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Motivating Others

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Individual Differences in Motivation

• Self-esteem– Chronic– Situational– Socially influenced

• Need for achievement• Intrinsic motivation

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Increasing Self-Esteem• Self-esteem workshops• Experience with success

– self-fulfilling prophecy– trying new experiences and taking little steps

• Supervisor behavior– Pygmalion effect

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Goal Setting

• Concrete• Specific• High but reasonable• Self-set (?)

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Providing Feedback• Positive Feedback

– should be specific– should be sincere– should be timely

• Negative Feedback– should be constructive– concentrate on behaviors– always give in private

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Rewarding Excellent Performance

• Timing of the reward• Contingency of the

reward• Type of reward

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Financial Incentive Plans• Individual Incentive Plans

– pay for performance– merit pay

• Organizational Incentive Plans– profit sharing– gainsharing– stock options

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Punishing Poor Performance

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The Premack Principle

• Different things reinforce different people• We can get people to engage in behaviors

they don’t like (e.g., studying) by reinforcing them with the opportunity to engage in behaviors they like better (e.g., taking out the trash)

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Expectancy Theory

• Expectancy• Instrumentality• Valence

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Treating Employees FairlyEquity and Keeping Promises

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Motivation Level of Other EmployeesSocial Learning