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Lecture Organizational behavior - Chap 5: Introducing organizational behavior

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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?

Copyright © 2014 John Wiley &


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-


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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

5-15


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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