Motivation Concepts PDF

Lecture
Motivation
Concepts
Chapter 16
Management by Robbins &
Coulter (11th Edition)
What is Motivation?
Motivation
Motivation refers to the process by which a
person’s efforts are energized, directed, and
sustained toward attaining a goal.
Key Elements
1. Energy: how hard a person tries
2. Direction: toward beneficial goal
3. Sustainability: how long a person tries
Maslow Hierarchy of Needs Theory
Hierarchy of Needs Theory

The first motivation theory we’re going to look at
addresses employee needs. The best-known theory
of motivation is probably Abraham Maslow’s
hierarchy of needs theory. Maslow was a
psychologist who proposed that within every person
is a hierarchy of five needs—physiological, safety,
social, esteem, and self-actualization; as each need
is substantially satisfied, the next need becomes
dominant.
Maslow’s Hierarchy of Needs
McGregor’s Theory X & Y
Douglas McGregor is best known for proposing two assumptions about
human nature: Theory X and Theory Y
McGregor believed that Theory Y assumptions should guide management
practice and proposed that participation in decision making, responsible
and challenging jobs, and good group relations would maximize employee
motivation.
Unfortunately, no evidence confirms that either set of assumptions is valid
or that being a Theory Y manager is the only way to motivate employees
Herzberg’s Two-Factor Theory
The extrinsic factors that create job dissatisfaction were called
hygiene factors. When these factors are adequate, people won’t
be dissatisfied, but they won’t be satisfied (or motivated) either.
To motivate people, Herzberg suggested emphasizing motivators,
the intrinsic factors having to do with the job itself.
Hygiene Factors:
•Supervision
•Company Policy Separate constructs Motivators:
•Relationship with – Hygiene Factors--- • Achievement
•Supervisor Extrinsic & Related to • Recognition
•Working Conditions Dissatisfaction
• Work Itself
•Salary • Responsibility
•Relationship with – Motivation Factors--- • Advancement
Peers and subordinates Intrinsic and Related to
• Growth
•Personal Life Satisfaction
•Status
•Security
Herzberg’s Two-Factor Theory(cont.)
 When people felt good about their work, they tended to cite
intrinsic factors arising from the job itself such as achievement,
recognition, and responsibility.
 On the other hand, when they were dissatisfied, they tended to
cite extrinsic factors arising from the job context such as
company policy and administration, supervision, interpersonal
relationships, and working conditions.
 Herzberg believed that the data suggested that the opposite of
satisfaction was not dissatisfaction, as traditionally had been
believed. Removing dissatisfying characteristics from a job
would not necessarily make that job more satisfying
 Herzberg suggested emphasizing on the intrinsic factors having
to do with the job itself.
Contrasting Views of Satisfaction and Dissatisfaction
Three-Needs Theory
David McClelland and his associates proposed the three-needs

theory, which says there are three acquired (not innate) needs that
are major motives in work. These three needs include-
• the need for achievement (nAch), which is the drive to
succeed and excel in relation to a set of standards;
• the need for power (nPow), which is the need to make
others behave in a way that they would not have behaved
otherwise;
• and the need for affiliation (nAff), which is the desire for
friendly and close interpersonal relationships.
Of these three needs, the need for achievement has been

researched the most.
Goal-Setting Theory (Edwin Locke)
Specific and difficult goals, with self-generated

feedback, lead to higher performance.
Goal-Setting Theory (cont.)
Three other contingencies besides feedback influence the goal-
performance relationship: goal commitment, adequate self-efficacy,
and national culture.
• First, goal-setting theory assumes that an individual is committed
to the goal. Commitment is most likely when goals are made
public, when the individual has an internal locus of control, and
when the goals are self-set rather than assigned.
• Next, self-efficacy refers to an individual’s belief that he or she is
capable of performing a task The higher your self-efficacy, the
more confidence you have in your ability to succeed in a task.
• Finally, the value of goal-setting theory depends on the national
culture. It’s well adapted to North American countries because its
main ideas align reasonably well with those cultures.
• It assumes that subordinates will be reasonably independent, that
people will seek challenging goals, and that performance is
considered important by both managers and subordinates
Reinforcement Theory
Argues that behavior is a function of its

