What is Motivation

•What is the basic role of a Manager / Leader?

o Motivation – It’s the first quality, in any Leader / Manager, to drive
subordinates to work to their best satisfaction
o Albert Einstein said that “A genius is 10% of inspiration & 90%
perspiration”. This “will” to do is known as ‘Motivation’

•Why?

•How?

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What is Motivation?

Motivation represents an unsatisfied need which creates a state of

tension or disequilibrium, causing the individual to move in a goal
directed pattern towards restoring a state of equilibrium, by satisfying
the need

The concept of motivation has three characteristics

1. Effort
2. Persistence
3. Direction

The process of motivation involves the following:

1. Analysis of situation
2. Selecting and applying appropriate motivators
3. Follow-up

By Manjiri Shanbhag - manjirishanbhag@

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 Sources of Motivation

1. Positive motivation
2. Negative or fear motivation
3. Extrinsic motivation
4. Intrinsic motivation

Historical Development

– Traced back to twenty three centuries as reflected in the Greek and Indian
writings
– Greek concept of Hedonism

By Manjiri Shanbhag - manjirishanbhag@

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 Theories of Motivation
Content Theories
Process Theories

Some important content theories are:

– McGregor’s Theory X and Theory Y
– Maslow’s Model
– ERG Theory
– McClelland’s Theory of Needs
– Herzberg’s Two-factor Theory

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McGregor’s Theory X and Theory Y

– Douglas McGregor (1906-64) – industrial management at Massachusetts Institute

of Technology (MIT)

– Theory X assumptions
Most people dislike work and avoid it whenever possible
They need to be directed, controlled and threatened with punishment
An average person is lazy, shuns from responsibility, prefers to be directed
Most people avoid leading and want to be led and supervised

– Theory Y assumptions
Work is natural to most people
Commitment to goals and objectives of the organization is natural state of behavior
They will exercise self direction and self control in achievement of organizational
goals
Commitment to goals and objectives is a function of rewards available, especially
appreciation and recognition
Most people have capacity for innovation and creativity for solving organizational
problems
Individuals seek leadership roles

By Manjiri Shanbhag - manjirishanbhag@

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• Maslow’s Model
— Abraham Maslow developed this model in 1943

Growth
Needs Self
Actualized
Needs
Esteem Needs

Deficiency Social Needs

Needs
Security Needs

Physiological Needs

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ERG Theory

– Clayton Alerter developed this theory, which is refinement of Maslow’s theory

ERG Maslow

Growth Self-actualization
Self Esteem (upper level)
Relatedness Self Esteem (lower leve)
Social
Existence Safety
Physiological

McClelland’s Theory of Needs

– David McClelland –Harvard psychologist – The primary motive is the ‘achievement motive’ and is defined as ‘desire to
succeed in competitive situations based upon an established perceived standard of excellence’.

Need for Achievement (n Ach)

Need for Power (n Pow)
Need for Affiliation (n Aff)
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 Herzberg’s Two-factor Theory
Fredrick Herzberg and his associates developed two-factor theory in late 1950s and
early 1960s. Based on critical incident method
- the job itself
- recognition
- responsibility
- growth and development

Motivational
Self
Factors
Actualized
Needs
Esteem Needs

Social Needs
Hygiene
Factors Security Needs
-
Physiological Needs
By Manjiri Shanbhag - manjirishanbhag@
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