MODULE 19

MOTIVATION

“Treat others as you would like to be treated”

• How do human needs influence motivation to work?

• How do thought processes and decisions affect motivation to work?

• What role does reinforcement play in motivation?

MOTIVATION

Human Needs

MODULE GUIDE 19.1

Maslow described a hierarchy of needs topped by self-actualization.

Alderfer’s ERG theory focuses on existence, relatedness, and growth needs.

Herzberg’s two-factor theory focuses on higher-order need satisfaction.

McClelland identified acquired needs for achievement, power, and affiliation.

MOTIVATION

Human Needs

Motivation accounts for the level, direction, and

persistence of effort expended at work. Need

an unfulfilled physiological or psychological desire.

MOTIVATION

Human Needs

Maslow’s Hierarchy of Needs

MOTIVATION

Human Needs

Alderfer’s ERG TheoryExistence Needs

are desires for physiological and material well-being. Relatedness needs are desires for satis-fying interpersonal relationships.

Relatedness Needs are desires for satisfying interpersonal

relationships. Growth Needs

are desires for continued psychological growth and development.

MOTIVATION

Human Needs

Herzberg’s Two-factor TheoryHygiene Factor

is found in the job context, such as working conditions, interpersonal relations, organizational policies, and salary.

Motivator Factor is found in job content, such as a sense of

achievement, recognition, responsibility, advancement, or personal growth.

MOTIVATION

Human Needs

McClelland’s Acquired NeedsNeed for Achievement

is the desire to do something better, to solve problems, or to master complex tasks.

Need for Power is the desire to control, influence, or be

responsible for other people. Need for Affiliation

Is the desire to establish and maintain good relations with other people.

MOTIVATION

Thought Processes and DecisionsMODULE GUIDE 19.2

Equity theory explains how social comparisons can motivate individual behavior.

Expectancy theory considers motivation = expectancy x instrumentality x valence

Goal-setting theory says that well chosen and well set goals can be motivating.

MOTIVATION

Thought Processes and Decisions

Adams’ Equity TheoryExplains how social comparisons can

motivate individual behaviorAny perceived inequities will motivate us to

behave in a manner that will change them

MOTIVATION

Thought Processes and Decisions Vroom’s Expectancy Theory

motivation = expectancy x instrumentality x valence Expectancy

a person’s belief that working hard will result in achieving a desired level of task performance

Instrumentality a person’s belief that successful performance will lead to rewards and

other potential outcomes Valence

the value a person assigns to the possible rewards and other work-related outcomes.

MOTIVATION

Thought Processes and DecisionsVroom’s Expectancy Theory

MOTIVATION

Thought Processes and Decisions

Locke’s Goal-setting Theory emphasizes the motivational power of goals that are

specific and challenging.

MANAGEMENT TIPS

• Set specific goals—avoid more generally stated ones, such as “Do your best.”

• Set challenging goals—when realistic and attainable, they motivate better than easy ones.

• Build commitment—people work harder for goals they accept and believe in.

• Clarify priorities—expectations should be clear on which goals to pursue first.

• Provide feedback—people need to know how well they are doing. • Reward results—don’t let accomplishments pass unnoticed.

MOTIVATION

Reinforcement

MODULE GUIDE 19.3

Operant conditioning influences behavior by controlling its consequences.

Positive reinforcement connects desirable behavior with pleasant consequences.

Punishment connects undesirable behavior with unpleasant consequences.

MOTIVATION

Reinforcement

The law of effect states that behavior followed by a pleasant consequence is likely to be repeated; behavior followed by an unpleasant consequence is unlikely to be repeated.

MOTIVATION

Reinforcement

Operant Conditioning – B. F. Skinner Influences behavior by controlling its consequences Positive reinforcement strengthens a behavior by

making a desirable consequence contingent on its occurrence.

Negative reinforcement strengthens a behavior by making the avoidance of an undesirable consequence contingent on its occurrence.

Punishment discourages by making an unpleasant consequence contingent on its occurrence.

Extinction discourages a behavior by making the removal of a desirable consequence contingent on its occurrence.

MOTIVATION

ReinforcementOperant Conditioning – B. F. Skinner