Download Need Theories - McGraw Hill Higher Education

Motivation
and
Performance
chapter thirteen
McGraw-Hill/Irwin
Copyright © 2011 by The McGraw-Hill Companies, Inc. All rights reserved.
The Nature of Motivation
Motivation
└ The psychological forces that determine the
direction of a person’s behavior in an
organization, a person’s level of effort, and a
person’s level of persistence
└ Explains why people behave the way they do in
organizations
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The Motivation Equation
Figure 13.1
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Expectancy, Instrumentality, and
Valence
Figure 13.2
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Expectancy Theory
Figure 13.3
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Need Theories
Need Theories
└ Theories of motivation that focus on what needs
people are trying to satisfy at work and what
outcomes will satisfy those needs.
Need
└ A requirement or necessity for survival and wellbeing.
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Maslow’s Hierarchy of Needs
Table 13.1
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Alderfer’s ERG Theory
Table 13.2
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McClelland’s Needs for Achievement,
Affiliation, and Power
Need for Achievement
└ The extent to which an individual has a strong
desire to perform challenging tasks well and to
meet personal standards for excellence.
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McClelland’s Needs for Achievement,
Affiliation, and Power
Need for Affiliation
└ Concerned about establishing and maintaining
good interpersonal relations, being liked, and
having the people around him get along with each
other
Need for Power
└ A desire to control or influence others
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Equity Theory
Table 13.3
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Operant Conditioning Theory
Operant Conditioning
└ People learn to perform behaviors that lead to
desired consequences and learn not to perform
behaviors that lead to undesired consequences.
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Steps in Organizational Behavior
Modification
Figure 13.4
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Social Learning Theory
Social Learning Theory
└ A theory that takes into account how learning and
motivation are influenced by people’s thoughts
and beliefs and their observations of other
people’s behavior
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Merit Pay and Performance
Merit Pay Plan
└ A compensation plan that bases pay on based on
individual, group and/or organization
performance.
└ Individual plan: when individual performance
(sales) can accurately measured.
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