1. Chapter 16 MOTIVATING EMPLOYEES © Prentice Hall, 200216-1

2. Learning Objectives You should learn to: –Define the motivation process –Describe three early motivation theories –Explain how goals motivate people –Differentiate reinforcement theory from goal- setting theory –Identify ways to design motivating jobs © Prentice Hall, 200216-2

3. Learning Objectives (cont.) You should learn to: –Describe the motivational implications of equity theory –Explain the key relationships in expectancy theory –Describe current motivation issues facing managers –Identify management practices that are likely to lead to more motivated employees © Prentice Hall, 200216-3

4. What Is Motivation? Motivation –the willingness to exert high levels of effort to reach organizational goals, conditioned by the effort’s ability to satisfy some individual need effort - a measure of intensity or drive goals - effort should be directed toward, and consistent with, organizational goals needs - motivation is a need-satisfying process –need - an internal state that makes certain outcomes appear attractive unsatisfied needs create tensions that stimulate drives drives lead to search behavior © Prentice Hall, 200216-4

5. The Motivation Process Unsatisfied Need Satisfied Need Search Behavior DrivesTension Reduction of Tension © Prentice Hall, 200216-5

6. Early Theories Of Motivation Maslow’s Hierarchy of Needs Theory –lower-order needs - largely satisfied externally physiological - food, drink, shelter, sexual satisfaction safety - security and protection from physical and emotional harm –assurance that physiological needs will be satisfied –Higher-order needs - largely satisfied internally social - affection, belongingness, acceptance esteem - internal factors like self-respect, autonomy –external factors like status, recognition, attention self-actualization - achieving one’s potential © Prentice Hall, 200216-6

7. Maslow’s Hierarchy of Needs Theory (cont.) –each level in hierarchy must be satisfied before the next is activated once a need is substantially satisfied it no longer motivates behavior –theory received wide recognition –little research support for the validity of the theory Early Theories Of Motivation (cont.) © Prentice Hall, 200216-7

8. Maslow’s Hierarchy Of Needs Physiological Safety Social Esteem Self- Actualization © Prentice Hall, 200216-8

9. Early Theories Of Motivation (cont.) McGregor’s Theory X and Theory Y –Theory X - assumes that workers have little ambition, dislike work, want to avoid responsibility, and need to be closely controlled assumed that lower-order needs dominated –Theory Y - assumes that workers can exercise self- direction, accept and actually seek out responsibility, and consider work to be a natural activity assumed that higher-order needs dominated –no evidence that either set of assumptions is valid –no evidence that managing on the basis of Theory Y makes employees more motivated © Prentice Hall, 200216-9

10. Early Theories Of Motivation (cont.) Herzberg’s Motivation-Hygiene Theory –intrinsic characteristics consistently related to job satisfaction motivator factors energize employees –extrinsic characteristics consistently related to job dissatisfaction hygiene factors don’t motivate employees –proposed dual continua for satisfaction and dissatisfaction –theory enjoyed wide popularity influenced job design –theory was roundly criticized © Prentice Hall, 200216-10

11. Herzberg’s Motivation-Hygiene Theory © Prentice Hall, 200216-11

12. © Prentice Hall, 200216-12 纵向工作加荷（ job loading ）的原则 原则相关激励因素 减少一些控制，但责任不变责任和个人成就 增加个人对自己工作的责任责任和认可 给个人一个完整，自然的工作单位（例如模块、 部门、领域等） 责任，成就和认 可 对员工自己的活动授以额外的权力，工作自由度责任，成就认可 使员工自己而非主管能定期直接看到工作报告内部认可 引进以前没有做过的难度更大的新任务成长和学习 给个人分配特殊的和专门的任务，使他们成为专 家 责任，成长和进 步

13. Contrasting Views Of Satisfaction- Dissatisfaction Satisfaction No SatisfactionNo Dissatisfaction Dissatisfaction MotivatorsHygienes Satisfaction Dissatisfaction Herzberg’s View Traditional View © Prentice Hall, 200216-13

