MODULE 19
MOTIVATION
“Treat others as you
would like to be
treated”
• How do human needs
influence motivation to work?
• How do thought processes
and decisions affect
motivation to work?
• What role does reinforcement
play in motivation?
MOTIVATION
Human Needs
MODULE GUIDE 19.1
 Maslow described a hierarchy of needs
topped by self-actualization.
 Alderfer’s ERG theory focuses on
existence, relatedness, and growth needs.
 Herzberg’s two-factor theory focuses on
higher-order need satisfaction.
 McClelland identified acquired needs for
achievement, power, and affiliation.
MOTIVATION
Human Needs
Motivation
accounts for the level, direction, and
persistence of effort expended at work.
Need
an unfulfilled physiological or psychological
desire.
MOTIVATION
Human Needs
Maslow’s Hierarchy of Needs
MOTIVATION
Human Needs
Alderfer’s ERG Theory
Existence Needs
are desires for physiological and material wellbeing. Relatedness needs are desires for satisfying interpersonal relationships.
Relatedness Needs
are desires for satisfying interpersonal
relationships.
Growth Needs
are desires for continued psychological growth
and development.
MOTIVATION
Human Needs
Herzberg’s Two-factor Theory
Hygiene Factor
is found in the job context, such as working
conditions, interpersonal relations, organizational
policies, and salary.
Motivator Factor
is found in job content, such as a sense of
achievement, recognition, responsibility,
advancement, or personal growth.
MOTIVATION
Human Needs
McClelland’s Acquired Needs
Need for Achievement
is the desire to do something better, to solve
problems, or to master complex tasks.
Need for Power
is the desire to control, influence, or be
responsible for other people.
Need for Affiliation
Is the desire to establish and maintain good
relations with other people.
MOTIVATION
Thought Processes and Decisions
MODULE GUIDE 19.2
 Equity theory explains how social
comparisons can motivate individual
behavior.
 Expectancy theory considers motivation =
expectancy x instrumentality x valence
 Goal-setting theory says that well chosen
and well set goals can be motivating.
MOTIVATION
Thought Processes and Decisions
Adams’ Equity Theory
Explains how social comparisons can
motivate individual behavior
Any perceived inequities will motivate us to
behave in a manner that will change them
MOTIVATION
Thought Processes and Decisions
 Vroom’s Expectancy Theory
motivation = expectancy x instrumentality x valence
 Expectancy
 a person’s belief that working hard will result in achieving a desired
level of task performance
 Instrumentality
 a person’s belief that successful performance will lead to rewards and
other potential outcomes
 Valence
 the value a person assigns to the possible rewards and other workrelated outcomes.
MOTIVATION
Thought Processes and Decisions
Vroom’s Expectancy Theory
MOTIVATION
Thought Processes and Decisions
 Locke’s Goal-setting Theory
 emphasizes the motivational power of goals that are
specific and challenging.
MANAGEMENT TIPS
• Set specific goals—avoid more generally stated ones, such as “Do
•
•
•
•
•
your best.”
Set challenging goals—when realistic and attainable, they motivate
better than easy ones.
Build commitment—people work harder for goals they accept and
believe in.
Clarify priorities—expectations should be clear on which goals to
pursue first.
Provide feedback—people need to know how well they are doing.
Reward results—don’t let accomplishments pass unnoticed.
MOTIVATION
Reinforcement
MODULE GUIDE 19.3
 Operant conditioning influences behavior by
controlling its consequences.
 Positive reinforcement connects desirable
behavior with pleasant consequences.
 Punishment connects undesirable behavior
with unpleasant consequences.
MOTIVATION
Reinforcement
The law of effect states that behavior
followed by a pleasant consequence
is likely to be repeated; behavior
followed by an unpleasant
consequence is unlikely to be
repeated.
MOTIVATION
Reinforcement
 Operant Conditioning – B. F. Skinner
 Influences behavior by controlling its consequences
 Positive reinforcement strengthens a behavior by
making a desirable consequence contingent on its
occurrence.
 Negative reinforcement strengthens a behavior by
making the avoidance of an undesirable consequence
contingent on its occurrence.
 Punishment discourages by making an unpleasant
consequence contingent on its occurrence.
 Extinction discourages a behavior by making the
removal of a desirable consequence contingent on its
occurrence.
MOTIVATION
Reinforcement
Operant Conditioning – B. F. Skinner