1. Sometimes Theories Work

2. Things to know when using theories to diagnose motivation problems Different theories focus on different aspects of the situation or motivation problem Examine the problem and decide, given its parameters, which theory may be most useful Different theories will suggest different courses of action for fixing the motivation problem

3. Getting started…. 1)Identify the specific problem to be targeted 2)Identify as many parameters or conditions under which the problem occurs (e.g, when, where, in the presence of whom??) as possible – these are clues 3)Identify as many specifics about the demotivated individual as possible – these are also clues

4. Need Theory Key Motivational Issue: Which needs are not currently satisfied?

5. Physiological Security Esteem Social Self Actualization Basic Needs Elevated Needs

6. ~ Employees will be motivated to fill unmet needs Where is the need?

7. Physiological Security Esteem Social Self Actualization unmet driver NeedBehavior

8. How do you identify the driving need?  observe  get to know your employees well  ask

9. To motivate, managers need to offer inducements that will satisfy the unmet need If managers offer inducements that target the wrong need level, the employee will not be motivated by the inducement

10. Physiological Security Esteem Social Self Actualization unmet reward NeedInducement

11. Physiological Security Esteem Social Self Actualization unmet reward NeedInducement

12. The usual type of inducements companies provide to employees tend to target which levels of needs?

13. Physiological Security Esteem Social Self Actualization NeedInducement