Professional Documents
Culture Documents
Behavior, 9/E
Schermerhorn, Hunt, and
Osborn
Prepared by
Michael K. McCuddy
Valparaiso University
What is motivation?
What do the content theories suggest about
individual needs and motivation?
What do the process theories suggest about
individual motivation?
What are reinforcement theories and how
are they linked to motivation?
Organizational Behavior: Chapter 6 2
Study Question 1:What is motivation?
Motivation refers to forces within an individual
that account for the level, direction, and
persistence of effort expended at work.
– Direction — an individual’s choice when presented
with a number of possible alternatives.
– Level — the amount of effort a person puts forth.
Content theories.
– Motivation results from the individual’s attempts to
satisfy needs.
Major content theories.
– Hierarchy of needs theory.
– ERG theory.
– Acquired needs theory.
– Two-factor theory.
Each theory offers a slightly different view.
Organizational Behavior: Chapter 6 5
Study Question 2: What do the content theories
suggest about individual needs and motivation?
ERG theory.
– Existence needs.
• Desire for physiological and material well-being.
– Relatedness needs.
• Desire for satisfying interpersonal relationships.
– Growth needs.
• Desire for continued personal growth and
development.
Process theories.
– Focus on the thought processes through which
people choose among alternative courses of
action.
The chapter focuses on two process
theories:
– Equity theory.
– Expectancy theory.
Extrinsic rewards.
– Positively valued work outcomes given to the
individual by some other person.
Intrinsic rewards.
– Positively valued work outcomes that the
individual receives directly as a result of task
performance.
Reinforcement.
– The administration of a consequence as a
result of a behavior.
– Proper management of reinforcement can
change the direction, level, and persistence of
an individual’s behavior.
Law of effect.
– Theoretical basis for manipulating
consequences of behavior.
– Behavior that results in a pleasant outcome is
likely to be repeated while behavior that
results in an unpleasant outcome is not likely
to be repeated.
Positive reinforcement.
– The administration of positive consequences
to increase the likelihood of repeating the
desired behavior in similar settings.
– Rewards are not necessarily positive
reinforcers.
– A reward is a positive reinforcer only if the
behavior improves.
Scheduling reinforcement.
– Continuous reinforcement.
• Administers a reward each time the desired
behavior occurs.
– Intermittent reinforcement.
• Rewards behavior periodically — either on
the basis of time elapsed or the number of
desired behaviors exhibited.
Organizational Behavior: Chapter 6 26
Study Question 4: What are reinforcement
theories and how are they linked to motivation?
Negative reinforcement.
– Also known as avoidance.
Punishment.
– The administration of negative consequences
or the withdrawal of positive consequences to
reduce the likelihood of repeating the behavior
in similar settings.
Extinction.
– The withdrawal of the reinforcing
consequences for a given behavior.
– The behavior is not unlearned; it simply is not
exhibited.
– The behavior will reappear if it is reinforced
again.
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