02 MOTIVATION Sayed Gheyasuddin SAADAT sayedbba@gmail. com 1
Nature of Motivation is the force energising behaviour, giving direction to behaviour, and underlying the tendency to persist. 2
Nature of Motivation Ability X Motivation 4 x Environmental Conditions = Performance
Types of Motivation • Intrinsic Motivation: A person’s internal desire to do something due to interest, challenge personal satisfaction. • Extrinsic Motivation: Motivation that comes from outside the person such as pay, bonus, and other tangible awards.
Needs theories Need theories argue that we behave as we do due to the internal needs we attempt to fulfil. 1. Hierarchy of needs theory (Maslow): o Theory arguing that individual needs form a five-level hierarchy. 6
Maslow’s Hierarchy of Needs 1. 2. 3. 4. Physiological Needs: Hunger, thirst and bodily needs. Safety Needs: Security and protection. Social Needs: Affection, belongingness and friendship. Esteem Needs: Includes internal esteem factors, such as self respect, autonomy, achievement and external esteem factors such as status recognition and attention. 5. Self-actualization: The drive to become what one is capable of becoming; it includes growth and achieving one’s potential.
Need theories 2. Two-factor theory (Herzberg) • Herzberg’s theory that hygiene factors are necessary to keep workers from feeling dissatisfied but, only motivators can lead workers to feel satisfied and motivated. 9
Two-factor theory (Herzberg) • Motivators: factors seeming to make individuals feel satisfied with their jobs. • Hygiene Factors: factors seeming to make individuals feel dissatisfied with their job.
Need theories Pay Working Conditions Supervisors Company Policies Fringe benefits These factors help prevent dissatisfaction. 11 Neutral point at which there is no dissatisfaction & no satisfaction Hygiene factors Motivators Achievement Responsibility Work itself Recognition Growth Advancement These factors promote satisfaction.
Needs theories 3. ERG theory (Clayton Alderfer) o. Alternative to Maslow’s hierarchy of needs theory, which argues that there are three levels of individual needs. 13
Need theories ERG theory Existence needs Physiological (food, water) Pay Benefits Working conditions Relatedness needs Relationships with family, work and professional groups Growth needs Creativity Innovation Productivity Productive impact on surroundings 14
Need theories 4. Acquired needs theory (David Mc. Clelland) o Theory stating that our needs are acquired or learned on the basis of our life experiences. 15
Need theories Acquired needs theory Developed by David Mc. Clelland — cites the need for achievement, power, and affiliation as major motives in work Need for achievement —drive to excel Need for power—influence others behavior Need for affiliation—desire for friendly and close interpersonal relationships 16
Acquired need theory • Need for Achievement (n. Ach): Is the desire to accomplish challenging tasks and achieve a standard of excellence in one’s work. • Mc. Celland argues high-n. Ach individuals may not be motivated by money (as they get satisfaction mainly from achievement). Nevertheless, they may still see money as a source of feedback on their progress.
Acquired need theory • Need for Power (n. Pow): The need to make others behave in a way that they would not have behaved otherwise. o Personal Power: Need for power in which individuals want to dominate others for the sake of demonstrating their ability to wield (administer) power. o Institutional Power: Need for power in which individuals focus on working with other to solve problems and further organizational goals.
Acquired need theory • Need for Affiliation (n. Aff): Is the desire maintain warm, friendly relationships with others. • High-n. Aff individuals tend to work in professions demanding interaction with others, such as health care, teaching, sales and counseling. • Such individuals can be assessed in situations needing high-level cooperation with and support of others.
A Comparison of the Need Theories Maslow (need hierarchy) Self-actualization Higher order needs Herzberg (two-factor theory) The work itself • Responsibility • Advancement • Growth Esteem Motivators Safety and security Hygiene conditions Physiological Quality of interpersonal relations among peers, with supervisors, with subordinates Growth Need for power Relatedness Job security Working conditions Salary Mc. Clelland Need for achievement Achievement Recognition Belongingness, social, and love Basic needs Alderfer Existence Need for affiliation
5. Reinforcement theory (B. F. Skinner) Theory arguing that our behaviour can be explained by consequences in the environment. Types of reinforcement: • Positive Uses pleasant, rewarding consequences to encourage desired behaviour. Use of shaping. • Negative (unpleasant) stimuli so an individual will engage in the desired behaviour to stop the stimuli. 21
Types of reinforcement: • Extinction Stopping previously available positive outcomes from a behaviour to decrease the behaviour. • Punishment Providing negative consequences to decrease or discourage a behaviour. 22
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