Lecture 3:

Motivation Concepts
(Chapter 5)
Maryam Niazi
OB / HRM (MGT 302)

Individual in the
Organization
Chp

2: Personality & Values

Chp 3: Perception & Individual
Decision Making
Chp 4: Job Attitudes
Chp 5: Motivation Concepts
Chp 6: Motivation (From
Concepts to Applications)
Chp 7: Emotions and Moods
OB/HRM - Maryam Niazi

OBJECTIVES
LEARNING

After studying this chapter, you should

be able to:
1. What is Motivation?
2. Early Theories of Motivation:
-

Hierarchy of Needs Theory

Theory X and Y

Two Factor Theory

McClellands Theory of Needs

OB/HRM - Maryam Niazi

What
What Is
Is Motivation?
Motivation?

Direction

Intensity

Persistence

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

Key
KeyElements
Elements
1.
1. Intensity:
Intensity:How
Howhard
hardaaperson
persontries
tries
2.
2. Direction:
Direction:Toward
Towardbeneficial
beneficialgoal
goal
3.
3. Persistence:
Persistence:How
Howlong
longaaperson
persontries
tries

OB/HRM - Maryam Niazi

Hierarchy of Needs Theory

(Maslow)
Hierarchy of Needs Theory
There is a hierarchy of five
needs: physiological, safety,
social, esteem, and selfactualization; as each need is
substantially satisfied, the next
need becomes dominant.

Self-Actualization
Self-Actualization
The
The drive
drive to
to become
become what
what one
one is
is capable
capable
of
of becoming
becoming
OB/HRM - Maryam Niazi

Maslows Hierarchy of
Needs
Lower-Order
Needs
Higher-Order Needs
Needs that are satisfied
externally; physiological
and safety needs

Needs that are satisfied

internally; social,
Self
esteem,
and self-actualization
needs
Esteem

Social
Safety
Physiological
OB/HRM - Maryam Niazi

EEXXHHI IBBI I
TT 61
61
7

Assumptions of Maslows
Movement Up the Pyramid
Hierarchy
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
MaslowApplication
Application
AAhomeless
homelessperson
person
will
willnot
notbe
bemotivated
motivatedto
to
meditate!
meditate!

OB/HRM - Maryam Niazi

Maslows Hierarchy of Needs

Theory

Mc Gregors Theory X and Y

Having
Having Little
Little Ambition
Ambition

Theory
Theory X
X

Managers
ManagersSee
SeeWorkers
Workersas
as

Disliking
Disliking Work
Work
Avoiding
Avoiding Responsibility
Responsibility
Self-Directed
Self-Directed

Theory
Theory YY

Enjoying
Enjoying Work
Work

Managers
Managers See
SeeWorkers
Workersas
as

Accepting
Accepting Responsibility
Responsibility
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McGregors Theory X and

Y

Herzbergs Two-Factor Theory

Bottom Line: Satisfaction and
dissatisfaction are not opposites of the
same thing!
Hygiene
Hygiene
Factors
Factors

Salary
Salary
Work
Work
Condition
Condition
ss
Compan
Compan
yy Policies
Policies

Separate Constructs

Hygiene FactorsExtrinsic
and Related to Dissatisfaction

Motivation FactorsIntrinsic
and Related to Satisfaction

Motivators
Motivators
Achievemen
Achievemen
tt
Responsibilit
Responsibilit
yy
Growth
Growth

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Comparison of
Satisfiers and
Dissatisfiers
Factors characterizing
events on the job that led
to extreme job
dissatisfaction

Source: Reprinted by permission of Harvard Business Review. An exhibit from One

More Time: How Do You Motivate Employees? by Frederick Herzberg, September
October 1987. Copyright 1987 by the President and Fellows of Harvard College: All
rights reserved.

Factors characterizing
events on the job that
led to extreme job
satisfaction

EEXXHHI IBBI I
TT 62
62

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Contrasting Views of Satisfaction and

Dissatisfaction

EEXXHHI IBBI I
TT 63
63

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Herzbergs Two Factor

Theory

David McClellands Theory of

Needs

Need for
Achievement

Need for
Affiliation

The drive to excel, to

achieve in relation to a
set of standards, to
strive to succeed

The desire for

friendly and close
personal
relationships

Need for Power

The need to make
others behave in a
way that they would
not have behaved
otherwise

Bottom
Bottom Line
Line

Individuals
Individuals have
have
different
different levels
levels of
of
needs
needs in
in each
each of
of
these
these areas,
areas, and
and
those
those levels
levels will
will drive
drive
their
their behavior.
behavior.
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Matching High Achievers and

Jobs

EEXXHHI IBBI I
TT 64
64

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McClellands Theory of
Needs

ConcepTest: Motivation
Michael is in the midst of a
divorce and has no place to
live---hes been sleeping on
a friends couch. Hes very
unmotivated at work. Which
theory helps us understand
Michaels low motivation?

