MOTIVATING AND

LEADING
TECHNICAL
PEOPLE

MOTIVATION
ACCORDING TO BERELSON AND STEINER,

AN INNER STATE THAT ENERGIZES,

ACTIVATES, OR MOVES, AND THAT
DIRECTS OR CHANNELS BEHAVIORS
TOWARD GOALS.

MOTIVATION
ACCORDING TO ROBBINS, THE

WILLINGNESS TO EXERT HIGH LEVELS

OF EFFORT TO REACH
ORGANIZATIONAL GOALS,
CONDITIONED BY THE EFFORTS ABILITY
TO SATISFY SOME INDIVIDUAL NEED.

MOTIVATION

THREE MEASURES OF THE RESULTING BEHAVIOR BY CAMPBELL

ET AL. :

1. DIRECTION OF AN INDIVIDUALS
BEHAVIOR
2. STRENGTH OF THAT BEHAVIOR ONCE
A CHOICE IS MADE
3. PERSISTENCE OF THAT BEHAVIOR

MOTIVATION
DOUGLAS
MCGREGORS
THEORY X AND
THEORY Y

THEORY X

THEORY X
1. MANAGEMENT IS RESPONSIBLE
FOR ORGANIZING THE ELEMENTS OF
PRODUCTIVE ENTERPRISE (MONEY,
MATERIALS, EQUIPMENT, PEOPLE) IN
THE INTEREST OF ECONOMIC
NEEDS.

THEORY X
2. WE HAVE TO MOTIVATE PEOPLE,
DIRECT THEIR EFFORTS, CONTROL
THEIR ACTIONS AND MODIFY THEIR
BEHAVIOR TO FIT THE NEEDS OF
ORGANIZATION.

THEORY X
3. IF WE DONT DO THIS, PEOPLE
WOULD BE PASSIVE AND EVEN
RESISTANT TO ORGANIZATION
NEEDS. THEY MUST BE PERSUADED,
REWARDED, PUNISHED, AND
CONTROLLED BY MANAGEMENT.

THEORY X
1. THE AVERAGE PERSON IS BY NATURE INDOLENT.
2. HE LACKS AMBITION, DISLIKES RESPONSIBILITY,
PREFERS TO BE LED.
3. HE IS SELF-CENTERED, INDIFFERENT TO
ORGANIZATIONAL NEEDS.
4. HE IS BY NATURE RESISTANT TO CHANGE.
5. HE IS GULLIBLE, NOT VERY BRIGHT, THE READY
DUPE OF CHARLATAN AND DEMAGOGUE.

THEORY Y

THEORY Y
1. MANAGEMENT IS RESPONSIBLE
FOR ORGANIZING THE ELEMENTS OF
PRODUCTIVE ENTERPRISE (MONEY,
MATERIALS, EQUIPMENT, PEOPLE) IN
THE INTEREST OF ECONOMIC
NEEDS.

THEORY Y
2. PEOPLE ARE NOT PASSIVE BY
NATURE. THEY HAVE BECOME SO AS
A RESULT OF EXPERIENCE IN
ORGANIZATIONS.

THEORY Y
3. THE MOTIVATION, POTENTIAL,
AND THE READINESS TO DIRECT
BEHAVIOR TOWARD ORGANIZATION
GOAL ARE ALL PRESENT IN PEOPLE.

THEORY Y
4. MAIN TASK OF MANAGEMENT IS
TO ARRANGE ORGANIZATIONAL
CONDITIONS AND METHODS OF
OPERATION SO THAT PEOPLE CAN
ACHIEVE THEIR OWN GOALS.

 THEORY X PLACES EXCLUSIVE

RELIANCE UPON EXTERNAL CONTROL
OF HUMAN BEHAVIOR, WHILE THEORY
Y RELIES HEAVILY ON SELF-CONTROL
AND SELF-DIRECTION. IT IS WORTH
NOTING THAT THIS DIFFERENCE IS
THE DIFFERENCE BETWEEN TREATING
PEOPLE AS CHILDREN AND TREATING
THEM AS MATURE ADULTS.

2 TYPES OF APPROACHES to
understand motivation:
1. CONTENT THEORIES

a.Maslows
hierarchy of
needs
b.Herzbergs
two-factor
theory
c.McClellands

2. PROCESS THEORIES

a.Equity theory
b.Expectancy
theory
c.The PorterLawler
extension
d.Behavior
modification

1. CONTENT THEORIES based on human needs

a. Maslows
hierarchy
of needs

1. CONTENT THEORIES

b. Herzbergs two-factor theory

Motivator
Factors

Hygiene
Factors

1. CONTENT THEORIES

c. McClellands trio of needs

Need for achievement
- desire to excel and accomplish sth. better
than has been done in the past
Need for power
- desire to control ones environment
Need for affiliation
- need for human companionship and
acceptance

2. PROCESS THEORIES human need is just one part

of the mechanism; puts greater emphasis
on the expected outcomes

a. Equity theory
b. Expectancy theory
c. The Porter-Lawler extension
d. Behavior modification

2. PROCESS THEORIES

a. Equity theory based on the simple belief tha

people want to be treated fairly relative
to treatment of others

2. PROCESS THEORIES

b. Expectancy theory relates the effort a perso

puts forth towards the expected outcome
Effort-to-performance expectancy
effort will lead to high or low performance (firstorder outcome)
Performance-to-outcome
expectancy
attaining the performance above will lead to
intrinsic and extrinsic rewards (second-order
outcomes)
Valence
measures the strength of a persons desire for
these outcomes

2. PROCESS THEORIES

b. Expectancy theory

2. PROCESS THEORIES

c. The Porter-Lawler extension adds satisfactio

to Expectancy Theory

Expectancy
Future
Theory

Satisfaction
Effort

2. PROCESS THEORIES

d. Behavior modification repetition of behavior

is controlled by consequences
Goal
Positive
Increase
Reinforceme
nt
Negative
Increase
Reinforceme
nt
Punishment

Decreas
e

Extinction

Decreas
e

Behavio Consequenc
r
e

+
+

How?
Rewards, bonuses,
etc.
Escape

Penalty, fines, etc.

Ignore

2 TYPES OF APPROACHES to
understand motivation:
1. CONTENT THEORIES

a.Maslows
hierarchy of
needs
b.Herzbergs
two-factor
theory
c.McClellands

2. PROCESS THEORIES

a.Equity theory
b.Expectancy
theory
c.The PorterLawler
extension
d.Behavior
modification