Management FundamentalsManagement FundamentalsConcepts, Applications, Skills Development Concepts, Applications, Skills Development

MotivatingMotivating

12 A

Self-Fulfilling Self-Fulfilling ProphecyProphecy

–Employees will live up to or down to their own expectations.

12-1

Performance Performance FormulaFormulaAbility x motivation x resources

= PerformancePerformance

12-2

Major Motivation TheoriesMajor Motivation TheoriesClassification of

MotivationTheories

1.Content of motivation theories

2.Process motivation theories

3.Reinforcement theory

Specific Motivation Theory

a. Hierarchy of needs theory

b. ERG theoryc. Two-factor theoryd. Acquired needs

theory

a. Equity theory b. Goal-setting

theoryc. Expectancy theory

Type of Reinforcement a. Positiveb. Avoidancec. Extinctiond. Punishment

12-3

Self-Actualization

Esteem

Social

Safety

Physiological

Hierarchy of Needs TheoryHierarchy of Needs Theory

12-4

Acquired Needs Acquired Needs TheoryTheory

AffiliationAffiliation PowerPower AchievementAchievement

12-5

A Comparison of A Comparison of Four Content Motivation Four Content Motivation

TheoriesTheoriesHierarchy of

Needs(Maslow)

ERG Theory(Alderfer)

Two-Factor Theory

(Herzberg)

Acquired Needs Theory

(McClelland)Achievement and    PowerAchievement and    PowerAffiliationNot classifiedNot classified

Motivating needs are developed through experience.

MotivatorsMotivatorsMaintenanceMaintenanceMaintenance

Maintenance factors will not motivate employees.

GrowthGrowthRelatednessExistenceExistence

Unmet needs can be at any level simultaneously.

Self-ActualizationEsteemSocialSafetyPhysiological

Needs must be met in a hierarchy order.

12-6

Equity Equity TheoryTheory

= Others’ input (contributions)

Others’ outcomes (rewards)

12-7

Our inputs (contributions)

=Our outcomes (rewards)

Expectancy Expectancy TheoryTheory

•Proposes that employees are motivated when they believe they can accomplish the task and the rewards for doing so are worth the effort.

12-8

Expectancy Expectancy TheoryTheoryExpectancy XX

Valence = MotivationMotivation

12-9

Clearobjectives

Performancetied to rewards

44Conditions Conditions

forforExpectancy TheoryExpectancy Theory

Rewardshavevalue

Employeesbelieve

you

12-10

Reinforcement Reinforcement TheoryTheory

•Through the consequences for behavior, employees will be motivated to behave in predetermined ways.

12-11

Avoidance Extinction

Positive Punishment

44Types ofTypes of

ReinforcementReinforcement

12-12

Giving PraiseGiving Praise

1. Tell the employee exactly what was done correctly.

Planning

Leading

Organizing

Controlling

2. Tell the employee why the behavior  is important.

3. Stop for a moment of silence.

4. Encourage repeat performance

12-13

1. Need1. Need(Unmet need or want to be satisfied

at work)Content Motivation Theories

Hierarchy of Needs TheoryERG Theory

Two-Factor TheoryAcquired Needs Theory

2. Motive2. Motive(Selecting behavior to satisfy need)

Process Motivation TheoriesEquity Theory

Goal-Setting TheoryExpectancy Theory

The Motivation Process The Motivation Process with the Motivation with the Motivation

TheoriesTheories

12-14

(continued)

3. Behavior(Employee action to satisfy need)

4. Consequence(Manager behavior and/or natural

outcome of employee action)Reinforcement Theory

5. Satisfaction or Dissatisfaction

(The degree to which the need is met and for how long before

dissatisfaction reoccurs, creating an unmet need) 12-15