1. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 8-1 Chapter Eight Motivational Needs and Processes

2. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 8-2 Learning Objectives Define motivation Identify the primary, general, and secondary needs Discuss the major content theories of work motivation Explain the major process theories of work motivation Present the contemporary equity and procedural justice theories Analyze work motivation across cultures

3. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 8-3 The Basic Motivation Process NEEDSDRIVESINCENTIVES

4. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 8-4 Learned (Secondary) Motives Secondary Needs Need for Status Need for Security Need for Achievement Need for Power Need for Affiliation

5. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 8-5 The Theoretical Development Of Work Motivation 1900 Present Scientific Management wage incentives CONTENT THEORIES Human Relations economic security working conditions Maslow hierarchy of needs Herzberg motivators and hygienes Alderfer ERG needs PROCESS THEORIES WORK MOTIVATION Lewin and Tolman expectancy concerns Vroom valence/expectancy Porter and Lawler performance-satisfaction E P, P O expectancies Lawler CONTEMPORARY THEORIES Festinger and Homans cognitive dissonnance Adams equity

6. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 8-6 SELF- ACTUALIZATION ESTEEM NEEDS LOVE NEEDS SAFETY NEEDS Maslow’s Hierarchy Of Needs PHYSIOLOGICAL NEEDS

7. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 8-7 SELF- ACTUALIZATION Personal growth, realization of potential ESTEEM NEEDS Titles, status symbols, promotions, banquests SOCIAL NEEDS Formal and informal work groups or teams SECURITY NEEDS Seniority plans, union, health insurance, employee assistance plans, severance pay, pension A Hierarchy Of Work Motivation BASIC NEEDS Pay

8. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 8-8 Comparisons Among Alderfer’s, Maslow’s And Herzberg’s Theories SELF-ACTUALIZATION ESTEEM Self Others LOVE SAFETY PHYSIOLOGICAL Maslow’s Hierarchy of Needs Alderfer’s ERG Needs GROWTH RELATEDNESS EXISTENCE Herzberg’s Two Factors MOTIVATORS HYGIENE FACTORS

9. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 8-9 The Vroom VIE Theory Of Work Motivation Outcome 1 Outcome 2 First-level Outcomes EXPECTANCY MOTIVATIONAL FORCE Outcome 1a Outcome 1b Second-level Outcomes Outcome 2c Outcome 2a Outcome 2b INSTRUMENTALITIES

10. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 8-10 The Porter-Lawler Motivation Model Intrinsic rewards Extrinsic rewards Effort Value of reward Perceived effort reward probability Performance (accomplishments) Abilities and traits Role perceptions Satisfaction Perceived equitable rewards