MGT492: Managing People & Organizations Lecture 23: Chapter 12: Motivating for High Performance Instructor: Dr. Aisha Azhar COMSATS Virtual Campus

Last lecture overview Message Transmission Channels Oral Communications Non-verbal Communications Written Communications Selecting the Message Transmission Channel Sending messages Response Styles

Calming an Emotional Person Empathic Listening The ability to understand and relate to another’s situation and feelings. Dealing with Emotional People Don’t make statements putting the person down. Do make reflective empathic responses. Paraphrase feelings.

Chapter 12: Motivating for High Performance

Learning Outcomes

Learning Outcomes (cont’d)

Motivation and Performance The willingness to achieve organizational objectives. Motivation Process Employees go from need to motive to behavior to consequence to satisfaction or dissatisfaction.

How Motivation Affects Performance Expectations, Motivation, and Performance Self-fulfilling prophecy “If you believe you can, or if you believe you can’t, then you are right”—Henry Ford If you think you will be successful, then you will be. The Performance Formula Performance = Ability x Motivation x Resources For maximum performance levels, all three factors must be high.

Major Motivation Theories Content Motivation Theories Process Motivation Theories Reinforcement Theory Major Motivation Theories

Motivation: Content Theories Content Motivation Theories Focus on identifying and understanding employees’ needs. Hierarchy of needs theory ERG theory Two-factor theory Acquired needs theory

Maslow’s Hierarchy of Needs Theory Only unmet needs motivate. People’s needs are arranged in order of importance for basic to complex. Satisfaction of lower level needs precedes satisfaction of higher levels needs. There are five classifications of needs: Physiological Safety Social Esteem Self-actualization

How Managers Motivate with Maslow’s Hierarchy of Needs Theory

Alderfer’s ERG Theory ERG theory Proposes that employees are motivated by three needs: Existence: physiological and safety needs. Relatedness: social needs. Growth: esteem and actualization. Needs can be active on more than one level at the same time. Starving actor: being hungry and wanting fame and fortune.

Herzberg’s Two-Factor Theory Exhibit 12–3