13/04/2017

Learning Objectives
Module 6
Motivation
Assoc Prof. Dr. Lê Thái Phong
Dean, Faculty of Business Administration
Foreign Trade University
E: lethaiphong@ftu.edu.vn
T: 0975.055.299
• Define and explain motivation
• Compare and contrast early theories of
motivation
• Compare and contrast contemporary theories
of motivation
• Discuss current issues in motivating
employees
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What is Motivation? Three Elements of Motivation

• Motivation
– The process by which a person’s efforts are
energized, directed, and sustained toward
attaining a goal
– Individuals differ in motivational drive
– Overall motivation varies from situation to
situation
This definition has three key elements:
1. Energy - a measure of intensity or drive.
2. Direction - effort channeled in a direction
that benefits the organization.
3. Persistence - when employees persist in
putting forth effort to achieve those goals.

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What Is Maslow’s Hierarchy of Needs

Theory?
• Maslow was a psychologist who proposed that
within every person is a hierarchy of five
needs:
1. Physiological needs
2. Safety needs
3. Social needs
4. Esteem needs
5. Self-actualization needs

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What Are McGregor’s Theory X and What Is Herzberg’s Two-Factor

Theory Y? Theory?
Douglas McGregor is best known for proposing • Herzberg’s two-factor theory proposes that:
two assumptions about human nature: – Intrinsic factors are related to job satisfaction
• Theory X – Extrinsic factors are associated with job dissatisfaction
– The assumption that employees dislike work, are • Hygiene Factors
lazy, avoid responsibility, and must be coerced to – Factors that eliminate job dissatisfaction but don’t
work motivate.
• Theory Y • Motivators
– The assumption that employees are creative, – Factors that increase job satisfaction and motivation
enjoy work, seek responsibility, and can exercise
self-direction
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What Is McClelland’s Three-Needs

Theory? What Is Goal-Setting Theory?
Three acquired needs are major motives at work
• Goal-Setting Theory
• Need for Achievement (nAch)
– Specific goals
– The drive to succeed and excel in relation to a set of increase performance
standards
– Difficult goals, when
• Need for Power (nPow) accepted, result in
– The need to make others behave in a way that they would higher performance
not have behaved otherwise • Self-Efficacy
• Need for Affiliation (nAff) – An individual’s belief
– The desire for friendly and close interpersonal that he or she is
relationships capable of
performing a task
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How Does Job Design Influence

Motivation?
• Job Design
– The way tasks are combined to form complete jobs
• Job Characteristics Model (JCM)
– A framework for analyzing and designing jobs that
identifies five primary core job dimensions, their
interrelationships, and their impact on outcomes
• Job Enrichment
– The vertical expansion of a job by adding planning and
evaluation responsibilities

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Education, Inc. publishing as Education, Inc. publishing as
Prentice Hall Prentice Hall

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What Is Equity Theory? Equity Theory (cont.)

• Equity Theory • Distributive Justice
– The theory that an employee compares his or her – Perceived fairness of the
job’s input-outcomes ratio with that of relevant amount and allocation of
others and then corrects any inequity rewards among
individuals
• Referent
• Procedural Justice
– The persons, systems, or selves against which
– Perceived fairness of the
individuals compare themselves to assess equity process used to
determine the
distribution of rewards

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How Does Expectancy Theory Explain

Motivation?
• Expectancy Theory
An individual tends to act in a certain way, based on:
– the expectation that the act will be followed by a
given outcome
– the attractiveness of that outcome to the
individual

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Motivating a Diverse Workforce Motivating a Diverse Workforce (cont.)

• Compressed Workweek • Job Sharing
– A workweek in which employees work longer – When two or more
hours per day but fewer days per week people split (share) a
fulltime job
• Flexible Work Hours (flextime)
• Telecommuting
– A scheduling system in which employees are
– A job approach in which
required to work a certain number of hours per
employees work at
week but are free, within limits, to vary the hours home but are linked by
of work technology to the
workplace

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Designing Appropriate Rewards Programs Thank you very much!

• Open-Book Management
– An organization’s financial statements are shared
with all employees
• Employee Recognition Programs
– Programs that consist of personal attention and
expressions of interest, approval, and appreciation
for a job well done
• Pay-for-Performance Programs
– Variable compensation plans that pay employees
on the basis of some performance measurement

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Prentice Hall