14. © Prentice Hall, 200216-14 《再论如何激励员工》 （ 1968 ） 使职工非常满意的 因素（共有 1753 个 具体事例） 在所有促进工作满 意的因素中， 81% 是激励因素。 使职工非常不满意 的因素（共有 1844 个具体事例） 在所有导致员工工 作部满意的因素中 ， 69% 属保健因素。

15. © Prentice Hall, 200216-15 工作与人性（ 1966 ） Work and the Nature of Man

16. © Prentice Hall, 200216-16 保健和激励需要追求者的特点 受环境因素的激励受工作内容的激励 对工作环境各个方面的不满是经常而 且日益强烈：工资、监督、人际关系 、工作安全性、地位等 对较差的保健因素有很高的 忍耐力 保健因素的改善可以产生强烈的满足对保健因素的改善反应微弱 当保健因素改善时获得的满足是短期对保健因素的改善反应微弱 当保健因素没有改善的时候导致强烈 的不满 对保健因素的改善反应微弱 从工作成就得到的满足微乎其微从工作成就得到巨大的满足

17. © Prentice Hall, 200216-17 保健和激励需要追求者的特点 对于所从事的工作的种类和性质 漠不关心 能表现出对所做的工作的喜爱 对工作和生活通常表现出玩世不 恭的态度 对工作和生活通常表现出积极 的态度 不从工作经历中获得业务上的进 步 从工作经历中获得业务上的提 高 易受外界的影响： 极端个人主义和极端保守主义 照搬管理信条 做事比总经理还像总经理 对信仰的态度是：严肃而坚定 由于才能可能在工作中成功可能是辉煌的成功者

18. © Prentice Hall, 200216-18 心理调节的几种类型  积极向上心理健康  自我实现但伴随对生活回报的不满  无征兆调节  主要针对保健因素的调节  强调节  心理缺陷者的调节  近似于修道士的调节

19. Contemporary Theories Of Motivation Three-Needs Theory - McClelland –need for achievement (nAch) - drive to excel, to achieve in relation to a set of standards, and to strive to succeed do not strive for trappings and rewards of success prefer jobs that offer personal responsibility want rapid and unambiguous feedback set moderately challenging goals –avoid very easy or very difficult tasks high achievers don’t necessarily make good managers –focus on their own accomplishments »good managers emphasize helping others to accomplish their goals © Prentice Hall, 200216-19

20. Contemporary Theories Of Motivation (cont.) Three-Needs Theory (cont.) –need for power (nPow) need to make others behave in a way that they would not have behaved otherwise –need for affiliation (nAff) desire for friendly and close interpersonal relationships –best managers tend to be high in the need for power and low in the need for affiliation © Prentice Hall, 200216-20

21. Examples of Pictures used for Asscess Levels of nAch, nAff, and aPow © Prentice Hall, 200216-21

22. Contemporary Theories Of Motivation (cont.) Goal-Setting Theory –intention to work toward a goal is a major source of job motivation –specific goals increase performance difficult goal, when accepted, results in higher performance than does an easy goal specific hard goals produce a higher level of output than does the generalized goal of “do your best” –participation in goal setting is useful reduces resistance to accepting difficult goals increases goal acceptance © Prentice Hall, 200216-22

23. Contemporary Theories Of Motivation (cont.) Goal-Setting Theory (cont.) –feedback is useful helps identify discrepancies between what has been accomplished and what needs to be done self-generated feedback is a powerful motivator –contingencies in goal-setting theory goal commitment - theory presupposes that individual is determined to accomplish the goal –most likely to occur when: »goals are made public »individual has an internal locus of control »goals are self-set rather than assigned © Prentice Hall, 200216-23

24. Contemporary Theories Of Motivation (cont.) Goal-Setting Theory (cont.) –contingencies (cont.) self-efficacy - an individual’s belief that s/he is capable of performing a task –higher self-efficacy, greater motivation to attain goals national culture - theory is culture bound –main ideas align with North American cultures –goal setting may not lead to higher performance in other cultures © Prentice Hall, 200216-24