consequences.
Assumptions:
• Behavior is environmentally caused.
• Behavior can be modified (reinforced) by
providing (controlling) consequences.
• Reinforced behavior tends to be repeated.
Reinforcement Theory
Reinforcement Theory of Motivation

includes 4 aspects:
• Positive reinforcement
•Negative reinforcement
• Punishment reinforcement
• Extinction reinforcement
Designing Motivating jobs (Read book pg-438)
JOB ENLARGEMENT: A dental hygienist’s job could be enlarged so that in

addition to cleaning teeth, he or she is pulling patients’ files, refiling them when
finished, and sanitizing and storing instruments. This type of job design option is
called job enlargement.
JOB ENRICHMENT: Another approach to job design is the vertical expansion of a

job by adding planning and evaluating responsibilities—job enrichment. Job
enrichment increases job depth, which is the degree of control employees have
over their work. In other words, employees are empowered to assume some of the
tasks typically done by their managers. Thus, an enriched job allows workers to do
an entire activity with increased freedom, independence, and responsibility.
Job Characteristic Model
1. Skill variety, the degree to which a job requires a variety of activities so that an
employee can use a number of different skills and talents.
2. Task identity, the degree to which a job requires completion of a whole and identifiable
piece of work.
3. Task significance, the degree to which a job has a substantial impact on the lives or
work of other people.
4. Autonomy, the degree to which a job provides substantial freedom, independence, and
discretion to the individual in scheduling the work and determining the procedures to be
used in carrying it out.
5. Feedback, the degree to which doing work activities required by a job results in an
individual obtaining direct and clear information about the effectiveness of his or her
performance.
Equity Theory
Equity Theory
 Individuals compare their job inputs and outcomes with
those of others and then respond to eliminate any
inequities.
 Equity theory, developed by J. Stacey Adams, proposes that
employees compare what they get from a job (outcomes) in
relation to what they put into it (inputs), and then they
compare their inputs–outcomes ratio with the inputs–
outcomes ratios of relevant others.
 If an employee perceives her ratio to be equitable in
comparison to those of relevant others, there’s no problem.
 If the ratio is inequitable, she views herself as
underrewarded or overrewarded.
Equity Theory
• Originally, equity theory focused on distributive justice, which is the

perceived fairness of the amount and allocation of rewards among
individuals.
• More recent research has focused on looking at issues of procedural
justice, which is the perceived fairness of the process used to determine
the distribution of rewards.
• This research shows that distributive justice has a greater influence on
employee satisfaction than procedural justice, while procedural justice
tends to affect an employee’s organizational commitment, trust in his or
her boss, and intention to quit.
Equity Theory
Choices for dealing with inequity:

1. Change inputs (slack off)
2. Change outcomes (increase output)
3. Distort/change perceptions of self
4. Distort/change perceptions of others
5. Choose a different referent person
6. Leave the field (quit the job)
Expectancy Theory (Read book pg- 443)
1. Expectancy or effort– performance linkage is the probability

perceived by the individual that exerting a given amount of effort will
lead to a certain level of performance.
2. Instrumentality or performance– reward linkage is the degree
to which the individual believes that performing at a particular level
is instrumental in attaining the desired outcome.
3. Valence or attractiveness of reward is the importance that the
individual places on the potential outcome or reward that can be
achieved on the job. Valence considers both the goals and needs of
the individual.

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Lecture

Hierarchy of Needs Theory

David McClelland and his associates proposed the three-needs

Of these three needs, the need for achievement has been

Specific and difficult goals, with self-generated

Argues that behavior is a function of its

Reinforcement Theory of Motivation

JOB ENLARGEMENT: A dental hygienist’s job could be enlarged so that in

JOB ENRICHMENT: Another approach to job design is the vertical expansion of a

• Originally, equity theory focused on distributive justice, which is the

Choices for dealing with inequity:

1. Expectancy or effort– performance linkage is the probability

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