Motivating:
Self
&
Others
Outline:
Defining Motivation and its
characteristics.
 Theory X,Y type people
 Extrinsic vs. Intrinsic motivators
 Need theories of motivation
 Process theories of motivation
 Kohn’s motivating environment

What is Motivation?

Intensity

Direction

Persistence
Theory X
Negative attitude
 Employees dislike work ~ Avoidance
 Employees must be coerced, controlled
and threatened with punishment to
achieve goals.

Theory Y
Positive Attitude
 Employees will exercise self-direction,
self-control, creativity and responsibility if
committed to objectives.

Extrinsic Motivators

Outside the person

Pay bonuses/tangible rewards
Intrinsic Motivators

Internal desires

Interest, challenge , personal desire
Cognitive Evaluation Theory

Allocating Extrinsic rewards for behavior
previously intrinsically rewarded thus
DECREASING overall motivation.
Skill-Based Pay

Paying employees
based on the
number of skills
they posses.
Motivating Professionals
Provide them with challenging projects
 Provide autonomy to follow interests &
self-assigning procedures to work
 Reward them with educational
opportunities
 Reward them with recognition

Motivating: for Productivity
 Variable-pay
programs
 Piece-rate plans
 Bonuses
 Gain-Sharing
 Profit-Sharing
 Stock options/ESOP
Need & Process Theories
Needs Theories :
1. Maslow’s Hierarchy
of needs
2. Motivation-Hygiene
Theory
3. Alderfer’s ERG
Theory
4. McClelland’s Theory
of needs
Process Theories:
1. Expectancy
Theory
2. Goal-Setting
Theory
3. Management by
Objectives
Maslow’s Theory
Hierarchy of 5 needs :
1. Physiological
2. Safety
3. Social
4. Esteem
5. Self Actualization
Maslow’s Theory (Contd.)
Maslow’s Hierarchy of Needs
Motivation-Hygiene Theory

Developed by Frederick Herzberg who
asked the question:
“What do people want from their jobs?”
Motivation-Hygiene Theory (Contd.)
Alderfer’s E.R.G: Existence Related
Growth Theory
Existence: refers to our concern with
basic material existence requirements
 Relatedness: Refers to the desire we
have for maintaining relationships
 Growth: Refers to an intrinsic desire for
personal development

Alderfer’s E.R.G: Existence Related Growth
Theory (Contd.)
Growth
Self-Actualization
External Esteem Needs
Relatedness
Internal Esteem Needs
Social Needs
Existence
Safety Needs
Psychological Needs
McClelland’s Three Needs
Theory (APA)



Need for Achievement
Need for Power
Need for Affiliation
Summarizing Needs Theories
Maslow: Hierarchy Pyramid
 Herzberg: Hygiene – Motivation
 Alderfer: Existence Relatedness Growth
Pyramid (AlderfERG)
 McClelland: Three needs theory (APA)

Process Theories of Motivation

Are theories that
establish how to
motivate others
And include :
1. Expectancy
Theory
2. Goal-setting
Theory
3. Equity Theory
4. Fair Process
Theory
Expectancy Theory
By Victor Viroom
 Is the most widely accepted explanation
of Motivation

Expectancy
Instrumentality
Valence
Goal-Setting Theory

States that specific and difficult goals
lead to higher performance
Management by Objectives
Is setting goals within a fixed time period
& with feedback on progress
 Is a way to implement the Goal-Setting
Theory

Management by Objectives
(Contd.) MUSTS:
Specific Goals
 Participative Decision Making
 Specific time period
 Performance Feedback

Equity Theory

Individuals compare their job input and
output with others and attempt to
eliminate inequities.
Equity Theory (Contd.)
Equity Theory
Equity
Views
Viewing
Self
Self-Inside
Self-Outside
Viewing
Others
Others-Inside
Others-Outside
The 4 factors affecting the outcome
of the Equity Theory (Contd.)
1.
2.
3.
Gender
Tenure
Level in Organization & Education
The Effect of feeling inequitable using the
Equity Theory (Contd.)
Change in inputs
 Change in outcomes
 Adjusting self-perception
 Adjusting Perception of others
 Choosing a different referent
 Leaving the field (Quit)

Research Findings on the Equity Theory
70
Time Rate: Overrewarded people
produce more
 Piece Rate: Overrewarded people
produce less but
with higher-quality

60
50
40
Quality
Quantity
30
20
10
Piece
Rate
Time Rate
0
Research Findings on the Equity
Theory (Contd.)
35
Time Rate: Underrewarded people
produce less or
lower quality
 Piece-Rate: Underrewarded people
produce more
lower quality
products

30
25
20
Quality
Quantity
15
10
5
Piece
Rate
Time
Rate
0
Fair-Process Theory
Focuses on 3 Justices:Distributive
Justice
Procedural
Justice
Interactional
Justice
Perceived fairness Perceived fairness
Quality of
of allocated
of process used to interpersonal of
rewards
distribute rewards treatment received
from others
Kohn’s Motivating Environment
•
•
•
•
•
•
Abolish Incentives
Re-Evaluate evaluations
Create authentic motivation
Collaboration
Content
Choice
Related Internet Sources
Alderfer:
<www.envisionsoftware.com/Articles/ER
G_Theory.html>
 McClelland:
<www.netmba.com/mgmt/ob/motivatio
n/mcclelland>
 Motivation test:
<www.testcafe.com/mot/mot.html>
