Motivation

• Lecture #15

Haitian proverb:

• If work was really good, the rich would have found a way to keep it to themselves

What Leads to Performance?

• Abilities

• Organizational Support

• Role Expectations

• Effort

Satisfaction = Motivation

• Satisfaction: A person’s attitude or happiness with a situation

• Motivation: A drive to perform

Satisfaction

• Results in increased commitment to the organization which may or may not result in increased performance.

• Increased commitment normally results in lower absenteeism, turnover, etc.

Motivation

• Largely determined by the value of rewards and their contingency on performance.

• An increase in motivation results in increased effort which (hopefully) in turn increases performance.

Satisfaction & Performance

• NO relationship between satisfaction and performance (for people).

• A contented cow may give more milk, but a happier worker is not necessarily a more productive worker.

Review of Satisfaction Studies

• Over many studies, the correlation between satisfaction and performance was found to be .04

• On a scale of –1.0 to +1.0, .04 is essentially zero

Theories of Motivation

• Content Theories: Focus on what arouses, energizes, or starts behavior

• Process Theories: Focus on the choice factor in motivation. Why people choose a particular behavior to satisfy particular needs

Verbal Shorthand

• “Motivate”

• We don’t motivate anyone

• We help create the conditions by which they motivate themselves

Content Theories

• Maslow’s Hierarchy of Needs

• Alderfer’s ERG Theory

• McClelland’s Acquired Needs Theory

Maslow

Maslow

• Self Actualization

• Ego, Status, Esteem

• Social

• Safety and Security

• Physiological

Alderfer

• Existence

related to Maslow’s first two levels

• Relatedness

related to Maslow’s 3rd and 4th levels

• Growth : related to 4th & 5th levels

McClelland

• NAch: Need for Achievement

Maslow’s 4th & 5th

• NAff: Need for Affiliation

Maslow’s 3rd & 4th

• NPow: Need for Power

Process Theories

• Vroom’s VIE or Expectancy Theory

• Adams’ Equity Theory

• Skinner’s Reinforcement Theory

If you could see ANY music act perform…

Vroom’s VIE or Expectancy

• Deals with choosing a behavior that leads to attaining some reward

• Represents a “slow down” in our thought process

Vroom

• Valence

• Instrumentality

• Expectancy

Valence

• Strength of a person’s preference for a particular outcome or reward

Instrumentality

• Perceived relationship between performance and rewards

• P R

Expectancy

• Perceived relationship between effort and performance

• E P

Expectancy Theory

•E P R

Concert Seats Example

• Effort: Time spent in line. The more time spent, the more effort exerted.

• Performance: Place in line. The closer to the front of the line, the better the performance.

Concert Seats Example

• Reward: Tickets for the concert. The closer to the stage, the better the reward.

Adams’ Equity Theory

• Based on two premises:

• We compare ourselves to others

• If we don’t like the results of the comparison, we take action

Adams’ Equity Theory

• What’d you get?

Adams’ Equity Theory

Self’s Outcomes Other’s Outcomes

Self’s Inputs Other’s Inputs

Adams’ Equity Theory

Self’s Pay Other’s Pay

Self’s Effort Other’s Effort

If Comparison is NOT in My Favor…

• Increase my outcome

• Decrease my input

• Decrease other’s outcomes

• Increase other’s input

If Comparison is NOT in My Favor…

• Change reference group or person

Skinner’s Reinforcement Theory

• Operant Conditioning

• Reinforcement Theory

• Skinner’s Theory

• OB MOD (Organizational Behavior Modification)

Reinforcement Theory

• Behavior is a function of its consequences

Reinforcement Theory

• Reward

• Punishment

Reinforcement Schedule

• Continuous Reinforcement

Each time a behavior occurs, the reinforcement is given

• Good for learning new skills

Reinforcement Schedule

• Intermittent Reinforcement

• Interval (Time)

• Ratio (# of Behaviors)

Interval Schedule

• Fixed

Pay Days

Interval Schedule

• Variable

Promotion Schedule

Ratio Schedule

• Fixed

Sales Incentives

Ratio Schedule

• Variable

Recognition