Motivation

Dr. Shraddha Purandare

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What Is Motivation?

Direction

Intensity Persistence

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 What Is Motivation?
Motivation
The processes that account for an individual’s intensity,
direction, and persistence of effort toward attaining a
goal

Key Elements
1. Intensity: How hard a person tries
2. Direction: Toward beneficial goal
3. Persistence: How long a person tries

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 Hierarchy of Needs Theory (Maslow)
Hierarchy of Needs Theory
Physiological,
Safety,
Social,
Esteem, and
Self-actualization

As each need is substantially satisfied, the next need

becomes dominant

Self-Actualization
The drive to become what one is capable of becoming

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 Maslow’s Hierarchy of Needs
Lower-Order Needs Higher-Order Needs
Needs that are satisfied Needs that are satisfied
externally; physiological internally; social, esteem,
and safety needs Self and self-actualization
Esteem needs

Social

Safety

Physiological

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 Assumptions of Maslow’s Hierarchy
Movement Up the Pyramid
Individuals cannot move to the next higher level until all
needs at the current (lower) level are satisfied.

Individuals therefore
must move up the
hierarchy in order.
Maslow Application
A homeless person
will not be motivated to
meditate!

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 Having Little Ambition

Theory X Disliking Work

Managers See Workers as…

Avoiding Responsibility

Self-Directed

Theory Y Enjoying Work

Managers See Workers as…

Accepting Responsibility
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By Douglas Mc-Gregor
 Frederick Herzberg’s Two-Factor Theory
Bottom Line: Satisfaction and dissatisfaction are
not opposites of the same thing!
Hygiene
Factors Separate Constructs Motivators
– Hygiene Factors—Extrinsic and
•Salary Related to Dissatisfaction •Achievement

•Work – Motivation Factors—Intrinsic •Responsibility

and Related to Satisfaction
Conditions •Growth
•Company
Policies

Attitude towards work determines success or failure*

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 Comparison of Satisfiers and Dis-satisfiers
Factors characterizing
events on the job that
led to extreme job
dissatisfaction Factors
characterizing
events on the job
that led to extreme
job satisfaction

Source: Reprinted from Harvard Business Review. An exhibit from One More Time: How Do You
Motivate Employees? by Frederick Herzberg, September–October 1987.

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 Contrasting Views of Satisfaction and Dissatisfaction

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 Criticisms
1. Procedure used by Herzber is limited by its
methodology
2. Subjective as one has to interpret things
3. No measure of satisfaction was utilized
4. Satisfaction and productivity. Later part was
neglected

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 What Would Herzberg Say? What Would
Maslow Say?

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 Goal-Setting Theory (Edwin Locke)
Basic Premise: That specific and difficult goals, with
self-generated feedback, lead to higher performance.

But, the relationship between goals and performance

will depend on:
•Goal commitment
–“I want to do it & I can do it”
•Task characteristics (simple, well-learned)
•National culture

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 Goal Setting in Action: MBO
Programs

Management By Objectives Programs

• Company wide goals and objectives
• Goals aligned at all levels
• Based on Goal Setting Theory

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 What Is MBO?
Management by Objectives (MBO)
A program that encompasses specific goals,
participatively set, for an explicit time period, with
feedback on goal progress

Key Elements
1. Goal specificity
2. Participative decision making
3. An explicit time period
4. Performance feedback

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 Cascading of Objectives

E X H I B I T 6–1

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 Linking MBO and Goal-Setting Theory
MBO Goal-Setting Theory
Goal Specificity Yes Yes
Goal Difficulty Yes Yes
Feedback Yes Yes
Participation Yes No
(qualified)

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 Why MBOs Fail
• Unrealistic expectations about MBO results
• Lack of commitment by top management
• Failure to allocate reward properly
• Cultural incompatibilities

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Theories of Goal Setting for mapping
performance
• Expectancy theory- Porter- Lawer model of
Goal setting

* Dr. Shraddha Purandare 18

Chapter Check-up: Motivation

Elizabeth’s boss starts out the day each morning

saying, “Bet you wish you didn’t have to be here,
huh?” Knowing this, which theory gives us insight as
to motivation?

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Chapter Check-up: Motivation

Elizabeth’s boss my well be a Theory X

manager, as she/he assumes employees
don’t like work and/or want to be there.

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 Chapter Check-up: Motivation

If you study really hard and

only get a B grade in an exam,
but your classmate barely
studies at all and gets an A,
what theory will help explain
why you feel less motivated to
go to class?

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 Chapter Check-up: Motivation
What theory would say that this man, who knows he
works hard and is performing well, will be motivated by
a gym membership for being a high performer?

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 Chapter Check-up: Motivation

Expectancy Theory
Would a gym membership be considered a
motivator or hygiene factor, according to
Herzberg? Discuss with a classmate.

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 Putting It All Together

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