Chapter 9

Lesson Set 9
Presented by Erika Zielonka
The Nature of Motivation
Motivation is the psychological force that determines the
direction of a persons behavior, level of effort, and persistence
when facing obstacles.
Direction of behavior refers to the many routes a person
can engage in.
Effort refers to how hard a person works.
Persistence measures a persons determination in the face
of roadblocks.
The Nature of Motivation (cont.)
Motivation is critical in explaining why people behave the
way they do in organizations
A persons motivation has a direct result in their input
and output.
Input is what a person contributes to their job or organization.
(time, effort, skills, education, experience)

Outcome is what a person gets from their job or organization.
(responsibility, accomplishment, helping others, pay, benefits)
The Nature of Motivation (cont.)
How are types of motivation categorized?
Intrinsic motivated behavior is behavior preformed for
its own sake. People who thrive on a sense of accomplishment,
or enjoy the challenge of the work they are preforming
are intrinsically motivated.

Extrinsically motivated behavior is preformed with rewards
and punishments in mind. People who are extrinsically
motivated focus on the consequences of their actions.

Prosocially motivated behavior refers to actions taken to
benefit or help others.
Need Theories
A need is a requirement or necessity for well-being or survival.

The needs theories describe theories of motivation that focus
on what needs people are trying to satisfy at work, and what
outcomes will satisfy those needs.



Herzberg suggested that needs in the workplace can be divided into
two groups:
Motivator needs relate to the nature of the job itself and
how challenging the work is.

Hygiene needs relate to the the physical and psychological
context in which the work is performed.
Need Theories (cont.)
McClelland researched the needs for achievement, affiliation, and power.
The extent of each in an individual depends on the position one occupies.
Achievement refers to the need for an individual to have a
strong desire to perform challenging tasks, and meet personal
standards of excellence.

Affiliation - refers to the need for an individual to establish and
maintain good interpersonal relations in their workplace.

Power - refers to the need for an individual to control or
influence others.




Need Theories (cont.)
Maslow believed that all people seek to satisfy five basic kinds of needs,
which are ranked in order from lowest level to highest level, as follows:

Physiological Needs basic things required for survival (food,
water, shelter).

Safety Needs needs for security, stability, and a safe
environment.

Belongingness Needs needs for social interaction, friendships,
affection, and love.

Esteem Needs needs to feel good about oneself, respected
by others, appreciated.

Self-actualization Needs needs to realize ones full potential.


Equity Theory
Equity is the justice, impartiality, and fairness to which all organizational
members are entitled.

Equity theory focuses on peoples perceptions of the fairness of their
work outcomes relative to their work inputs.

Inequity is lack of fairness caused by underpayment or overpayment.

Underpayment inequity exists when a person perceives that his or her own
outcome-input ratio is less than the ratio of a referent.

Overpayment inequity exists when a person perceives that his or her own
outcome-input ratio is greater than the ratio of a referent.

Learning Theories
Learning is a relatively permanent change in knowledge or behavior that
results from practice or experience.

Learning theories focus on increasing employee motivation by linking the
outcomes that employees receive to the performance of desired behaviors
and the attainment of goals.

B. F. Skinner developed operant conditioning theory, which suggests that
people learn to perform behaviors that lead to desired consequences, and
avoid behaviors that lead to undesired consequences. He supported his
theory with positive reinforcement, negative reinforcement, extinction,
and punishment.