Motivating Self and Others

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Chapter 4

• Motivating Self and Others

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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
• Intensity how hard a person tries
• Direction where effort is channeled
• Persistence how long effort is maintained

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Theory X and Theory Y

• Theory X
• The assumption that employees dislike work, will
  attempt to avoid it, and must be coerced,
  controlled, or threatened with punishment if they
  are to perform.
• Theory Y
• The assumption that employees like work, are
  creative, seek responsibility, and can exercise
  self-direction and self-control.

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Motivators

• Intrinsic
• A persons internal desire to do something, due
  to such things as interest, challenge, and
  personal satisfaction.
• Extrinsic
• Motivation that comes from outside
• the person, such as pay, bonuses,
• and other tangible rewards.

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Needs Theories of Motivation

• Basic idea
• Individuals have needs that, when unsatisfied,
  will result in motivation
• Maslows hierarchy of needs
• Herzbergs two factor theory (motivation-hygiene
  theory)
• Alderfers ERG theory
• McClellands theory of needs

Less Important
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Maslows Hierarchy of Needs
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Herzbergs Motivation-Hygiene Theory

• Hygiene factors - necessary, but not sufficient,
  for healthy adjustment
• Extrinsic factors context of work
• Company policy and administration
• Unhappy relationship with employee's supervisor
• Poor interpersonal relations with one's peers
• Poor working conditions

These needs must be met so employee is not
dissatisfied but they do not necessarily lead
to satisfaction
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Herzbergs Motivation-Hygiene Theory

• Motivators - the sources of satisfaction
• Intrinsic factors content of work
• Achievement
• Recognition
• Challenging, varied or interesting work
• Responsibility
• Advancement

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Contrasting Views of Satisfaction and
Dissatisfaction
Traditional view
Satisfaction
Dissatisfaction
Herzberg's view
Intrinsic
Motivators
No Satisfaction
Satisfaction
Extrinsic
Hygiene Factors
No dissatisfaction
Dissatisfaction
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Alderfers ERG Theory

• Existence
• Concerned with providing basic material existence
  requirements
• Relatedness
• Desire for maintaining important interpersonal
  relationships
• Growth
• Intrinsic desire for personal development

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McClellands Theory of Needs

• Need for Achievement
• The drive to excel, to achieve in relation to a
  set of standards, to strive to succeed
• Need for Power
• The need to make others behave in a way that they
  would not have behaved otherwise
• Need for Affiliation
• The desire for friendly and close interpersonal
  relationships

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Summarizing the Various Needs Theories
Hygiene
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Summary Hierarchy of Needs

• Maslow Argues that lower-order needs must be
  satisfied before one progresses to higher-order
  needs.
• Herzberg Hygiene factors must be met if person
  is not to be dissatisfied. They will not lead to
  satisfaction, however. Motivators lead to
  satisfaction.

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Summary Impact of Theory

• Maslow Enjoys wide recognition among practising
  managers. Most managers are familiar with it.
• Herzberg The popularity of giving workers
  greater responsibility for planning and
  controlling their work can be attributed to his
  findings. Shows that more than one need may
  operate at the same time

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Process Theories of Motivation

• Look at the actual process of motivation
• Expectancy theory
• Goal-setting theory

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Expectancy Theory

• An employee will be motivated to exert a high
  level of effort when he/she believes
• That effort will lead to good performance
• That performance will lead to organizational
  rewards
• The rewards will satisfy the employees personal
  goals

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Expectancy Relationships

• The theory focuses on three relationships
• Effort-performance relationship
• The perceived probability that exerting a given
  amount of effort will lead to performance.
• Performance-reward relationship
• The degree to which the individual believes that
  performing at a particular level will lead to a
  desired outcome.
• Rewards-personal goals relationship
• The degree to which organizational rewards
  satisfy an individuals personal goals or needs
  and are attractive to the individual.

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How Does Expectancy Theory Work?
My professor offers me 1 million if I memorize
the textbook by tomorrow morning.
Expectancy
Instrumentality
Valence
Effort Performance Link
Performance Rewards Link
Rewards Personal Goals Link
No matter how much effort
My professor does not look
There are a lot of wonderful things
I put in, probably not possible
like someone who has 1 million
I could do with 1 million
to memorize the text in 24 hours
E0
I0
V1
Conclusion Though I value the reward, I will not
be motivated to do this task.
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Steps to Increasing Motivation, Using Expectancy
Theory
Improving Instrumentality
Improving Expectancy
Improving Valence
Improve the ability of the
Make sure that the reward is

Increase the individual
s belief that
meaningful to the individual
individual to perform
performance will lead to reward
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Steps to Increasing Motivation, Using Expectancy
Theory
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Goal-Setting Theory

• The theory that specific and difficult goals lead
  to higher performance.
• Goals tell an employee what needs to be done and
  how much effort will need to be expended.
• Specific goals increase performance
• Difficult goals, when accepted, result in higher
  performance than do easy goals
• Feedback leads to higher performance than does
  nonfeedback.
• Specific hard goals produce a higher level of
  output than does the generalized goal of do your
  best.
• The specificity of the goal itself acts as an
  internal stimulus.

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Management by Objectives

• A program that encompasses
• Specific goals
• Participative decision-making
• Explicit time period
• Performance feedback

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Summary so far

• What is motivation?
• Needs theory of motivation
• Maslows Hierarchy
• Motivation-Hygiene Theory
• Process Theories of Motivation
• Expectancy Theory
• Goal-setting Theory
• Management by Objectives

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For next class

• Read Stella McCarthy Case and be prepared to
  discuss in class on Wednesday