CHAPTER 3

Motivation
-

refers to the why and cause of behavior

Is the strength of the drive towards action?

A BASIC MOTIVATION MODELS

Internal needs and drives produce some imbalance in the individuals internal state. the
imbalance creates tension and discomfort in the person.

Goal

Needs
and
drives

tension

ability

effort

Performance

reward

need
satisfaction

INFLUENCE OF CULTURE

self-esteem this is a deep sense of dignity

Embarrassment this refers to a feeling of inferiority, shyness, and alienation which is a
painful experience.
Obligation this is a sense of gratitude for favors or help received from others.
Getting along together this is a desire for smooth interpersonal relation.

MCCLLELAND 3 IMPORTANT MOTIVES

Achievement motives- people with a high need for achievement have an intense desire for
success.
Affiliation motive- people with a high need for power have a great desire to make friends
with their co-worker.
Power motive people with a high need for power have a great desire to influence people
and control situations.

NEEDS SATISFACT ION

People have certain needs, wants, and desires. They behave in order to satisfy them.

internal
needs

behavior

outcome

need
satisfaction

Maslows Hierarchy of needs

People have a variety of needs and needs manifest themselves in many forms.

Self-actualization - these are desires to realize ones potential, to become everything

that one is capable of becoming
Self-esteem - these are the desire for self-respect. These include the desires for
achievement, confidence, independence and freedom as well as reputation.
love and social needs these are the needs for love , affection and affiliation as well as
the need to belong
safety and security needs these are the needs to be free from physical and
psychological
Physiological needs- these are the basic needs for survival.

E-R-G MODEL

Existence
Relatedness
Growth needs

ERG MODEL does not presume strict progressions from one need level to another.
Herzbergs two- factor model
Hygiene factor

job context
extrinsic factors
dissatisfiers

Motivational factors

job content
intrinsic factor
satisfier

BEHAVIOR MODIFICATION
-

is based on the premise that behavior is controlled by the nature of its consequences.

favorable

Increase likelihood of
repetition

none

unfavorab

Extinction of
behavior
Decrease likelihood of
repetition

Positive reinforcement provides a favorable consequence that encourages the recurrence of a

specified behavior
Negative reinforcement- is characterized by the removal of an unwanted consequence upon
correct behavior
Punishment refers to the provision of an unwanted consequence upon occurrence of incorrect
behavior so as to discourage it.
Extinction may occur when behavior is not accompanied by any significant results.
Extrinsic Rewards are outcomes that are apart from the work itself such as pay and benefits.
Intrinsic Rewards are those that are come from the performance of the work itself, such as the
satisfaction felt directly by an employee after a job well done?
MOTIVATION = VALENCE X EXPECTANCY X INSTRUMENTALITY
Valence is the value that a person places upon the reward associated with doing anything.
Expectancy relates to the connection between effort and performance.
Instrumentality refers to the link between performance and reward.