1. McClellands needs
theory
2. Equity theory
3. Expectancy theory
4. Two factor theory
5. Maslows hierarchy of
needs

Maslows theory would suggest that Michael is motivated only to

satisfy his physiological need for shelter, not to work!

ConcepTest: Motivation
In Maries office, there
are four chairs arranged
in a circle in case of
visitors. There are also
two different candy jars,
which Marie always
keeps filled. Marie likely
has a:

1. High need for power

2. High need for achievement
3. High security needs
4. High need for affiliation
5. High need for control

People with high needs for affiliation are motivated to fulfill that
needMarie is motivated to have people come by and visit her
during the day!

ConcepTest: Motivation
Leon has a high need for
achievement, which is
why he pursued an
advanced degree. He
loves to learn and
achieve success. When
given a choice between
an easy, moderate, or
difficult task, Leon
chooses:

1. the easy one

2. the moderate one
3. the difficult one
4. all of them
5. none of them

Leon will choose the moderately difficult one, because he wants to be

sure to achieve---to complete the task with success. If the difficult
one is too hard, Leon wont be able to complete it successfully and
then his need for achievement will not be met!

ConcepTest: Motivation
When you arrive for your
1. affiliation
interview at the Jones
Corporation, you see that
2. achievement
the company President, Ben
3. power
Jones has a reserved
4. recognition
parking spot with his name
and title on it, a sign on his
5. rewards
office door with his title on
it, a nameplate one his desk
with his title on it, and an
office that is higher than
anyone elses. You suspect
Ben Jones has a high need
for:
When individuals are driven by power, they tend to amass signs
of power such as titles that indicate they have many
subordinates and they tend to make those titles as visible as

ConcepTest: Motivation
Maria cant figure out why,
even though shes been
getting lots of raises, shes
still not motivated to go to
work. The theory that
immediately helps us
understand why her raises
arent motivating her is:

1.

Equity theory

2.

Two factor theory

3.

Theory of Needs

4.

ERG theory

5.

Goal setting theory

Two factor theory considers money as an extrinsic, or hygiene

factor, which will only make a worker dissatisfied and
unmotivated if its not enough. Once it is enough, no amount
more will make that worker motivated.

ConcepTest: Motivation
Ritas boss just gave her
5 new responsibilities on
the job. According to
Herzbergs two-factor
theory, this should:

1. Freak Rita out

2. Make Rita dissatisfied
3. Satisfy and motivate Rita
4. Create stress for Rita
5. Cause Rita to ask for a
raise

Since responsibility is a motivator, according to two-factor theory

Rita should be more satisfied and therefore motivated at work.

Key Takeaways

Motivation accounts for an individuals

intensity, direction and persistence towards
achieving a goal.

There are four Early Theories of Motivation:

Hierarchy of Needs Theory (Maslow)

Theory X and Y (Mc Gregor)

Two Factor Theory (Herzberg)

McClellands Theory of Needs

OB/HRM - Maryam Niazi

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Quiz Reminder!
Quiz

2 & Quiz 3 will be taken in

the next class
Syllabus: Lecture 2A & 2B ( For
Quiz 2)
Syllabus: Lecture 3 ( For Quiz 3)

OB/HRM - Maryam Niazi

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Next Topic & Readings

Next Topic: Motivation Concepts

Book:
Robbins, Stephen P., Judge, Timothy, and
Seema Sanghi. 2010. Essentials of
Organizational Behavior. 11th Edition. New
Delhi: Pearson Education Essentials of
Organizational Behaviour

OB/HRM - Maryam Niazi

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Assignment: A_03

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Case Presentation
Presentations

of CS_03

Glossary

Motivation
Hierarchy of Needs Theory
Physiological Needs
Safety Needs
Social Needs
Esteem Needs
Self-actualization Need
Two-Factor Theory
Theory X
Theory Y
Hygiene Factors
Motivators
McClellands Theory of Needs
Need For Achievement
Need For Power
Need For Motivation