25. Guidelines for Job Redesign © Prentice Hall, 200216-25

26. Reinforcement Theory –behavior is solely a function of its consequences behavior is externally caused –reinforcers - consequences that, when given immediately following a behavior, affect the probability that the behavior will be repeated managers can influence employees’ behavior by reinforcing actions deemed desirable emphasis in on positive reinforcement, not punishment Contemporary Theories Of Motivation (cont.) © Prentice Hall, 200216-26

27. © Prentice Hall, 200216-27 行为塑造 shaping behavior ( 罗宾斯 p408)  积极强化：  消极强化： “ 如果你准点上班就不会被扣工资 ”  惩罚： “ 员工因为频繁迟到而被罚停薪两天。 ”  忽视：

28. Designing Motivating Jobs –Job Design - the way tasks are combined to form complete jobs historically, concentrated on making jobs more specialized –Job Enlargement - horizontal expansion of job job scope - the number of different tasks required in a job and the frequency with which these tasks are repeated provides few challenges, little meaning to workers’ activities only addresses the lack of variety in specialized jobs Contemporary Theories Of Motivation (cont.) © Prentice Hall, 200216-28

29. Designing Motivating Jobs (cont.) –Job Enrichment - vertical expansion of job job depth - degree of control employees have over their work –empowers employees to do tasks typically performed by their managers research evidence has been inconclusive about the effect of job enrichment on performance Contemporary Theories Of Motivation (cont.) © Prentice Hall, 200216-29

30. © Prentice Hall, 200216-30

31. Contemporary Theories Of Motivation (cont.) Designing Motivating Jobs (cont.) –Job Characteristics Model (JCM) - conceptual framework for analyzing jobs jobs described in terms of five core characteristics –skill variety - degree to which job requires a variety of activities »more variety, greater need to use different skills –task identity - degree to which job requires completion of an identifiable piece of work –task significance - degree to which job has substantial impact on the lives of other people –these three characteristics create meaningful work © Prentice Hall, 200216-31

32. Designing Motivating Jobs (cont.) –JCM (cont.) core characteristics (cont.) –autonomy - degree to which job provides substantial freedom, independence, and discretion in performing the work »give employee a feeling of personal responsibility –feedback - degree to which carrying out the job results in receiving clear information about the effectiveness with which it has been performed »employee knows how effectively s/he is performing Contemporary Theories Of Motivation (cont.) © Prentice Hall, 200216-32

33. Job Characteristics Model Core Job Dimensions Skill Variety Task Identity Task Significance Autonomy Feedback Experienced meaningfulness of the work Experienced responsibility for outcomes of work Knowledge of the actual results of the work Critical Psychological States High Internal Work Motivation High-Quality Work Performance High Satisfaction with the Work Low Absenteeism and Turnover Personal and Work Outcomes Strength of Employee Growth Need © Prentice Hall, 200216-33

34. Contemporary Theories Of Motivation (cont.) Designing Motivating Jobs (cont.) –JCM (cont.) links between core characteristics and outcomes are moderated by the strength of the individual’s growth need –growth need - person’s desire for self- esteem and self-actualization model offers specific guidance for job design © Prentice Hall, 200216-34

35. Guidelines For Job Redesign Core Job Dimensions Suggested Actions Opening Feedback Channels Combining Tasks Task Identity Skill Variety Forming Natural Work Units Task Significance Load Vertically Autonomy Forming Natural Work Units Feedback © Prentice Hall, 200216-35

36. Contemporary Theories Of Motivation (cont.) Equity Theory –proposes that employees perceive what they get from a job (outcomes) in relation to what they put into it (inputs) –input/outcome ratio compared with the ratios of relevant others equity - ratio is equal to that of relevant others inequity - ratio is unequal to that of relevant others –referent (relevant other) may be: other - individuals with similar jobs a system - includes organizational pay policies and administrative systems self - past personal experiences and contacts © Prentice Hall, 200216-36

37. Equity Theory © Prentice Hall, 200216-37

38. Equity Theory (cont.) –when inequities are perceived, employees act to correct the situation distort either their own or others’ inputs or outputs behave in a way to induce others to change their inputs or outputs behave in a way to change their own inputs or outputs choose a different comparison person quit their jobs –theory leaves some issues unclear Contemporary Theories Of Motivation (cont.) © Prentice Hall, 200216-38

