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Describe the different sources of
motivation
Describe self-enhancement and the
techniques used to self-enhance
Describe face and the techniques used to
create and maintain face
Understand the behavioral consequences
of an emphasis on self-enhancement or an
emphasis on saving face
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Internal drive to do, feel, or accomplish
something
Theories of Motivation
Instinct Theories – hunger, thirst, sex
 Drive-Reduction Theories – lack of something creates drive
 Arousal Theory – mind activation
 Incentive Theory – external rewards
 Maslow’s Hierarchy of Needs – physiological, safety,
belonging/love, esteem, self-actualization
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Motivation to view oneself positively
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Self-serving bias – I am better than average
Downward social comparison – I am better than
someone else
Compensatory self-enhancement – It doesn’t matter if
I’m not good at this because I am excellent at skipping
Discounting – It doesn’t matter if I’m not good at this
because this sucks anyway
External attribution – Factors outside of my control
interfered, otherwise I would be good
Basking in Reflected Glory (BIRGing) – My favorite
sports team won therefore I am good at stuff
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Face
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6:54-7:37
http://www.youtube.com/watch?v=GI44DUBhsPc
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Social value from others gained through
living up to the standards of your position
(similar to: prestige, honor, reputation,
dignity, respect, status, influence)
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Hard to get, easy to lose
Threatened by: Poor performance in a role (not living
up to expectations), Poor attitude (lack of
graciousness, generosity, embarassing others), Error in
ritual or social codes (e.g., Inappropriate gift-giving,
feast), Loss in battle or competition
Guides social relationships and attitudes toward others
Loss of face leads to loss of goodwill or authority
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Example from Japan
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You invite a friend over for lunch and offer them a
choice of lunch meat in their sandwich
 Ignored social code of being a good host by anticipating
what your guest will want, lost face
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Examples from China
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http://www.youtube.com/watch?v=y49bQGDM99s
U.S. company sent a young, low-level businessman to
a meeting with a high-level Chinese businessman
 Ignored connection rules, lost face
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In 1971 the U.S. was trying to persuade a reluctant Japan to revalue its
currency in order to redress a significant balance-of-payments problem. U.S.
negotiators demanded a 17-percent upward revaluation of the yen. The
Japanese Finance Minister feigned illness and canceled his meeting with the
American Secretary of the Treasury in order to avoid being forced into
making concessions.
Treasury Secretary Connally met instead with Deputy Minister Kashiwagi.
Kashiwagi stated that seventeen percent was an unacceptable figure. He
explained that in 1932 a Finance Minister had been forced to commit
suicide (actually, he had been assassinated) after agreeing to a seventeen
percent revaluation. Connally promptly proposed a 16.9-percent
revaluation, which Kashiwagi accepted. "By proposing a substantially
insignificant but symbolically crucial concession, the U.S. Treasury secretary
had saved the honor of his counterpart," and made it possible for the
Japanese to agree.
 Illusion of choice saves face
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You must allow others to save face
Allow other party to make concessions without
admitting guilt
 Avoid public statements of winning
 “Fact” statements about behavior or situation
rather than “emotion” or “interpretation”
statements
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Examples from the Middle East
(Kuwait) As a taxi driver turns a corner, a
government official drives into his taxi, causing
lots of damage. The taxi driver waits for the
police to arrive and cite the official.
 At a business meeting, a high level executive
takes out pictures of his family and shows them
to you – you make a nice comment and then
move on to talking about business.
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Examples from the United States
A young woman is carrying a purchased TV set
out of a store without a problem. A very frail
elderly gentleman insists on helping her take it
to her car.
 As they are cleaning your teeth, your dental
hygienist continues to make jokes that you
don’t find funny.
 Your grandparents, who are on a very tight
budget, give you a large sum of cash as a
birthday present.
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Self-Enhancement
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Promotion orientation – focus on advancing / gaining,
looking for ways to capitalize on what you do well
 Limit chances of failure by avoiding those situations
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Saving Face
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Prevention orientation – cautious approach / focus on
not losing what you have
Self-improvement motivation
 Seek out and correct shortcomings
 Limit situations where you might make a mistake & lose
face by improving faults
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Describe the motivation to conform
Describe the motivation to be unique
Describe the different tactics of primary
vs. secondary control
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Conformity – everybody does it
Discussion: why do we conform to a group?
What are the benefits or influences?
Motivation to feel unique vs. to fit in
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Agency – do you shape the world or does
the world shape you?
Primary control – increase rewards /
reduce punishment by changing condition
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Based on personal desires / goals
Secondary control – adjusting one's beliefs
or interpretations in response to
objective, non-modifiable conditions
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Modifying thoughts, expectations, silver lining,
relaxation
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Children 6-14 years old, Thailand & U.S.
went to a doctor's office to get a shot
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had an accident and was physically hurt
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ran away, screamed vs. thought it was good for me
Clean the wound vs. try to relax
a peer said unkind things
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Corrected them vs. thought about favorite things
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Understand different perspectives on the
value and purpose of work
Understand different approaches to the
company/employee relationship
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Spiritual calling vs. atonement
Means of survival
Duty to country
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Example from Poland:
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(Catholicism, noble tradition, socialism):
Perception that manual work is demeaning,
work is a punishment for sins, and there is no
relationship between work performance and
reward. Ideal is working 2 hours per day.
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U.S.A.
Paternalistic / lifetime models
Western European Model
Ex: The President’s wife and daughters would
like to shop in Paris on a Sunday afternoon.
 Ex: In a German shop, there is an
announcement that the store is closing. You
take a minute to decide which of two items to
buy and walk to the register.
 Ex: Employer imposes restrictions on employee
facial hair, tattoos, jewelry
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Describe the ways that managers try to
motivate employees and the effect on
productivity
Recognize the different common
leadership styles and attitudes
Describe the different perspectives on
defining work success
Understand the variation in personal
attitude towards time and the effect on
other values
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Discussion: What kinds of workplace
incentive programs have worked or would
work in making you more productive? If
you were in charge of a department, what
kind of program would you have?
http://www.youtube.com/watch?v=u6XAP
nuFjJc&feature=related
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Money to a point
Meaning
Choice
Cultural differences?
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http://www.youtube.com/watch?v=A3oIiH7BL
mg&feature=relmfu
Discussion: What are the different time
orientations? What evidence have you seen
of differences culturally (other countries,
other generations, other ethnic groups)?
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Present
Past
Future