1. Motivation and Change Professor Harold V. Langlois

2. Theories of Behaviors BehavioristsBehaviorists Cognitive TheoristsCognitive Theorists Psychodynamic ApproachesPsychodynamic Approaches Humanistic Psychology ApproachHumanistic Psychology Approach

3. Behaviorist Approach Behavioral Approach to ChangeBehavioral Approach to Change –How one individual can change another’s behavior using reward and punishment, to achieve intended results BehavioristsBehaviorists –McGregor’s Theory X and Theory Y –Herzberg’s Hygiene Factors and Motivators

4. Theory X and Theory Y Theory X AssumptionsTheory X Assumptions –People dislike work –Need controlling and direction –Require security –Motivated by threats of punishment –Avoid being responsible –Lack ambition –Do not use imagination Theory Y Assumptions –People regard work as natural and normal –People also respond to recognition and encouragement –Commitment matched to reward system –Seek inner fulfillment –Accept responsibility –Can be creative and innovative

5. Herzberg’s Motivating Factors Hygiene FactorsHygiene Factors –Pay –Company policy –Quality of supervision and management –Working relations –Working conditions –Status –Security Motivators –Achievement –Recognition –Responsibility –Advancement –Learning –Type and nature of work

6. Herzberg’s Motivating Factors (continued) Two sets of drives or motivatorsTwo sets of drives or motivators –A desire to avoid pain or deprivations (hygiene factors) –A desire to learn and develop (motivators) Hygiene factors don’t motivate workers, but their withdrawal demotivates the workforceHygiene factors don’t motivate workers, but their withdrawal demotivates the workforce

7. Types of Motivational Rewards Financial ReinforcementFinancial Reinforcement –Example: Performance linked bonus Non-Financial ReinforcementNon-Financial Reinforcement –Examples: Performance feedback and coaching Social ReinforcementSocial Reinforcement –Communication - either positive or negative –Other examples: awards, “naming and shaming” poor performers

8. Cognitive Theorists Cognitive PsychologyCognitive Psychology –Based on the premise that our emotions and our problems are a result of the way we think –Interest in learning about developing the capacity for language and problem solving Cognitive Theorists (1970’s)Cognitive Theorists (1970’s) –Albert Ellis – Rational-Emotive Therapy –Aaron Beck – Cognitive Therapy

9. Albert Ellis Emphasized the importance of the followingEmphasized the importance of the following –People conditioning themselves to feel disturbed (rather than external sources of conditioning) –Biological and cultural tendencies to needlessly upset themselves –Unique human tendency to invent and create disturbing beliefs –Capacity to change their cognitive, emotive and behavioral processes in order to remain minimally disturbed for the rest of their lives

10. Aaron Beck Cognitive therapyCognitive therapy –Based on the underlying theoretical rationale that an individual’s affect (moods, emotions) and behavior are largely determined by the way in which he construes the world” How a person thinks determines how he feels and reactsHow a person thinks determines how he feels and reacts

11. Summary – Cognitive Approach Cognitive approach is focused on the results you want to achieve (contingent on alignment throughout the cause and effect chainCognitive approach is focused on the results you want to achieve (contingent on alignment throughout the cause and effect chain Advocates the use of goalsAdvocates the use of goals –The clearer the goal, the greater likelihood of achievement –Goal-setting is a good indicator of success in business focus and personal motivation

12. Techniques for Change Positive listingsPositive listings Personal affirmationsPersonal affirmations VisualizationsVisualizations ReframingReframing Pattern breakingPattern breaking DetachmentDetachment Anchoring in past successesAnchoring in past successes Rational analysisRational analysis

13. Psychodynamic Approaches Kubler-Ross ModelKubler-Ross Model –On Death and Dying (1969) Described her work with terminally ill patientsDescribed her work with terminally ill patients Patients, given the necessary conditions, would typically go through 5 stages as they came to terms with their realitiesPatients, given the necessary conditions, would typically go through 5 stages as they came to terms with their realities –Denial, Anger, Bargaining, Depression, Acceptance –These findings can be applied to coping with the challenges of change in other settings

14. Other Views of Response to Change Adams, Hayes & Hopson (1976)Adams, Hayes & Hopson (1976) –Relief, Shock/Surprise, Denial, Anger, Bargaining, Depression, Acceptance, Experimentation, Discovery –Described these stages as a “change curve” Virginia Satir (1991)Virginia Satir (1991) –Family therapist whose work highlights two key events in the change response pattern The Foreign Element and The Transforming IdeaThe Foreign Element and The Transforming Idea

15. Humanistic Psychology Approach Maslow’s Hierarchy of NeedsMaslow’s Hierarchy of Needs –Physiological Needs –Safety Needs –Love and Belonging Needs –Self-Esteem Needs –Self-Actualization Needs People try to become the person they believe they are capable of becomingPeople try to become the person they believe they are capable of becoming

16. Humanistic Psychology Approach (continued) Carl Rogers – Path to Personal GrowthCarl Rogers – Path to Personal Growth –Genuineness and congruence (aware of your own feelings and authentic) –Unconditional positive regard (willingness to allow a client’s feelings to be expressed) –Empathic understanding (accepting feelings and thoughts of a client so that he/she will be enabled to feel free to explore hidden roots and frightening inner experiences

17. Humanistic Psychology Approach (continued) Gestalt Approach to Individual and Organizational ChangeGestalt Approach to Individual and Organizational Change –Experiential process of doing, acting, and feeling –Use a cycle of experience to map how individuals and groups enact their desires –Also focus on how individuals and groups block themselves from completing the cycle –Awareness, Energy & Action, Common Understanding, Resolution & Closure, Withdrawal