MOTIVATION

A Talk With The Director of A

Research Institute
 What has been the hardest job for you as a
director?
 How to convince people that by cooperating and
committing to the organization, they benefit the
most.
 How did you do that?
 Many things, but here the key:
 Has clear vision and policies
 Act as a role model – following the vision and policies
 Try to be as transparent as possible
 A Talk With The Country Manager of
A Foreign Co.
 What is the hardest job in managing the
company?
 Motivating people. Nowadays, everyone
wants to start their own businesses. You
cannot expect them to commit all their
energy to the company. You have to find a
common ground and respect their wishes.
 WHEN TO MOTIVATE PEOPLE
Motivation: The combination of forces that lead
people to behave as they do

Performance = Ability * Motivation * Opportunity

- Do they have sufficient knowledge and skills to

perform the jobs?
- Do they have any opportunity?
- Are they motivated?
 EXPECTANCY THEORY

A person will be motivated to exert extra effort on the

job to the extent that the person believes:
 increases in effort will produce increases in

performance
 increases in performance will be instrumental for

obtaining certain job outcomes

 outcomes associated with high job performance are

highly valued (i.e., obtain good outcomes and avoid

bad outcomes)
EXPECTANCY THEORY
Outcome 1
Effort Performance
Outcome 2

Outcome 3

Expectancy Instrumental
Instrumental

- Identify valued outcomes

- Make outcomes contingent on high performance
- Remove obstacles to performance
INTRINSIC EXTRINSIC MOTIVATION

 Intrinsic motivation: rewards naturally follow

from doing the task, e.g., achievement,
autonomy, responsibility, feedback, challenge

 Extrinsic motivation: rewards are external to

performing the task and are administered by
someone else, e.g., wages, fringe benefits,
promotions, recognition, praise
NEED THEORY - MASLOW’S
HIERARCHY

Self-
actualization
Esteem
Belonging
Safety
Physiological
 How Would You Motivate Your Team
Members?
 Get to your project teams
 Discuss how each of you like to be motivated
 Agree on the general ways to motivate the
team
 You have 15 minutes
SUMMARY AND CONCLUSION
 An organization with a highly motivated
workforce has a competitive advantage
 How to motivate employees appears simple at
the surface, but becomes very complex as
one attempts to apply basic concepts
 Good managers understand how to design
reward systems that help the organization
achieve its strategic objectives
 Microsoft story
 Using motivation theories to explain what
happen in Microsoft story