2 schools of thought

• Content theories– It’s (almost) all within

• Process theories– It’s (almost) all the environment

Content theories

• Overview– External environment plays a role– Primary needs– Secondary needs

• Maslow• Alderger• McClelland

Maslow’s Need Hierarchy

• “Ego” also known as “esteem”

10-3

Alderfer’s ERG Theory

• Definition• Existence needs • Relatedness needs • Growth needs

10-4

McClelland’s Needs

• Need for achievement – strong orientation toward accomplishment and an

obsession with success and goal attainment• Need for affiliation – reflects a strong desire to be liked by other people

• Need for power – a desire to influence or control other people

10-5

Process theories

• Herzberg– See text

• Expectancy Theory– Equity Theory– “There is nothing so practical as a good theory”

Expectancy Theory

• Major components– Choice– Expectancy– Instrumentality– Valence (preferences)

Porter and Lawler

Porter and Lawler

Porter-Lawler Expectancy Theory

Extrinsic

Motivation Effort

Intrinsic

Ability

Resources

Satisfaction?Performance

EXPECTANCY

INSTRUMENTALITYVALENCE

Satisfaction is relative……..

• Equity theory

10-12

Satisfaction is relative……..

• Best paid player in NFL

• Offered $7-$10m, $20m guaranteed

• Demanded $13m, $35m guaranteed