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• To gain the support of subordinates and peers, a
manager must understand them and know how to
motivate them.

• People are motivated by unsatisfied needs.

• Certain lower order needs must be satisfied

before higher needs are satisfied.

• To understand and motivate people, a manager

must know human nature. People behave
according to certain principles of human nature
which govern our behavior.
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 • Many motivation theories propose that human
needs are the main driving force behind
behavior. Do you agree with this statement?
• What are some of those human
needs?

What happens when those needs go unsatisfied?

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 Abraham Maslow’s Hierarchy of Need

• Theory proposed by Abraham Maslow in his 1943 paper

"A Theory of Human Motivation" in Psychological
Review.

• It is popular because it presents an optimistic

picture of human nature.

• Maslow identified five basic categories of

needs that people seek to fulfill.
• These categories of needs range from the more
fundamental basic needs to more advanced human
needs that represent the uniqueness of mankind.
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In this hierarchy each
lower level of need
must be fulfilled to
some degree of
satisfaction before Higher
Growth
advancing to the next Order
Needs
higher level of need Needs

Basic
Deficiency
Order
Needs
Needs

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Abraham Maslow’s Hierarchy of Need
• Basic Order
Needs

• Safety Needs
• Physiological
Needs
• Include the desire
to feel safe and
• These are basic
secure and to
needs that are
ensure that the
physiologically
basic physiological
necessary for one’s
needs will remain
survival
met
• Oxygen, Food,
• Shelter, Housing,
Sleep, Water etc
Safety • 7
Abraham Maslow’s Hierarchy of Need
• Higher Order
Needs
• Esteem Needs
• Self
• An individual
Actualization
needs to fulfill
that he needs a
• ‘What a man
social status.
can be, he must
This also
be”. This level of
include
need refers to
recognition of
what a person’s
achievement
full potential is
from others
• Badges, and the
realization of
Awards, Self
that potential.• 8
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Includes the need to help
others become self-actualized

The appreciation of beauty,

form, and balance while
also activity seeking it
include the need for
knowledge and meaning

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Abraham Maslow’s Hierarchy of Need

Management in Action
If a manager or organization understands that
lower-level needs must be met before a person can
satisfy higher-level needs, the manager or
organization is better positioned to meet those
needs, and in the order they must be met.

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 v

• QUESTIONS

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