1. Motivation at Work Chapter 8

2. Definition of Motivation Motivation – the process of arousing and sustaining goal-directed behavior

3. 3 Groups of Motivational Theories v Internal v Suggest that variables within the individual give rise to motivation and behavior v Example: Maslow’s hierarchy of needs theory v Process v Emphasize the nature of the interaction between the individual and the environment v Example: Expectancy theory v External v Focus on environmental elements to explain behavior v Example: Two-factor theory

4. Early Philosophers of Motivational Theories Max Weber work contributes to salvation Protestant work ethic Sigmund Freud delve into the unconscious mind to better understand a person’s motives and needs

5. Early Philosophers of Motivational Theories Adam Smith “enlightened” self-interest; that which is in the best interest and benefit to the individual and to other people Frederick Taylor founder of scientific management; emphasized cooperation between management and labor to enlarge company profits

6. Maslow’s Hierarchy of Needs Physiological Safety and Security Love (Social) Esteem SA Lowest to highest order

7. Motivational Theories X and Y Theory X A set of assumptions of how to manage individuals who are motivated by lower order needs Theory Y A set of assumptions of how to manage individuals who are motivated by higher order needs

8. Theories Applied to Needs Hierarchy Physiological Safety and Security Love (Social) Esteem SA Theory Y – a set of assumptions of how to manage individuals motivated by higher order needs Theory X – a set of assumptions of how to manage individuals motivated by lower order needs

9. McGregor’s Assumptions About People Based on Theory X v Naturally indolent v Lack ambition, dislike responsibility, and prefer to be led v Inherently self-centered and indifferent to organizational needs v Naturally resistant to change v Gullible, not bright, ready dupes Adapted from Table 5.1 which is from “The Human Side of Enterprise” by Douglas M. McGregor, reprinted from Management Review, November 1957. Copyright 1957 American Management Association International. Reprinted by permission of American Management Association International, New York, NY. All rights reserved. http://www.amanet.org.

10. McGregor’s Assumptions About People Based on Theory Y v Passive and resistant behaviors not inherent; result of organizational experience v People possess v Motivation v Development potential v Capacity for assuming responsibility v Readiness to direct behavior toward organizational goals Adapted from Table 5.1 which is from “The Human Side of Enterprise” by Douglas M. McGregor, reprinted from Management Review, November 1957. Copyright 1957 American Management Association International. Reprinted by permission of American Management Association International, New York, NY. All rights reserved. http://www.amanet.org.

11. McGregor’s Assumptions About People Based on Theory Y Management’s task— arrange conditions and operational methods so people can achieve their own goals by directing efforts to organizational goals Adapted from Table 5.1 which is from “The Human Side of Enterprise” by Douglas M. McGregor, reprinted from Management Review, November 1957. Copyright 1957 American Management Association International. Reprinted by permission of American Management Association International, New York, NY. All rights reserved. http://www.amanet.org. Organization Goals Individual Goals

12. Alderfer’s ERG Theory Existence Relatedness Growt h Physiological Safety and Security Love (Social) Esteem SA

13. McClelland’s Need Theory: Need for Achievement Need for Achievement – a manifest (easily perceived) need that concerns individuals’ issues of excellence, competition, challenging goals, persistence, and overcoming difficulties

14. McClelland’s Need Theory: Need for Power Need for Power – a manifest (easily perceived) need that concerns an individual’s need to make an impact on others, influence others, change people or events, and make a difference in life

15. McClelland’s Need Theory: Need for Affiliation Need for Affiliation – a manifest (easily perceived) need that concerns an individual’s need to establish and maintain warm, close, intimate relationships with other people

16. Self-actualization 3 Motivational Need Theories MaslowAlderferMcClelland Higher Order Needs Lower Order Needs Esteem self interpersonal Safety and Security interpersonal physical Need for Achievement Need for Power Relatedness Need for Affiliation Existence Growth Belongingness (social and love) Physiological McGregor Theory Y Theory X

17. Herzberg’s Two-Factor Theory Hygiene Factor – work condition related to dissatisfaction caused by discomfort or pain v maintenance factor v contributes to employee’s feeling not dissatisfied v contributes to absence of complaints

