Management FundamentalsManagement FundamentalsConcepts, Applications, Skills Development Concepts, Applications, Skills Development

MotivatingMotivating

12 A

Self-Fulfilling Self-Fulfilling ProphecyProphecy

–Employees will live up to or down to their own expectations.

12-1

Performance Performance FormulaFormula

Ability x motivation x resources= PerformancePerformance

12-2

Major Motivation TheoriesMajor Motivation Theories

Classification of Motivation

Theories

1.Content of motivation theories

2.Process motivation theories

3.Reinforcement theory

Specific Motivation Theory

a. Hierarchy of needs theory

b. ERG theoryc. Two-factor theoryd. Acquired needs

theory

a. Equity theory b. Goal-setting

theoryc. Expectancy theory

Type of Reinforcement a. Positiveb. Avoidancec. Extinctiond. Punishment

12-3

Self-Actualization

Esteem

Social

Safety

Physiological

Hierarchy of Needs TheoryHierarchy of Needs Theory

12-4

Acquired Needs Acquired Needs TheoryTheory

AffiliationAffiliation

PowerPower

AchievementAchievement

12-5

A Comparison of A Comparison of Four Content Motivation Four Content Motivation

TheoriesTheoriesHierarchy of

Needs(Maslow)

ERG Theory(Alderfer)

Two-Factor Theory

(Herzberg)

Acquired Needs Theory

(McClelland)Achievement and    PowerAchievement and    PowerAffiliationNot classifiedNot classified

Motivating needs are developed through experience.

MotivatorsMotivatorsMaintenanceMaintenanceMaintenance

Maintenance factors will not motivate employees.

GrowthGrowthRelatednessExistenceExistence

Unmet needs can be at any level simultaneously.

Self-ActualizationEsteemSocialSafetyPhysiological

Needs must be met in a hierarchy order.

12-6

Equity Equity TheoryTheory

= Others’ input (contributions)

Others’ outcomes (rewards)

12-7

Our inputs (contributions)

=Our outcomes (rewards)

Expectancy Expectancy TheoryTheory

•Proposes that employees are motivated when they believe they can accomplish the task and the rewards for doing so are worth the effort.

12-8

Expectancy Expectancy TheoryTheoryExpectancy XX

Valence =

MotivationMotivation

12-9

Clearobjectives

Clearobjectives

Performancetied to rewards

Performancetied to rewards

44Conditions Conditions

forforExpectancy TheoryExpectancy Theory

44Conditions Conditions

forforExpectancy TheoryExpectancy Theory

Rewardshavevalue

Rewardshavevalue

Employeesbelieve

you

Employeesbelieve

you

12-10

Reinforcement Reinforcement TheoryTheory

•Through the consequences for behavior, employees will be motivated to behave in predetermined ways.

12-11

Avoidance Extinction

Positive Punishment

44

Types ofTypes of

ReinforcementReinforcement

44

Types ofTypes of

ReinforcementReinforcement

12-12

Giving PraiseGiving Praise

1. Tell the employee exactly what was done correctly.

Planning

Leading

Organizing

Controlling

2. Tell the employee why the behavior  is important.

3. Stop for a moment of silence.

4. Encourage repeat performance

12-13

1. Need1. Need(Unmet need or want to be satisfied

at work)

Content Motivation TheoriesHierarchy of Needs Theory

ERG Theory

Two-Factor Theory

Acquired Needs Theory

2. Motive2. Motive(Selecting behavior to satisfy need)

Process Motivation TheoriesEquity Theory

Goal-Setting Theory

Expectancy Theory

The Motivation Process The Motivation Process with the Motivation with the Motivation

TheoriesTheories

12-14

(continued)

3. Behavior(Employee action to satisfy need)

4. Consequence(Manager behavior and/or natural

outcome of employee action)

Reinforcement Theory

5. Satisfaction or Dissatisfaction

(The degree to which the need is met and for how long before

dissatisfaction reoccurs, creating an unmet need) 12-15