1. Motivation and emotion Dr Joan Harvey

2. Motivation ZComplex area- many theories ZTheories from work and consumer bases ZConsumer example: Statt [1997]- buying behaviour as product of ZAbility ZOpportunity ZMotivation

3. Motivation theories ZIntrinsic theories: Maslow ZPhysiological- housing, clothing, food and drink ZSafety and security- job security, burglar alarms, safety features on products ZSocial, love and belongingness- friendships and social support at work, team sports ZSelf esteem- feeling of worth or importance- recognition, promotion, luxury goods, jewellery ZSelf actualisation- doing what you really want to do at work, education, skills development, ‘experiences’

4. Motivation theories ZMurray’s inventory of social needs ZIncluding superiority, achievement, play, succourance, nurturance etc. ZArousal theory ZFailure to arouse will have little effect ZPriming to create arousal ZTheory X and theory Y and theory Z ZRelevant insofar as makes statements which are general enough to apply at work

5. Incentive and reinforcement theories ZStudies of role of money ZInstrumentality ZIndicative of status ZProvides some independence and autonomy ZBased on principles ZPerceives reward to be worth the effort ZWants that reward ZPerceives that action will lead to that reward

6. Utility and related theories ZBased on nature of utility, usually a product of value and probability, of both success and loss; e.g. consumers perception of risk related to losses Zfunction, money, social, psychological, appearance, injury ZNeed for achievement ZnAch and fear of failure ZNeed for affiliation ZNeed for power ZEquity theory ZMotivational calculus and expectancy theory

7. Modern intrinsic theories ZCognitive evaluation theory ZCuriosity, incongruity and discrepancy ZCompetence, mastery, efficacy and challenge ZPersonal control over environment and self-determination

8. Other motivational issues ZUnconscious motivation ZWork behaviours or products as substitutes and fulfillments ZReinforcing needs that one is unaware of ZSemiotics and the meaning of NVBs, or goods, logos, symbolism and ritual gift giving

9. Motivational mix ZMultiple motives ZApproach and avoidance issues [Lewin] ZForce of inertia ZInvolvement ZAntecedents of person, product and situation ZProperties- feeling and behaviour when aroused ZOutcomes- depend on interaction of antecedents and properties

10. Emotion ZTransient, ephemeral so difficult to investigate ZStrong determinant of behaviour at work ZProbably 7 main emotions ZAnger, sadness, disgust, fear, surprise, happiness and contempt ZEasier to judge from facial expressions and NVC than from what people say ZConcept of EI ZAs an answer to problem that intelligence is only a partial predictor of success in management ZEmotionality, self awareness, empathy, motivation and drive, long/short term orientation

11. Thank you for listening ZJoan Harvey