1. Copyright 2000, Dr. Larry W. Long1 Chapter 9 COMMUNICATION & MOTIVATION by Dr. Larry Long

2. Copyright 2000, Dr. Larry W. Long2 WHAT IS MOTIVATION? Motivation is a force that energizes, maintains, and controls human behavior P = f (ability x motivation) Crucial question is not whether a worker is motivated, but how a worker is motivated

3. Copyright 2000, Dr. Larry W. Long3 MOTIVATION CONTINUUM Motivation Continuum xxx Mentalistic Middle Environmentalistic Basic Assumption: Internal motivators create the force behind human behavior - internal locus of control. Basic Assumption: Motivation is a combination of intrinsic and extrinsic factors - external inhibitors & internal stimulators. Basic Assumption: External motivators create the force behind human behavior - external locus of control Theorists Freud Murray Maslow Festinger Theorists Osgood, et al. Herzberg Theorists Pavlov Skinner Locke

4. Copyright 2000, Dr. Larry W. Long4 Locus of control Internal –focus on personal needs, issues, concepts –motivation caused primarily by internal or psychological conditions External –focus on task needs, issues, concepts –motivation caused primarily by environment or external conditions Individuals vary in their respective loci of control, although one (internal or external) tends to be dominant.

5. Copyright 2000, Dr. Larry W. Long5 Variations in locus of control High in intrinsic motivation; low in extrinsic motivation Low in intrinsic motivation; low in extrinsic motivation High in intrinsic motivation; high in extrinsic motivation Low in intrinsic motivation; high in extrinsic motivation low high lowhigh Intrinsic Extrinsic

6. Copyright 2000, Dr. Larry W. Long6 MENTALISTIC APPROACH Assumes: –behavior is a result of internal need or drive. –P = f (internal motivators) –any attempts to alter behavior by external conditions will fail. –Internal locus of control Requires management to create conditions were workers motivate themselves, rather than management “push” workers.

7. Copyright 2000, Dr. Larry W. Long7 Freud Mentalistic Three parts of mind: –Id = includes instincts –Ego = in charge of satisfying human needs –Superego = values and beliefs

8. Copyright 2000, Dr. Larry W. Long8 Maslow Mentalistic Hierarchy of Needs –operate at different levels –satisfy base needs and move up accordingly –needs are internal and mental

9. Copyright 2000, Dr. Larry W. Long9 Murray Mentalistic List of Needs –achievement –aggressive –autonomous –make-up for failures –affiliate with others –dominate environment –to be understood

10. Copyright 2000, Dr. Larry W. Long10 Festinger Mentalistic /Middle Theorist Personality Theory Field Theory Cognitive Dissonance –need for homeostasis

11. Copyright 2000, Dr. Larry W. Long11 MIDDLE THEORIES Reject ideological purism. Believe behavior is motivated by both external and internal motivators. –P = f (external motivators x internal motivators)

12. Copyright 2000, Dr. Larry W. Long12 Herzberg Middle Theorist Two-Factor Theory of Motivation –motivational factors internal needs –hygienic factors environmental interpersonal relations working conditions

13. Copyright 2000, Dr. Larry W. Long13 Osgood, Suci, & Tannenbaum Middle theorists Variant of classical conditioning –predisposed behavior –response to symbolic probes influence future behavior

14. Copyright 2000, Dr. Larry W. Long14 ENVIRONMENTALISTIC Places emphasis on environment because it is measurable and can be defined objectively. P = f (external motivators) Use of rewards and punishments. Assumes external locus of control

15. Copyright 2000, Dr. Larry W. Long15 Skinner Environmentalist At first, “operators” produced randomly Then become reinforced responses to the environment Was concerned that psychologists used intangible constructs

16. Copyright 2000, Dr. Larry W. Long16 PAVLOV Environmentalist People function as passive responders to stimuli Stimuli are information bearers –basis for human action

17. Copyright 2000, Dr. Larry W. Long17 Locke Environmentalist Goal Setting –specific goals –moderate level of difficulty –feedback provided Competition –rewards –incentives

18. Copyright 2000, Dr. Larry W. Long18 Communication & Motivation Communication role enactment reflects motivational patterns. No pattern is best! Motivation managers must be flexible!

19. Copyright 2000, Dr. Larry W. Long19 Communication & intrinsic motivation Intrinsically motivated people view organizations as more “open” than extrinsically motivated people persons with an internal locus of control prefer open communication

20. Copyright 2000, Dr. Larry W. Long20 Communication & extrinsic motivation External locus of control persons prefer specified, rule-governed communication role behaviors Authoritarian styles of management work well with extrinsically motivated workers

21. Copyright 2000, Dr. Larry W. Long21 Communication & motivational styles