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OB12 06in
OB12 06in
Motivation
Concepts
Direction
Intensity Persistence
Key Elements
1. Intensity: How hard a person tries
2. Direction: Toward beneficial goal
3. Persistence: How long a person tries
Self-Actualization
The drive to become what one is capable of
becoming
© 2007 Prentice Hall Inc. All rights reserved.
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
needs
Esteem
Social
Safety
Physiological
E X H I B I T 6–1
Individuals therefore
must move up the Maslow Application
hierarchy in order.
A homeless person
will not be motivated to
meditate!
Avoiding Responsibility
Self-Directed
Theory Y
Enjoying Work
Managers See Workers as…
Accepting Responsibility
© 2007 Prentice Hall Inc. All rights reserved.
Herzberg’s Two-Factor Theory
Bottom Line: Satisfaction and dissatisfaction are
not opposites of the same thing!
Hygiene
Factors Separate Constructs Motivators
– Hygiene Factors— •Achievement
•Salary Extrinsic and Related to
Dissatisfaction •Responsibility
•Work
Conditions – Motivation Factors— •Growth
•Company Intrinsic and Related to
Satisfaction
Policies
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 E X H I B I T 6–2
© 1987 by the President and Fellows of Harvard College: All rights reserved.
© 2007 Prentice Hall Inc. All rights reserved.
Contrasting Views of Satisfaction and
Dissatisfaction
E X H I B I T 6–3
E X H I B I T 6–4
E X H I B I T 6–5
Key Elements
1. Goal specificity
2. Participative decision making
3. An explicit time period
4. Performance feedback
E X H I B I T 6–1
1. Enactive Mastery
2. Vicarious Modeling
3. Verbal Persuasion
4. Arousal
Assumptions:
• Behavior is environmentally caused.
• Behavior can be modified (reinforced) by providing
(controlling) consequences.
• Reinforced behavior tends to be repeated.
Equity Theory
Individuals compare their job inputs and outcomes with
those of others and then respond to eliminate any
inequities
Referent
Comparisons:
Self-inside
Self-outside
Other-inside
Other-outside
E X H I B I T 6–8
Bottom Line
All three links between the boxes must be intact or motivation
will not occur. Thus,
• Individuals must feel that if they try, they can perform and
• If they perform, they will be rewarded and
• When they are rewarded, the reward will be something they
care about.
Expectancy Theory
Would a gym membership be considered a
motivator or hygiene factor, according to
Herzberg? Discuss with a classmate.