1. Motivation Joanna Gos, Ioana Hristoforova, Peter Höfferer, Irina Popp, Daniel Pust 01.06.2005

2. Agenda summary of current understanding of motivation theoretical background exercise & discussion

3. “Motivation is the art of getting people to do what you want them to do because they want to do it.” Dwight D. Eisenhower

4. Motivation „ is the sum of the forces that produce, direct, and maintain effort expended in particluar behaviors“ Motivation is based on emotions, goals, and needs

5. Work Motivation Theories need theories of motivation  Maslow, Herzberg, McClelland cognitive theories of motivation  goal setting theory, equity theory, exceptancy theory reinforcement theories of motivation

6. Maslow‘s Pyramid of Needs Physiological needs Need for security Social needs Need for acceptence Self- actualization

7. Herzberg‘s Two-Factor Theory motivation factors  higher order needs: responsibility, decision making, growth  absence does not cause dissatisfaction hygiene factors:  presence has no effect on satisfaction  lower order needs: pay, benefits, relationships with co-workers

8. McClelland‘s Need for Achievement needs acting as motivators  high need of power control over others, visibility, prestige, status, recognition  high need of affiliation good interpersonal relationships, sensitive to criticism, avoid conflict human behavior is a mixture of the longing for success, power, affiliation, and prevention

9. Summary MaslowHerzbergMcClelland self-actualizationjob, responsibility, promotion desire for better perfomance need for acceptancerelationship to supervisors, co- workers, and subordinates desire for power social needsdesire for affiliation need for securitysecuritydesire for prevention physiological needswork conditions, income

10. Topics to Discuss money as motivator? self-motivation how to motivate others? …

11. Thank you for your attention