1. CHAPTER 12 MOTIVATION
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.

2. Lecture outline Nature of motivation Needs theories Cognitive theories
Reinforcement theory
Social learning theory
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.

3. Nature of motivation
Motivation is the force energising or, giving direction to, behaviour.
It is a complex interaction of behaviours, needs, rewards/reinforcement and cognitive activities.
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.

4. Nature of motivation x X environmental performance ability motivation
conditions
ability
motivation x X =
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5. Needs theories Hierarchy of needs theory (Maslow)
Two-factor theory (Herzberg)
ERG theory (Aldefer)
Acquired needs theory (McClelland)
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.

6. Needs theories Hierarchy of needs theory (Maslow):
Theory arguing that individual needs form a five-level hierarchy.
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.

7. Needs theories Self-actualisation Esteem Belongingness Safety
Physiological
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8. Needs theories Two-factor theory (Herzberg)
Herzberg’s theory that hygiene factors are necessary to keep workers from feeling dissatisfied but, only motivators can lead workers to feel satisfied and motivated.
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.

9. Needs theories Hygiene factors Motivators
Pay
Working Conditions
Supervisors
Company Policies
Fringe benefits
Achievement
Responsibility
Work itself
Recognition
Growth
Advancement
These factors promote satisfaction.
These factors help prevent dissatisfaction.
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.

10. Needs theories ERG theory (Aldefer)
Alternative to Maslow’s hierarchy of needs theory, which argues that there are three levels of individual needs.
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11. Needs theories Relatedness needs Relationships with family,
work and professional
groups
Existence needs
Physiological (food, water)
Pay
Benefits
Working conditions
Growth needs
Creativity
Innovation
Productivity
Satisfaction-progression
principle
Frustration-regression
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.

12. Needs theories Acquired needs theory (McClelland)
Theory stating that our needs are acquired or learned on the basis of our life experiences.
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13. Developed by David McClelland —
Needs theories
Acquired needs theory
Developed by David McClelland —
cites the need for achievement, power,
and affiliation as major motives in work
Need for achievement —drive to excel
Need for power—influence others behaviour
Need for affiliation—desire for friendly
and close interpersonal relationships
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.

14. Cognitive theories Expectancy theory Equity theory Goal-setting theory
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15. Cognitive theories Expectancy theory (Vroom)
Theory arguing that we consider three main issues (effort-performance, performance-outcome, valence) before we expend effort necessary to perform at a given level.
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.

16. Cognitive theories Effort-performance expectancy
Our assessment of the probability our efforts will lead to the required level of performance.
Performance-outcome expectancy
Our assessment of the probability our successful performance will lead to desired outcomes.
Valence
Our assessment of anticipated value of various outcomes or rewards.
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17. Cognitive theories Equity theory (Adams)
Theory arguing that we prefer situations of balance or, equity.
Implications for managers:
Communication essential to assess equity/inequity perceptions in employees.
Complimentary to Expectancy theory.
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18. Cognitive theories Goal-setting theory
Goal-setting theory [technique] works by focussing attention & action, mobilising effort, increasing persistence, & encouraging the development of strategy to achieve goals.
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19. Cognitive theories Reinforcement theory
Theory arguing that our behaviour can be explained by consequences in the environment.
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20. Cognitive theories Types of reinforcement: Positive Negative
Uses pleasant, rewarding consequences to encourage desired behaviour. Use of shaping.
Negative
(unpleasant) stimuli so an individual will engage in the desired behaviour to stop the stimuli.
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21. Cognitive theories Types of reinforcement: Extinction Punishment
Stopping previously available positive outcomes from a behaviour to decrease the behaviour.
Punishment
Providing negative consequences to decrease or discourage a behaviour.
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22. Reinforcement theory Using reinforcement theory: Fixed ratio:
given after fixed number
of cases of desired behaviour.
High response rates, rapid
extinguishment if stopped
even temporarily.
Using
reinforcement
theory:
encourage desired
behaviour, be clear
on what is desired.
Use variable interval
& variable ratio
reinforcement.
Punish moderately
severely & promptly.
Fixed interval:
given on fixed time
schedule. Uneven
responses, extinction
rapid if reinforcement
late, or stops
Variable ratio:
given on variable or
random frequency
of behaviour basis.
High response rate,
very slow extinguishment
Variable interval:
given on variable or
random time basis.
High, steady
response rate, slow
extinguishment,
if stopped
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23. Social learning theory
Social learning theory (Bandura)
Theory arguing that learning occurs through continuous reciprocal interaction of our behaviours, various personal factors and environmental forces.
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24. Social learning theory
Learning occurs by continuous interaction
between our behaviours, personal factors and
environmental forces, viz:
Symbolic processes
Self-control/regulation
Vicarious learning.
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.

25. Lecture summary Nature of motivation Needs theories
Motivational process
Motivation & performance.
Needs theories
Hierarchy of needs
Two-factor
ERG
Acquired needs.
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.

26. Lecture summary Cognitive theories Reinforcement theory
Expectancy
Equity
Goal-setting.
Reinforcement theory
Positive, negative, extinction, punishment as reinforcement.
Social learning theory
Symbolic processes, self-control, vicarious learning.
© 2003 McGraw-Hill Australia Pty Ltd. PowerPoint Slides t/a Management: A Pacific Rim Focus Enhanced Edition. Slides prepared by David Meacheam & George Sansbury.