MOTIVATION

MOTIVATION IS:

Motivation is the set of forces that lead people to behave in particular ways.

THE FORCES ARE:

THE ENERGY THAT DRIVES PEOPLE INTOACTION

MOTIVATIONAL FRAMEWORK

Experiencedneed

deficiencies

Experiencedneed

deficiencies

Search for ways to

satisfy needs

Search for ways to

satisfy needs

Enactment of behavioral

choice(performance)

Enactment of behavioral

choice(performance)

Choice of goal-directed

behaviors

Choice of goal-directed

behaviors

Reassessmentof need

deficiencies

Reassessmentof need

deficiencies

Experienced rewards orpunishment

Experienced rewards orpunishment

Need-Based Theories of Motivation The need-based theories of

motivation reflect a content perspective in that they attempt to describe what factor or factors motivate behavior. They try to list specific things that motivate behavior.

Early Views of Motivation

Power To the extent that individuals want power, this

need provides motivation and could, therefore, be considered one of the first approaches to understanding motivated behavior.

Hedonism– The idea that people seek pleasure and comfort

and try to avoid pain and discomfort.

Scientific Management Approach

Scientific Management– Associated with the work of Frederick Taylor.– Assumed that employees are motivated by

MONEY.– Introduced the idea of “PIECE RATE pay.”

Human Relations Approach

Human Relations Approach– Arose from the Hawthorne studies.

– Suggested that people are motivated by things other than money; in particular, employees are motivated by and respond to their social environment at work.

– .

– Favorable attitudes, such as job satisfaction, were presumed to result in employee improved performance.

Need Theories of Motivation

The basic premise of need theories, consistent with the motivation framework introduced earlier, is that humans are motivated primarily by deficiencies in one or more important needs or need categories.

The Hierarchy of Needs

Self-

actualization

Esteem

Affiliation

Physiological

Security

ERG Theory

ERG Theory– Represents an extension and refinement of the

need hierarchy theory.– The ERG theory describes Existence,

Relatedness, and Growth needs.– The ERG theory suggests that if people become

Frustrated trying to satisfy one set of needs, they will Regress back to the previously satisfied set of needs.

The Dual-Structure Theory

The Traditional ViewSatisfaction Dissatisfaction

Herzberg’s ViewMotivation Factors

Satisfaction No Satisfaction

Hygiene FactorsDissatisfaction No Dissatisfaction

The Dual-Structure Theory

Motivation Factors Hygiene Factors- Achievement

- Recognition

- The Work Itself

- Responsibility

- Advancement

- Supervision

- Working Conditions

- Pay and Job Security

- Company Policies

- Relationships

Need for Achievement

Most frequently associated with the work of David McClelland.

The need for Achievement is the desire to accomplish a task or goal more effectively than in the past.

Characteristics of HIGH Need Achievers

Tend to Set Moderately Difficult Goals and Make Moderately Risky Decisions

Want Immediate, Specific Feedback on Their Performance

Have a preoccupation With Work

Assume Personal Responsibility for Getting Things Done

The Need for Affiliation

Need for human Companionship. Individuals with a high need for affiliation

tend to want reassurance and approval from others and usually are genuinely concerned about others’ feelings.

People with a high need for affiliation often work in jobs with a lot of interpersonal contact.

The Need for Power

The desire to control the resources in one’s environment.

People with a high need for power can be successful managers if three conditions are met:– They must seek power for the betterment of the

organization rather than for their own interests.

Three Conditions (continued)

– They must have a fairly low need for affiliation (fulfilling a personal need for power may well alienate others in the workplace).

– They need plenty of self-control to curb their desire for power when it threatens to interfere with effective organizational or interpersonal relationships.

Summary

Need Theories focus on the DRIVERS of behavior

Need Structures and Hierarchies

To What Extent are they Culture Bound???