MOTIVATION

The Issues

The direction and intensity of peoples’ motivation

Theories of motivation

Need theory

Reinforcement (Learning) theory

Goal-Setting theory

Equity theory

Integration: Expectancy theory

EVERYONE IS MOTIVATED

Motivation is an issue of

Intensity

Direction

SOME THEORIES THAT CAN HELP

Need theory

Reinforcement (Learning) theory

Goal-Setting theory

Equity theory

Integration: Expectancy theory

NEED THEORY

All people have needs!

Basic Concepts

People have a complex set of needs

People are motivated to meet their needs

When needs are met, satisfaction is experienced

When needs are not met, dissatisfaction is experienced

Maslow’s Hierarchy of Needs

Example A

Example B

There is a hierarchy of five needs

As each need is substantially satisfied, the next need becomes dominant.

A CONTEMPORARY PERSPECTIVE

Alderfer’s ERG Theory

Relatedness

Existence

Growth

Need Theory

Reinforcement Theory

People learn from the consequences of their behavior

Stimulus - Behavior (response) - Consequence

LEARNING MECHANISMSPositive reinforcement

following a response with something pleasant

Negative reinforcement

following a response by termination or withdrawal of something unpleasant

Punishment

causing an unpleasant condition

Nonreinforcement (extinction)

eliminating any reinforcement that is maintaining a behavior

SHAPING

Reinforcing close and closer approximations to a target behavior

a complex application of these other learning mechanisms

Reinforcement Theory

SCHEDULES OF REINFORCEMENT

Continuous

Intermittent

Fixed interval

Fixed ratio

Variable interval

Variable ratio

Reinforcement Theory

GOAL-SETTING THEORY

Goals define a target for people

Goals help identify the needed amount of intensity

A MODEL

Goal-Directed Effort

(Motivation)

Goal Difficulty

Goal Specificity

Goal Acceptance

Goal Commitment

Goal-Setting Theory

OutcomesInputs

People compare their outcomes to their inputs

EQUITY THEORY

People compare their own situation to that of others

CONSEQUENCES OF EQUITY

Satisfaction

Motivation to Maintain Outcome-to-Input

Ratio

Perceived Equity

Equity Theory

CONSEQUENCES OF INEQUITY

Under-reward

Over-reward

Equity Theory

Motivation to Change

TensionAnger

Motivation to Change

TensionGuilt

PerceivedInequity Dissatisfaction

EXPECTANCY THEORY: AN INTEGRATING THEORY

Intensity is developed logically

People choose their direction rationally

ProPro

ConCon

COMPONENTS

If I try, will I succeed?

If I succeed, what are the consequences?

How do I feel about the consequences?

Expectancy

Instrumentality

Valence

Expectancy Theory

A MODEL

Expectancy

Instrumentality

Valence

Force(Effort or

Motivation Level)

Expectancy Theory

AN EXPANDED MODEL

E

I

V

Effort(Force)

Org Factors

Personal Factors

Performance

Expectancy Theory

Satisfaction

ExtrinsicOutcomes

IntrinsicOutcomes

Social Equity

DistributiveJustice

Feedback

The Issues

The direction and intensity of peoples’ motivation

Theories of motivation

Need theory

Reinforcement (Learning) theory

Goal-Setting theory

Equity theory

Integration: Expectancy theory