MOTIVATION

is concerned with what

activate human behavior, what
directs this behavior toward a
particular goal, and how this
behavior is sustained.
MOTIVATION can be analyzed using :

Needs

Drives / Motives

Achievement of goals
In motivation, needs produce motives, which lead to the
accomplishment of goals.
Needs arise from deficiencies, which can be either
physical or psychological.
A motive is a stimulus that leads to an action that
satisfies the need. In other word motives produce
actions.
Achievement of the goals satisfies the need and reduces
the motive.
When the goal is reached, balance is restored.
However
Other needs arise, which are then satisfied by the same
sequence of events.
APPROACHES TO ANALYZING MOTIVATION

Scientific Management Approach

The scientific management approach to
motivation evolved from the work of Frederick W.
Taylor.

is based on the assumption that money is the

primary motivator. Financial rewards are directly
related to performance in the sense that if the
reward is great enough, employees will produce
more.
Equity Theory
Proposed by J. Stacey Adams
is based on the idea that people want to
treated fairly in relationship to others.
Inequity exists when a person perceives his
or her job inputs and outcomes to be less than
the job inputs and outcomes from another
person.
Inputs are what an employee perceives are his
or her contributions to the organization
NEED HIERARCHY

The need hierarchy is based largely on the work

of Abraham Maslow
is based on the assumption that individuals
are motivated to satisfy a number of needs and
that money can directly or indirectly satisfy
only some of these needs.
ACHIEVEMENT-POWER-AFFILIATION
APPROACH
The ACHIEVEMENT-POWER-AFFILIATION APPROACH
to motivation was primarily developed by David
McClelland, focused on three needs:
1. The need for achievement is a desire to do
something better or more efficiently than it has been
done beforethat is, to achieve.
2. The need for power is basically a concern for
influencing peopleto be strong and influential.
3. The need for affiliation is a need to be likedto
establish or maintain friendly relations with others.
MOTIVATION-MAINTENANCE APPROACH
The Motivation-Maintenance Approach
contends that motivation comes from the
individual, not from the manager.

EXPECTANCY APPROACH TO MOTIVATION

The Expectancy Approach postulates that an
employees level of motivation depends on three
basic beliefs : expectancy, instrumentality, and
valence.
REINFORCEMENT THEORY

The general idea behind reinforcement theory

is that the consequences of a persons present
behavior influence future behavior