Lecture Organizational behavior - Chap 5: Introducing organizational behavior

Chapter 5
Motivation Theories
Achievement requires effort


Chapter Study Questions


What is motivation?



How do human needs influence motivation?



How does perceived equity influence motivation?



How does expectancy influence motivation?



How do goals and goal setting influence
motivation?

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What is Motivation?



Motivation

• Forces within the individual forces that account for

the direction, level, and persistence of a person’s
effort expended at work.

 Direction - an individual’s choice when
presented with a number of possible
alternatives.
 Level - the amount of effort a person puts
forth.
 Persistence - the length of time a person
sticks with a given action.

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What is Motivation?


Types of motivation theories
• Content theories
 Focus on individual needs – that is, physiological or
psychological deficiencies that individuals feel a
compulsion to reduce or eliminate.

• Process theories

 Focus on how cognitive processes as thoughts
and decisions within the minds of people
influence their behavior.

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How do Human Needs
Influence Motivation?


Maslow’s Hierarchy of Needs Theory
• Identifies five levels of individual needs.
• Assumes that some needs are more important than

others and must be satisfied before the other needs can
serve as motivators.

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Figure 5.1:  Higher-order and lower-order
needs in Maslow’s hierarchy of needs.

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How do Human Needs
Influence Motivation?
Alderfer’s ERG Theory of

Motivation

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How do Human Needs
Influence Motivation?

Acquired needs theory
• Need for achievement (nAch).

 The desire to do something better or
more efficiently, to solve problems, or to
master complex tasks.

• Need for affiliation (nAff).
 The desire to establish and maintain
friendly and warm relations with others.

• Need for power (nPower).
 The desire to control others, to influence
their behavior, or to be responsible for
others.

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How do Human Needs
Influence Motivation?


Two­Factor Theory 
• Identifies two different factors as primary

causes of job satisfaction and job
dissatisfaction.
• Also known as the motivator­hygiene theory.

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How do Human Needs
Influence Motivation?


Hygiene factors
• Sources of job dissatisfaction found in the job context or

work setting.
• Job dissatisfaction occurs when hygiene factors are poor.
• Improving the hygiene factors only decreases job

dissatisfaction.

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How do Human Needs
Influence Motivation?


Motivator factors
• Sources of job satisfaction related to job content.
• Presence or absence of satisfiers or motivators in

people’s jobs is the key to satisfaction, motivation, and
performance.
 Job enrichment is a way of building more motivator
factors into job content.

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Figure 5.2: Sources of dissatisfaction
and satisfaction in Herzberg’s twofactor theory

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5-13


How does Perceived Equity
Influence Motivation?
Equity Theory


Any perceived inequity becomes a motivating state
of mind.
• People are motivated to behave in ways that
restore or maintain equity in situations.
• Foundation of equity is social comparison.

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How does Perceived Equity
Influence Motivation?
Individual Outcomes
Individual Efforts

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=

Others’ Outcomes
Others’ Efforts

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How does Perceived Equity
Influence Motivation?


Equity theory prediction:

• Felt Negative inequity.
 Individual feels he/she has received relatively less than
others in proportion to work inputs.

• Felt Positive inequity.
 Individual feels he/she has received relatively more than
others have.

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How does Perceived Equity
Influence Motivation?
Equity restoration behaviors.
• Reduce work inputs.
• Change the outcomes received.
• Leave the situation.
• Change the comparison points.
• Psychologically distort things.
• Try to change the efforts of the comparison person.

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How does Perceived Equity
Influence Motivation?
Organizational Justice

 How fair and equitable people view the practices of
their workplace.

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How does Perceived Equity
Influence Motivation?


Procedural justice - degree to which the rules and
procedures specified by policies are properly followed.



Distributive justice - degree to which all people are
treated the same under a policy, regardless of race,
ethnicity, gender, age or any other demographic
characteristic.



Interactional justice - degree to which the people
affected by a decision are treated with dignity and
respect.



Commutative Justice – degree to which exchanges and
transactions among parties is considered free and fair.

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How does expectancy
influence motivation?


A person’s motivation is a
multiplicative function of
expectancy, instrumentality, and
valence (M = E x I x V).

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How does expectancy
influence motivation?


Expectancy 
• effort will yield acceptable performance



Instrumentality 
• performance will be rewarded



Valence 
• value of the rewards is highly positive

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Figure 5.3 Key terms and
managerial expectations of
Vroom’s expectancy theory

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5-


How does expectancy
influence motivation?
Motivational implications of expectancy theory.
• Motivation is sharply reduced when, expectancy,

instrumentality, or valence approach zero or are
negative.
• Motivation is high when expectancy and instrumentality
are high and valence is strongly positive.

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How do Goals and Goal Setting
Influence Motivation?
Goal setting 
• The process of developing, negotiating, and

formalizing the targets or objectives that a person
is responsible for accomplishing.

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How do Goals and Goal
Setting Influence Motivation?


Difficult goals are more likely to lead to higher
performance than are less difficult ones.



Specific goals are more likely to lead to higher

performance than vague or very general ones.

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