Theories of motivation

激 励 理 论

Summarize概述

Definition ： Motivate is a continuous psychological pr

ocess which motivate the people’s motivation of behavior through outer stimulation .

定义： 激励是通过外部刺激达到激发人的行为动机的

一个持续的心理过程。

Summarize

Basic model of the process:

need-motivation-behavior-goal-satisfaction

基本模式：

需要－动机－行为－目标－需要满足

激励的过程就是满足需要的过程

可达到目标（方向）

动机刺激 愿望（驱动力）需要 意向

1 、同一动机可以引起多种行为。2 、同一行为可出自不同动机。3 、一种行为可能同时为多种动机所推动。4 、合理的动机可能引起不合理的甚至错误的行为。5 、错误的动机有时外表被积极的行为所掩盖。

Need-motivation-Behavior

Need Motivation

Motivation Behavior

动机结构与强度示意图

动机类别

强度

A B DC E

优势动机

Need-motivation-Behavior

激励的模式

未满足的需要

心理紧张（愿望、驱动力） 动机

目标导向

目标行为

需要满足紧张消除

产生新的需要

反馈

content motivation theory

内容型激励理论

behavior modification theory

行为改造型激励理论

motivation theory of process

过程型激励理论

Content motivation theory

Maslow’s hierarchy of needs马斯洛的层次需要论

Heraberg’s Two Factors theory赫茨伯格的双因素理论

Meclelland’s achievement of needs 麦克利兰的成就需要论

Maslow’s hierarchy of needs

There is a hierarchy of five human needs; – Physiological: food, drink, shelter, sex– Safety: physical safety– Social: affiliation with others, affection, friendship – Esteem: Internal (self-respect, autonomy, and

achievement); external (status, recognition, and attention)

– Self-actualization: personal growth and fulfillment

生理需要安全需要

爱与归属

自尊需要

自我实现

Maslow’s hierarchy of needs

1. As each need becomes satisfied, the next need becomes dominant.The unsatisfied need motivate the people’s behavior.

2.One can only work on the higher needs when the lower needs are satisfied.

1 、未满足的需要激励人们的行为。2 、当低层次的需要满足后，高层次的需

要就变成主要的激励因素。

权利的需要

Meclelland’s achievement of needs麦克利兰的成就需要论

According to Maclelland’s theory, everyone has three kinds of need: Need for achievement ; Need for power ; Need for affiliation ;

归属的需要成就的需要

Meclelland’s achievement of needs

Need for achievement (nAch): the drive to excel, to

achieve in relation to a set of standards, to strive to succeed.

Need for power (nPow): The need to make others behave in a way that they would not have behaved otherwise.

Need for affiliation (nAff): The desire for friendly and close interpersonal relationships.

任务难度

选择人数 避免失败

追求成功

Heraberg’s Two Factors theory赫茨伯格的双因素理论

Frederick Herzberg proposed the Two Factor theory of human motivation.

According to his theory people were influenced by two factors ：

motivation factorshygiene factors

激发人的动机的因素：保健因素和激励因素

Heraberg’s Two Factors theory

Essentially, hygiene factors were needed to ensure an employee was not dissatisfied. In order to motivate an employee into higher performance motivation factors were needed.

Satisfaction and psychological growth was a factor of motivation factors. Dissatisfaction was a result of hygiene factors.

保健因素：防止产生不满情绪激励因素：带来满意

不满意

满意

没有不满意

没有满意激励因素

保健因素

Heraberg’s double factors theory赫茨伯格的双因素理论

保健因素和激励因素的作用

Heraberg’s Two Factors theory

Hygiene Factors include

interpersonal relations

Security

Status

Salary

Working conditions

Heraberg’s Two Factors theory

Motivation Factors Include

Achievement

Achievement Recognition

Growth

Responsibility

Advancement

content motivation theory

内容型激励理论

behavior modification theory

行为改造型激励理论

motivation theory of process

过程型激励理论

Skinner’s Reinforcement Theory 强化理论

Attribute theory 归因理论

Skinner’s Reinforcement Theory

Reinforcement : use some reinforcers to interfere the connection between the stimulus and behavior, and make the behavior stabilizing keeping , or bating.

强化是指通过强化因素来干预某种刺激和行为的联系，使某一行为巩固、保持或减弱消退。

Skinner’s Reinforcement Theory

Positive-Reinforcement 正强化Negative-Reinforcement 负强化

Apply the theory :Using the positive-reinforcement and i

nner-reinforcement 尽量使用正强化和内部强化

Attribution Theory归因理论

Attribution: A process by which we understand the causes of our own or other's behavior.Internal vs external causes

归因是指推测行为原因，对别人或自己的行为动机加以分析解释。

内源性归因和外源性归因

人们对成败归因的四种可能：

能 力

努 力

任务难度

机遇

内 因

外 因

content motivation theory

内容型激励理论

behavior modification theory

行为改造型激励理论

motivation theory of process

过程型激励理论

Vroom’s Expectancy Theory弗鲁姆的期望理论

Adams’s Equity Theory亚当斯的公平理论

Expectancy Theory期望理论

Expectancy : people’s belief about a particular activity may lead to a particular result.

期望是指一个人对于特定活动可能导致一个特定结果的信念 .

是一个人在一定时间内要达到目标或涉及需要的一种愿望。

Expectancy Theory

According to Vroom’s theory,people’s behavior is due to the expectancy of the outcome and the attraction to personality.

人的行为取决于对未来结果的期望，还取决于这种结果对个人的吸引程度。

Expectancy Theory

Three varies:

Expectancy---Instrumentality—Value

M=E*V期望值：反应人们对所承担任务的胜任程度关联性：一定的工作绩效将得到一定的回报效价：所得奖励对个人的吸引程度 激励水平（ M ） = 期望值（ E ） * 效价（ V ）

期望理论三方面的关系如图

个人努力

取得绩效

组织奖励

个人需要满足程度

关系Ⅰ 关系Ⅱ 关系Ⅲ

Expectancy Theory

Equity TheoryEmployees perceive what they get from

a job situation (outcomes) in relation to what they put into it (inputs) and then compare their input-outcome ratio with the input-outcome ratios of relevant others.

公平是指一个人所作贡献和所得的报酬与另一个条件相同的人贡献与报酬比例相等。

职工的工作热情以及对工作的满意程度取决于她们在工作和分配问题上是否受到公平待遇。

Equity Theory RelationshipsEMPLOYEE’S ASSESSMENT

Inequity (under-rewarded)

Equity

Inequity (over-rewarded)

*Person A is the employee, and Person B is a relevant other or referent.

Equity Theory

When employees perceive an inequity they may:– Behave so as to change their own inputs or

outcomes.– Distort either their own or others’ inputs or

outcomes.– 实际改变自己的投入与报酬– 在认识上改变自己（别人）对投入与报酬的评价

Equity Theory

– Choose a different comparison referent.

– Quit their job.– （ Behave so as to induce others to change their

inputs or outcomes. ）– 选择另一种比较对象– 离开所处环境