MOTIVATION Prof. Dr. Rana ZEN KUTANS What is motivation? processes that account for an individuals intensity, direction and persistance of effort toward attaining a goal. Intensity: describes how hard a person tries Direction: efforts must be channeled in a direction. Persistance: how long a person can maintain effort. Model of Motivation Rewards are two types; Intrinsic Rewards: are the satisfactions a person receives in the process of performing a particular action. Extrinsic rewards: are given by another person, such as a manager and include pay increases, promotions and praise. Types of Motives Primary Motives: Which is necessary for the organism to survive, eating, drinking, breathing and so on. events depends on the primary motives.Individuals take action to re-balance towards physiological imbalance. They are innate and unlearnt. General Motives: Those are motives which are unlearnt but not physiologically based.(Curiosity, competence, dealing with environmet, activity, affection...) Types of Motives Secondary Motives: Those are the learnt motives and unique to humanbeings.They are closely related to learning concepts.(Power, success, fear of success, affiliation, security, status) Power Motive: Stands for the need to manipulate others or the drive for superiority over others(Adler). People apply power to suppress the feelings of inferiority. Managers should have high power motive but also sholuld work for organizational purposes. Informal politic formations in organizations can be explained with power motive. Types of Motives Achievement motive: A desire to perform in terms of excellence or to be successful in competitive situations. Indirect tests are used to measure.(Picture, Story testsTAT Thematic Apperception Test.) Features of people who have high achievement motive: Engage in moderate risks. Immediate feedback. (Like tasks that results easily) High sense of achievement. (can choose interesting jobs.) Concerning only with job. Lonely, quiet, rarely be proud of their abilities.) Sure of oneself, take responsibility, resistant to social pressure, energetic, nevrotik, can be neurotic. Types of Motives Fear of Success- M. Horner : Satisfaction of achievement need by women with the success of their husbands and their sons. Fear of success can explain why women are of secondary importance in business life. Affiliation Motive: This motive develops early. Development of this motive starts in family. Children wants their peers when they start walking. This motive is high in individuals who are brought up dependently and have close family relations. Lindgren (1976) states that achievement motive is opposite of affiliation motive. Power, achievement and affiliation motives are allowed for personality tests. Types of Motives Security Motive: Social security, retirement benefits, personal investments This motive occurs with individual withhold the possessed. Individuals want to be sure that his/her future will be as better as his/her past. Status Motive: The individual in a group (business, community) with the ranking compared to others where it is called status.According with the status, individual chooses his/her car, home, district and garment. This motive as other learned ones starts to show itself at early ages. In which the individual evaluates the status, and then accept or reject. Features that determine status: Family, qualifications, achievements (Ms, Phd. and so on), wealth, authority and power Motivation Theories Content Theories: Emphasize the needs that motivate people. (The Hierarchy of Needs, ERG Theory, Two-Factor Approach) Process Theories: Explains how people select behavioral actions to meet their needs and determine whether their choices are succesful. (Three Needs Theory, Goal Setting Theory, Reinforcement Theory, Equity Theory, Expectancy Theory) Content Theories The Hierarchy of Needs Content Theories ERG Theory Existence Needs: The needs for physical well- being. Relatedness Needs: The needs for satisfactionary relationship with others. Growth Needs: The needs that focus on the development of human potential and the desire for personal growth and increased competence. Content Theories Herzberg- Two Factor Approach Process Theories David Mc Clelland-Three Needs Theory Need for achievement: The desire to accomplish something difficult, attain a high standart of success, master complex tasks Need for affiliation: The desire to form close personal relationships, avoid conflict and establish a warm friendship. Need for power: The desire to influence or control others, be responsible for others and have authority over others. Process Theories Goal Setting Theory Involves determination of definite performance goals for employees so that individuals know what is exactly expected of them. Q: Why does goal setting increase motivation? Process Theories Reinforcement Theory Reinforcement Theory simply looks at the relationship between behavior and its consequences. Process Theories Equity Theory Focuses on individuals perceptions of how fairly they are treated compared with others. Equity theory proposes that people are motivated to seek social equity in the rewards and they receive for performance. A state of equity exists whenever the ratio of one persons outcomes to inputs equals the ratio of anothers outcomes to inputs. Process Theories Expectancy Theory This theory suggests that motivation depends on individuals expectaions about their ability to perform tasks and receive desired rewards. THANK YOU