After reading this chapter, you should be able to answer the following questions: Describe how human needs influence motivation to work, identify how thoughts and decisions affect motivation to work, understand how reinforcement influences motivation to work.
Exploring Management Chapter 13 Motivation Chapter 13 • • • How human needs influence motivation to work? How thought processes and decisions affect motivation to work? How does reinforcement influence motivation to work? 13.1 Human Needs and Job Design • • • • • Maslow described a hierarchy of needs topped by self-actualization Alderfer’s ERG theory deals with existence, relatedness and growth needs McClelland identified acquired needs for achievement, power and affiliation Herzberg’s two-factor theory focuses on higher-order need satisfaction The core characteristics model integrates motivation and job design HUMAN NEEDS Maslow’s Hierarchy • • Motivation – level, direction and persistence of effort expended at work Maslow’s hierarchy – Needs • – Lower order needs • – Unfulfilled desires that stimulate people to act Physiological, safety and social needs Higher order needs • Esteem and self-actualization HUMAN NEEDS Maslow’s Hierarchy HUMAN NEEDS Alderfer’s ERG Theory • Alderfer’s ERG Theory HUMAN NEEDS McClelland’s Acquired Needs • Three acquired needs that vary in strength among people HUMAN NEEDS McClelland’s Acquired Needs • Two forms of need for power – Need for personal power – Need for social power HUMAN NEEDS Herzberg Two-Factor Theory JOB DESIGN Core Characteristics Model • Job design – • Allocation of specific tasks to individuals and groups Job enrichment – Adds opportunities for satisfying higher-order needs to a job by adding opportunities for planning and controlling work JOB DESIGN Core Characteristics Model 13.2 Thought Processes and Decisions • • Equity theory explains how social comparisons motivate individual behavior Expectancy theory considers motivation = expectancy x instrumentality x valence • Goal-setting theory shows that wellchosen and well-set goals can be motivating THOUGHT PROCESSES Equity Theory • Equity theory explains how social comparisons can motivate individual behavior – Perceived negative inequity • – Attempt to restore equity by working less or quitting Perceived positive inequity • Attempt to restore equity by extra effort THOUGHT PROCESSES Expectancy Theory • Expectancy theory considers motivation = expectancy x instrumentality x valence THOUGHT PROCESSES Expectancy Theory THOUGHT PROCESSES Goal Setting Theory • Goal-setting theory shows that wellchosen and well-set goals can be motivating 13.3 Reinforcement • • • Operant conditioning influences behavior by controlling its consequences Positive reinforcement connects desirable behavior with pleasant consequences Punishment connects undesirable behavior with unpleasant consequences REINFORCEMENT Law of Effect • The law of effect states that behavior followed by a pleasant consequence is likely to be repeated; behavior followed by an unpleasant consequence is unlikely to be repeated REINFORCEMENT Operant Conditioning • Operant Conditioning – B F Skinner Influences behavior by controlling its consequences – Behavior that is rewarded is likely to be repeated – Behavior that receives an unpleasant consequence probably won’t be repeated – REINFORCEMENT Positive Reinforcement • Positive reinforcement – Strengthens positive behavior • Approval • Recognition • Rewards REINFORCEMENT Negative Reinforcement • Negative reinforcement – • Extinction – • Unpleasant consequence is avoided if desirable behavior is exhibited Desired consequence is removed if undesirable behavior is exhibited Punishment – Discourages a behavior by making an unpleasant consequence contingent on its REINFORCEMENT Operant Conditioning REINFORCEMENT Positive Reinforcement • Positive reinforcement connects desirable behavior with pleasant consequences – Law of contingent reinforcement • – Reward only when desirable behavior is demonstrated Law of immediate reinforcement • Reward immediately after the desirable behavior is demonstrated REINFORCEMENT Positive Reinforcement • Shaping – • Continuous reinforcement – • Creating a new behavior by positive reinforcement of similar behaviors Reward every time behavior is exhibited Intermittent reinforcement – Reward behavior periodically REINFORCEMENT Punishment • Punishment – Connects undesirable behavior with unpleasant consequences • Deny a reward • No raise/pay reduction • Reprimand ...Chapter 13 • • • How human needs influence motivation to work? How thought processes and decisions affect motivation to work? How does reinforcement influence motivation to work?... two-factor theory focuses on higher-order need satisfaction The core characteristics model integrates motivation and job design HUMAN NEEDS Maslow’s Hierarchy • • Motivation – level, direction and... individual behavior Expectancy theory considers motivation = expectancy x instrumentality x valence • Goal-setting theory shows that wellchosen and well-set goals can be motivating THOUGHT PROCESSES