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-Lawler Expectancy Theory Extrinsic MotivationEffort Intrinsic Ability ResourcesSatisfaction? Performance EXPECTANCY INSTRUMENTALITY VALENCE

Satisfaction is relative…….. Equity theory 10-12

Satisfaction is relative…….. Best paid player in NFL Offered $7-$10m, $20m guaranteed Demanded $13m, $35m guaranteed