVELUNLESS NEEDS BELOW ARE

SATISFIED

Safety and Security Needs

Staying well, avoiding being ill Avoiding danger or

Safe circumstances Stability

Maslow’s Hierarchy of Needs

PHYSIOLOGICAL OR SURVIVAL NEEDS

SAFETY NEEDS

SOCIAL NEED

Social needs

Friends, family,affectionate relationships in general, even a sense of community

Maslow’s Hierarchy of Needs

SOCIAL NEEDS

PHYSIOLOGICAL OR SURVIVAL NEEDS

SAFETY NEEDS

ESTEEM NEEDS

The Esteem needs

Self-esteem– The need for the respect from others, the need

for status, fame, recognition, attention, reputation, appreciation, even dominance. 

Individual level– Confidence, competence, dignity,achievement,

independence and freedom

Maslow’s Hierarchy of Needs

SELF-ACTUALIZATION

NEEDFOR

MASLOW EMPHASIZES NEED FOR SELF ACTUALIZATION IS

A HEALTHY INDIVIDUAL’S PRIMEMOTIVATION

SELF-ACTUALIZATION MEANS ACTUALIZING

Who am I?????How am I doing????

Maslow’s Hierarchy of Needs

PHYSIOLOGICAL OR SURVIVAL NEEDS

SAFETY NEEDS

SOCIAL NEEDS

ESTEEM NEEDS

SELF-ACTUALIZATION

NEED

Maslow’s view on a Self-actualized Person

Has mental stability Fully explore talents Motivated by values

Implications for Management Physiological needs: Provide lunch breaks,

rest breaks, and wages that are sufficient to purchase the essentials of life.

Safety Needs: Provide a safe working environment and job security.

Social Needs: Create a sense of community via team-based projects and social events.

Esteem Needs: Recognize achievements to make employees feel appreciated and valued. Offer job titles that convey the importance of the position.

Self-Actualization: Provide employees a challenge and the opportunity to reach their full career potential with value based approach.

Limitations of Maslow's Hierarchy There is evidence that contradicts the order

of needs specified by the model. For example, some cultures appear to place social needs before any others

There is little evidence to suggest that people are motivated to satisfy only one need level at a time, except in situations where there is a conflict between needs.

Maslow’s Hierarchy of Needs

Self-Actualization

Needs

Esteem Needs

Social Needs

Security Needs

Physiological Needs

General Examples

Organizational Examples

Self-FulfillmentChallenging Job

Self-Actualization

NeedsStatus Job TitleEsteem NeedsFamily,Friendship

Friendly work environmentSocial Needs

Stability Job securitySecurity NeedsFood,Shelter SalaryPhysiological Needs

Theory X and Theory Y: Douglas McGregor

Douglas McGregor (1906-1964)– To understand human behavior, one must discover

the theoretical assumptions upon which behavior is based

– Especially interested in the behavior of managers toward workers

– “Every managerial act rests on assumptions, generalizations, and hypotheses-

– Theory X -– Theory Y -– FOCUS: Manager’s assumptions about HUMAN

NATURE

McGregor’s Beliefs

Employees are not machine parts to be fixed, redesigned, or eliminated

They are individual people in all of their complexity

McGregor’s Contribution to Management Theory

Theory X assumptionsThe average person dislikes work and will

avoid itMost people must be controlledPeople avoid responsibility and have little

ambition

McGregor’s Contribution to Management Theory

Theory Y assumptionsPhysical and mental work effort are naturalCommitment is a function of proper rewardsPeople learn to seek responsibilityPeople have the ability to creatively solve

organizational problemsEmployees need the freedom to utilize their potential

Theory X and Theory Y

Theory YTheory YTheory XTheory X

Work is NaturalWork is Natural

Self-Direction

Self-Direction

SeekResponsibility

SeekResponsibility

Good Decisions,creativity

Good Decisions,creativity

AvoidWork

AvoidWork

Must be Controlled

Must be Controlled

AvoidResponsibility

AvoidResponsibility

Seek SecuritySeek Security

Theory X... management through:

force

tight controls

threats

punishments

Theory Y... management through:

open systems

communication

self-managing teams