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Motivation
Concepts
Chapter 16
Management by Robbins &
Coulter (11th Edition)
NAFI AHMED
Lecturer, IPE
What is Motivation?
Motivation
The processes that account for an individual’s
intensity, direction, and persistence of effort toward
attaining a goal.
Key Elements
1. Intensity: how hard a person tries
2. Direction: toward beneficial goal
3. Persistence: how long a person tries
Direction
Intensity Persistence
Hierarchy of Needs Theory (Maslow)
Self-Actualization
Realizing one’s full potential.
Maslow’s Hierarchy of Needs
Lower-Order Needs Higher-Order Needs
Needs that are satisfied Needs that are satisfied
externally; physiological internally; social, esteem,
and safety needs. and self-actualization
Self needs.
Esteem
Social
Safety
Physiological
Assumptions of Maslow’s Hierarchy
Avoiding Responsibility
Self-Directed
Theory Y
Enjoying Work
Managers See Workers As…
Accepting Responsibility
MCGREGOR’S XY THEORY
Herzberg’s Two-Factor Theory
Bottom Line: Satisfaction and
Dissatisfaction are not Opposite Ends of the
Same Thing!
Hygiene Separate constructs
Factors: Motivators:
– Hygiene Factors---
•Salary Extrinsic & Related to •Achievement
•Work
Dissatisfaction •Responsibility
Conditions •Growth
– Motivation Factors---
•Company
Intrinsic and Related to
Policies
Satisfaction
Contrasting Views of Satisfaction and Dissatisfaction
David McClelland’s Theory of Needs
1. Lawful Mastery
2. Satisfactory Modeling
3. Verbal Persuasion
4. Arousal
Goal Setting in Action: MBO Programs
Key Elements
1. Goal specificity
2. Participative decision making
3. An explicit time period
4. Performance feedback
Cascading of Objectives
Linking MBO and Goal-Setting Theory
Assumptions:
• Behavior is environmentally caused.
• Behavior can be modified (reinforced) by
providing (controlling) consequences.
• Reinforced behavior tends to be repeated.
Reinforcement Theory
• Positive reinforcement
• Negative reinforcement
• Punishment reinforcement
• Extinction reinforcement
Equity Theory
Equity Theory
Individuals compare their job inputs and outcomes
with those of others and then respond to eliminate
any inequities.
Referent Comparisons:
• Self-input
• Self-output
• Other-input
• Other-output
Equity Theory (cont’d)
Equity Theory (cont’d)
Interactional Justice
The degree to which one
is treated with dignity
and respect.
“Was I treated well?”
Justice and Equity Theory
Expectancy Theory
Bottom line
All three links between the boxes must be intact; otherwise
motivation will not occur. Thus,
• Individuals must feel that if they try, they can perform
And
• If they perform, they will be rewarded
And
• When they are rewarded, the reward will be something
they care about
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