Motivation

The Nature of Motivation

286-289

Motivation
Psychological forces that determine the direction of a persons behavior in an organization,
a persons level of effort, and a persons level of persistence in the face of obstacles.

Effort
How hard a person works.

Persistence
Whether a person gives up
or
keeps trying
when
faced with obstacles.

Why is Motivation Central

to Management?
It explains why people behave a certain
way.
For example:
why some managers put their organizations best interests first
-orare more concerned with maximizing their salaries.

Why some workers put forth twice

as much effort as others.

Intrinsic vs. Extrinsic

Sources of Motivation
Intrinsically Motivated Behavior

Behavior performed for its own sake.

Motivation comes from doing the work.
Jobs that are more interesting & challenging are more likely to lead to intrinsic motivation
Example: a teacher who loves to teach.

*many managers are intrinsically motivated*

(they derive a sense if accomplishment from helping the organization achieve its goals)

Extrinsically Motivated Behavior

Behavior performed to acquire material or social reward.
Motivation comes from the consequence a person receives
as a result of the behavior.
Example: Salesperson motivated by commission.

Prosocially Motivated
Behavior
Behavior performed to help others.
Can be in addition to intrinsic/extrinsically motivated behavior.

Preliminary research suggests:

high prosocial motivation + high intrinsic motivation

=
especially beneficial for job performance.

Can people be both intrinsically and

extrinsically motivated?
Yes!
What causes intrinsic/extrisic/both motivation?

workers own personal characteristics (personalities/abilities/values/attitudes)

nature of the job (where they are on the five characteristics of the job characteristics model)
nature of the organization (structure/culture/control systems/HR management systems)

Outcome & Input

Outcome
Anything a person
gets
from a job
or organization.

Autonomy/Responsibility/
Feeling of Accomplishment

Improving lives of others/

Doing good by helping others

Pay/Job Security/Benefits/
Vacation Time

Input
Anything a person
contributes
to the job
or organization.

Intrinsically Motivated
Behavior

Prosocially Motivated
Behavior

=
=

Extrinsically Motivated
Behavior

Time/Effort/Education/Experience/Skills/
Knowledge/Actual Work Behavior
Managers use outcomes they desire
to motivate their input.

The Motivation Equation

Inputs from
Organizational
Members
Time

Performance

Contributes to:

Effort
Organizational Efficiency
Education
Skills

Organizational Effectiveness

Outcomes Received
by Organizational
Members
Pay
Job Security
Benefits
Vacation Time
Job Satisfaction
Autonomy
Responsibility
Feeling of Accomplishment

Knowledge
Work Behaviors

Attainment of Organizational
Goals

Pleasure of doing interesting

work
Improving the lives or
well-beingof others