39. Contemporary Theories Of Motivation (cont.) Expectancy Theory –theory states that an individual tends to act in a certain way based on the expectation that the act will be followed by a given outcome and on the attractiveness of that outcome to the individual Expectancy (effort-performance linkage) - perceived probability that exerting a given amount of effort will lead to a certain level of performance Instrumentality (performance-reward linkage) - strength of belief that performing at a particular level is instrumental in attaining an outcome Valence - attractiveness or importance of the potential outcome © Prentice Hall, 200216-39

40. Simplified Expectancy Model Individual Effort Individual Performance A Organizational Rewards B Individual Goals C A = Effort-performance linkage B = Performance-reward linkage C = Attractiveness © Prentice Hall, 200216-40

41. Contemporary Theories of Motivation (cont.) Expectancy Theory (cont.) –theory emphasizes rewards organizational rewards must align with the individual’s wants –no universal principle for explaining what motivates individuals managers must understand why employees view certain outcomes as attractive or unattractive –most comprehensive and widely accepted explanation of employee motivation © Prentice Hall, 200216-41

42. Integrating Contemporary Theories of Motivation © Prentice Hall, 200216-42

43. Current Issues In Motivation Motivating a Diverse Workforce –flexibility is the key to motivating a diverse workforce diverse array of rewards necessary to satisfy diverse personal needs and goals –Flexible Working Schedule compressed workweek - employees work longer hours per day but fewer days per week © Prentice Hall, 200216-43

44. Motivating a Diverse Workforce (cont.) –Flexible Working Schedule (cont.) flexible work hours (flextime) - employees required to work a specific number of hours a week but are free to vary those hours within certain limits –system entails common core hours when all employees are required to be on the job –starting, ending, and lunch-hour times are flexible job sharing - two or more people split a full-time job telecommuting - employees work at home and are linked to the workplace by computer and modem Current Issues In Motivation (cont.) © Prentice Hall, 200216-44

45. Current Issues In Motivation (cont.) Motivating a Diverse Workforce (cont.) –Cultural Differences in Motivation motivation theories developed in the U.S. and validated with American workers may be some cross-cultural consistencies Pay-for-Performance –instead of paying for time on the job, pay is adjusted to reflect some performance measure –compatible with expectancy theory imparts strong performance-reward linkage –programs are gaining in popularity research suggests that programs affect performance © Prentice Hall, 200216-45

46. Current Issues In Motivation (cont.) Open-Book Management –involve employees in workplace decisions by opening up the financial statements –workers treated as business partners –get workers to think like an owner –may also provide bonuses based on profit improvements Motivating the “New Workforce” –Motivating Professionals - professionals tend to derive intrinsic satisfaction from their work and receive high pay more loyal to their profession than their employer value challenging jobs and support for their work © Prentice Hall, 200216-46

47. Current Issues In Motivation (cont.) Motivating the “New Workforce” (cont.) –Motivating Contingent Workers - part-time, contract, or temporary workers less security and stability than permanent employees –receive fewer benefits display little identification or commitment to their employers hard to motivate contingent workers –opportunity to become a permanent employee –opportunity for training repercussions of mixing permanent and contingent workers when pay differentials are significant © Prentice Hall, 200216-47

48. Current Issues In Motivation (cont.) Motivating the “New Workforce” (cont.) –Motivating Low-Skilled, Minimum-Wage Employees difficult challenge to keep performance levels high employee recognition programs –highlight employees whose work performance has been good –encourage others to perform better –power of praise in service industries, empower front-line employees to address customers’ problems –tie compensation to customer satisfaction © Prentice Hall, 200216-48

49. From Theory To Practice Recognize individual differences Ensure that goals are perceived as attainable Check the system for equity Individualize rewards Link rewards to performance Suggestions for Motivating Employees Use goals Don’t ignore money Match people to jobs © Prentice Hall, 200216-49