Lecture # 15 & 16
Chapter 12 - Motivation
Motivation Process
Motivation is force energizing behavior or giving
direction to your behavior.
Need Theories:
 Hierarchy of needs theory
 ERG theory
 Two-factor theory
 Acquired-needs theory
Cognitive theories:
 Expectancy theory
 Equity theory
 Goal setting theory
Rewards/reinforcement:
 Reinforcement theory
 Social learning theory
Need Theories
Hierarchy of needs theory: theory developed by
Maslow arguing that every individual needs
form a five level hierarchy.
Hierarchy-of-needs theory
Need Theories
Two factor theory: Herzberg’s theory stating that
hygiene factors are necessary to keep workers
from feeling dissatisfied, but only motivators
can lead workers to feel satisfied and
motivated.
Two-factor theory
Need Theories
ERG theory: alternative proposed by Alderfer to
Maslow’s needs of hierarchy theory arguing
there are three levels of individual needs
instead of five.
ERG Theory
 Existence needs: needs including various
forms of material and physiological desires,
such as food and water, also including work
related forms such as pay, fringe benefits and
physical working conditions.
 Relatedness needs: needs addressing our
relationships with significant others, such as
families, friends, work groups and professional
groups.
 Growth needs: needs impelling creativity and
innovation, along with the desire to have a
productive impact on our surroundings.
 Satisfaction-progression principle: principle
stating that satisfaction of one level of need
encourages concern with the next level.
 Frustration-regression principle: principle
stating that if we are continually frustrated in
our attempts to satisfy a higher-level need, we
may cease to be concerned about that need.
Need Theories
Acquired-needs theory: theory developed by
McClelland stating that our needs are acquired
or learned on the basis of our life experiences.
Acquired-needs theory
 Need for achievement: desire to accomplish
challenging tasks and achieve a standard of
excellence in one’s work.
 Need for affiliation: desire to maintain warm,
friendly relationships with others.
 Need for power: desire to influence others and
control one’s environment.
 Personal power: power in which individuals
want to dominate others for the sake of
demonstrating their ability to wield power.
 Institutional power: power in which
individuals focus on working with others to
solve problems.
Cognitive Theories
Cognitive theories: theories attempting to isolate
thinking patterns we use in deciding whether
or not to behave in a certain way.
Expectancy theory: theory proposed by Vroom
arguing that we consider three main issues
before we expend effort necessary to perform
at a given level.
Expectancy theory
Cognitive Theories
Equity theory: theory arguing that we prefer
situations of balance or equity, which exists
when we perceive the ratio of our inputs and
outcomes to be equal to the ratio of inputs and
outcomes for a comparison other.
Cognitive Theories
Goal setting theory: it works by focusing
attention and action, mobilizing effort,
increasing persistence and encouraging the
development of strategy to achieve goals.
Reinforcement Theory
Reinforcement theory: theory arguing that our
behavior can be explained by consequences in
the environment.
Types of Reinforcement
 Positive reinforcement: aims at increasing a
desired behavior, which involves providing a
pleasant, rewarding consequence to encourage
that behavior.
 Negative reinforcement: It is the removal of an
aversive stimulus to strengthen behavior.
 Extinction: technique involving withholding
previously available positive consequences
associated with a behavior to decrease that
behavior.
 Punishment: technique involving providing
negative consequences to discourage a
behavior.
Examples
1. If you clean your room, you will no longer
have to stay inside. (neg. reinforcement)
2. Because you did not clean your room, you
will have to stay inside today. (punishment)
Social Learning Theory
Social learning theory: theory arguing learning
occurs
through
continuous
reciprocal
interaction of our behaviors.
1. Symbolic processes: various ways we use
verbal and imagined symbols to process and
store experiences in representational forms to
serve as guide to future behavior.
2. Vicarious learning: ability to learn new
behaviors
or
assess
their
probable
consequences by observing others.
3. Self-control: ability to exercise control over
our own behavior by setting standards and
providing consequences for our own actions.