1. 12-1 Motivation in Organizations Copyright © 2006 by South-Western, a division of Thomson Learning. All rights reserved. Chapter 12

2. © 2006 by South-Western, a division of Thomson Learning. All rights reserved. 12-2 Ex. 12.1 A Simple Model of Motivation NEED-Creates desire to fulfill needs (food, friendship, recognition, achievement). BEHAVIOR- Results in actions to fulfill needs. REWARDS-Satisfy needs; intrinsic or extrinsic rewards. FEEDBACK-Reward informs person whether behavior was appropriate and should be used again.

3. © 2006 by South-Western, a division of Thomson Learning. All rights reserved. 12-3 Ex. 12.7 Schedules of Reinforcement

4. © 2006 by South-Western, a division of Thomson Learning. All rights reserved. 12-4 Existence Needs the needs for physical well-being Relatedness Needs the need for satisfactory relationships with others Growth Needs human potential, personal growth, and increased competence ERG Theory

5. © 2006 by South-Western, a division of Thomson Learning. All rights reserved. 12-5 Ex. 12.4 Herzberg’s Two-Factor Theory Area of Satisfaction Area of Dissatisfaction Motivators influence level of satisfaction. Hygiene factors influence level of dissatisfaction. Motivators Hygiene Factors Achievement Recognition Responsibility Work Personal growth Working conditions Pay and security Company policies Supervisors Interpersonal relationships Highly Dissatisfied Neither Satisfied nor Dissatisfied Highly Satisfied Area of Satisfaction

6. © 2006 by South-Western, a division of Thomson Learning. All rights reserved. 12-6 Acquired Needs Theory Need for Achievement desire to accomplish something difficult, master complex tasks, and surpass others Need for Affiliation desire to form close personal relationships, avoid conflict, and establish warm friendships Need for Power desire to influence or control others

7. © 2006 by South-Western, a division of Thomson Learning. All rights reserved. 12-7 Figure 12.11 A Continuum of Empowerment

8. © 2006 by South-Western, a division of Thomson Learning. All rights reserved. 12-8 Reinforcement Perspective on Motivation Reinforcement Tools Positive reinforcement in the administration of a pleasant and rewarding consequence. Avoidance learning is the removal of an unpleasant consequence following a desired behavior. Punishment is the imposition of unpleasant outcomes on an employee. Extinction is the withdrawal of a positive reward; behavior is no longer reinforced and hence is less likely to occur in the future.

9. © 2006 by South-Western, a division of Thomson Learning. All rights reserved. 12-9 Figure 12.6 Changing Behavior With Reinforcement

10. © 2006 by South-Western, a division of Thomson Learning. All rights reserved. 12-10 Motivation Case