18. Herzberg’s Two-Factor Theory Motivation Factor – work condition related to the satisfaction of the need for psychological growth v job enrichment v leads to superior performance & effort

19. Motivation–Hygiene Theory of Motivation Hygiene factors avoid job dissatisfaction Company policy and administration Supervision Interpersonal relations Working conditions Salary Status Security SOURCE: Adapted from Frederick Herzberg, The Managerial Choice: To be Efficient or to Be Human. (Salt Lake City: Olympus, 1982). Reprinted by permission. Achievement Achievement recognition Work itself Responsibility Advancement Growth Salary? Motivation factors increase job satisfaction

20. Motivation–Hygiene Combinations (Motivation = M, Hygiene = H)

21. Questions on Herzberg’s Theory v Is salary a hygiene or a motivational factor? v What role do individual differences (age, sex, social status, education) play? v What role do intrinsic job factors (work flow process) play?

22. New Ideas in Human Motivation: Eustress, Strength, Hope v Eustress – healthy, normal stress Opportunities Challenges Energy Obstacles Barriers Frustration

23. New Ideas in Human Motivation: Positive Energy and Full Engagement Management of Energy Expend Energy Renewal and Recovery Build Positive Energy

24. Social Exchange & Equity Theory v Equity theory focuses on individual–environment interaction v Concerned with social processes v Etzioni—calculated working relationships v Both parties have demands v Both parties make contributions v Expect fair, equitable, ethical treatment

25. Individual–Organizational Exchange Relationship v Organizational goals v Departmental objectives v Job tasks v Physiological needs v Security needs v Physical needs v Company status v Benefits v Income v Developmental potential v Employee knowledge v Employee skills and abilities IndividualOrganization Demands Contributions SOURCE: J. P. Campbell, M. D. Dunnette, E. E. Lawler, III. And K. E. Weick, Jr. Managerial Behavior. Performance and Effectiveness (New York: McGraw-Hill, Inc., 1970. Reproduced with permission from McGraw-Hill, Inc.

26. Adam’s Theory of Inequity Inequity – the situation in which a person perceives he or she is receiving less than he or she is giving, or is giving less than he or she is receiving

27. PositiveOutcomes>Outcomes Equity Inputs Inputs EquityOutcomes=Outcomes Inputs Inputs NegativeOutcomes<Outcomes Equity Inputs Inputs Person Comparison other Equity and Inequity at Work

28. Strategies for Resolution of Inequity v Alter the person’s outcomes v Alter the person’s inputs v Alter the comparison other’s outputs v Alter the comparison other’s inputs v Change who is used as a comparison other v Rationalize the inequity v Leave the organizational situation

29. New Perspectives on Equity Theory Equity Sensitive I prefer an equity ratio equal to that of my comparison other

30. New Perspectives on Equity Theory Benevolent I am comfortable with an equity ratio less than that of my comparison other

31. New Perspectives on Equity Theory Entitled I am comfortable with an equity ratio greater than that of my comparison other

32. Expectancy Theory of Motivation: Key Constructs Valence – value or importance placed on a particular reward Expectancy – belief that effort leads to performance Instrumentality – belief that performance is related to rewards

33. Expectancy Model of Motivation PerformanceReward Effort Perceived effort – performance probability Perceived value of reward Perceived performance – reward probability “What are my chances of getting the job done if I put forth the necessary effort?” “What are my chances of getting the rewards I value if I satisfactorily complete the job?” “What rewards do I value?”

34. 3 Causes of Motivational Problems v Belief that effort will not result in performance v Belief that performance will not result in rewards v The value a person places on, or the preference a person has for, certain rewards

35. Moral Maturity Moral Maturity – the measure of a person’s cognitive moral development Morally mature people behave and act based on universal ethical principles. Morally immature people behave and act based on egocentric motivations.

36. Cultural Differences v Motivational theories are culturally bound v Research results differ among cultures U.S. Results Other Cultural Results =

37. Ways to Motivate People v Training v Coaching v Task assignments v Rewards contingent on good performance v Valued rewards available