Motivation

Everyone Is Motivated

Motivation is an issue of

Objectives
• Improve understanding of direction &
intensity of peoples' motivation

• Examine perspectives on how people

choose direction & intensity

• Explore ideas to redirect and/or energize

people

• Master and utilize theories of motivation

• Apply our expertise using The Manager's

Workshop
Desired Direction but
Inadequate Intensity

Desired Direction and

Appropriate Intensity

Abundant Intensity but

Undesired Direction

Reality

?
?
?
 Why Might People Choose
The Wrong Direction?
• They don't know why they should choose the
"right" target

• They don't know what the "right" target is

• They don't think the "right" target will work

• They find another target more attractive

• Other

√ Anticipated consequences

√ Capability

√ Support

Why Might Intensity Be

Too Low?
• The target is not attractive enough

• Trying to reach the target is too costly

• Reaching the target would cause

negative consequences

• The attractiveness of another target is

interfering

• The amount of intensity needed is

underestimated

• Other?

How Can We Influence

The target selected?

The intensity of pursuit?

Some Theories That Can Help

• Need theory

• Learning theory

• Goal theory

• Equity theory

• Integration: Expectancy theory

 Need Theory
All people have needs

Need Theory
Basic Concepts
• People have a complex set of needs

• People are motivated to meet their

needs

• When needs are met, satisfaction is

experienced

• When needs are not met,

dissatisfaction is experienced

Need Theory
A Contemporary Perspective
Alderfer's ERG Theory

• Existence

• Relatedness

• Growth

Need Theory
Existence Opportunities

• Heat • Light
• Insurance • Cafeteria
• Job security • Restrooms
• Clean air • Safe conditions
• Retirement • Drinking water
 Need Theory
Relatedness Opportunities
• Friendship

• Interpersonal security

• Social events

• Athletic teams

• Social recognition

• Quality supervision

• Work teams

Need Theory
Growth Opportunities
• Challenging job

• Creativity

• Responsibility

• Autonomy

• Achievement

• Participation

Learning Theory
People learn from the consequences
of their behavior

Learning Theory

Learning Mechanisms
• Positive reinforcement

• Negative reinforcement

• Avoidance learning

• Punishment

• Nonreinforcement

• Shaping
 Learning Theory

Schedules of Reinforcement

• Continuous

• Fixed Interval

• Fixed Ratio

• Variable Interval

• Variable Ratio

Learning Theory Continuous

Reinforcement Schedules Fixed Ratio
Response Variable Ratio
Rate Fixed Interval
Variable Interval

VI
VR
FI
FR
C

Learning Period Extinction Period

Time

Goal Theory
Goals define a
target for people

Goals help
identify the
needed amount
of intensity

Goal Theory
A Model

Goal Acceptance
Goal
Difficulty Goal-Directed
Effort
(Motivation)
Goal
Specificity
Goal Commitment
 Equity Theory
People People
compare their compare their
outcomes to own situation
their inputs to that of
others

Equity Theory
Consequences Of Equity

Motivation to
Perceived
Satisfaction Maintain Outcome to
Equity
Input Ratio

Equity Theory
Consequences Of Inequity
Under-reward
Motivation
Anger Tension to Change

Perceived
Dissatisfaction
Inequity
Motivation
Guilt Tension to Change
Over-reward

Expectancy Theory: An
Integrating Theory
People choose
their direction
rationally

Intensity is developed
logically
Expectancy Theory
The Components
Expectancy If I try, will I
succeed?

If I succeed, what
Instrumentality are the
consequences?

How do I feel
Valence about the
consequences?

Expectancy Theory
A Model
Expectancies

Force (Effort or
Instrumentalities
Motivation Level)

Valences

Expectancy Theory
An Expanded Model
Org Factors
Distributive
Justice
Extrinsic
Outcomes
E

Effort
I Performance Satisfaction
(Force)

V
Intrinsic
Outcomes
Personal Equity
Factors
Feedback

Reminders
Everyone is motivated

Motivation is an issue of
 Objectives
• Improve understanding of direction &
intensity of peoples' motivation

• Examine perspectives on how people choose

direction & intensity

• Explore ideas to redirect and/or energize

people

• Master and utilize theories of motivation

• Apply our expertise using The Manager's

Workshop