MotivationTheory6

MotivationConceptsOutlineOutline1.Maslow’shierarchyofneedstheory2.Clayton’sERGtheory3.McGregor’sTheoryXandTheoryY4.Herzberg’sTwo-FactorTheory5.McClelland’sTheoryofNeeds6.Locke’sGoal-SettingTheoryandMBOLEARNINGOBJECTIVESOutlineOutline7.ReinforcementTheory8.EquityTheory9.ExpectancyTheory10.IntegratingContemporaryTheoriesofMotivationLEARNINGOBJECTIVESDefiningMotivationDefiningMotivationKeyElements1.Intensity:howhardapersontries2.Direction:towardbeneficialgoal3.Persistence:howlongapersontriesKeyElements1.Intensity:howhardapersontries2.Direction:towardbeneficialgoal3.Persistence:howlongapersontriesMotivationTheprocessesthataccountforanindividual’sintensity,direction,andpersistenceofefforttowardattainingagoal.HierarchyofNeedsTheoryHierarchyofNeedsTheory(Maslow)(Maslow)Lower-OrderNeedsNeedsthataresatisfiedexternally;physiologicalandsafetyneeds.(satisfiedexternally)Higher-OrderNeedsNeedsthataresatisfiedinternally;social,esteem,andself-actualizationneeds.(satisfiedinternally)EXHIBIT6–1EXHIBIT6–1ERGTheory(ClaytonAlderfer)ERGTheory(ClaytonAlderfer)CoreNeedsExistence:provisionofbasicmaterialrequirements.Relatedness:desireforrelationships.Growth:desireforpersonaldevelopment.CoreNeedsExistence:provisionofbasicmaterialrequirements.Relatedness:desireforrelationships.Growth:desireforpersonaldevelopment.Concepts:Morethanoneneedcanbeoperativeatthesametime.Ifahigher-levelneedcannotbefulfilled,thedesiretosatisfyalower-levelneedincreases.Concepts:Morethanoneneedcanbeoperativeatthesametime.Ifahigher-levelneedcannotbefulfilled,thedesiretosatisfyalower-levelneedincreases.ERGTheoryTherearethreegroupsofcoreneeds:existence,relatedness,andgrowth.TheoryXandTheoryYTheoryXandTheoryY(DouglasMcGregor)(DouglasMcGregor)TheoryXzAverageemployeeislazy,dislikeswork,andwilltrytodoaslittleaspossiblezManager’staskistosupervisecloselyandcontrolemployeesthroughrewardandpunishmentTheoryYzEmployeeswilldowhatisgoodfortheorganizationwhencommittedzManagersmustcreatesettingtoencouragecommitmenttogoalsandprovideopportunitiesforinitiativeTwoTwo--FactorTheoryFactorTheory(FrederickHerzberg)(FrederickHerzberg)Two-Factor(Motivation-Hygiene)Theory(激励-保健理论)MotivationalFactors-Intrinsicfactors(内部因素)arerelatedtojobsatisfaction;HygieneFactors-Extrinsicfactors(外部因素)areassociatedwithdissatisfaction.MotivationalFactors-Intrinsicfactors,suchasadvancement,recognition,responsibility,andachievement.Whenthesefactorsareadequate,peoplewillbesatisfied.HygieneFactors-Extrinsicfactors,suchassupervision,pay,companypolicies,andworkingconditions.Whenthesefactorsareadequate,peoplewillnotbedissatisfied.ComparisonofSatisfiersandDissatisfiersComparisonofSatisfiersandDissatisfiersFactorscharacterizingeventsonthejobthatledtoextremejobdissatisfactionFactorscharacterizingeventsonthejobthatledtoextremejobsatisfactionEXHIBIT6–2EXHIBIT6–2ContrastingViewsofSatisfactionContrastingViewsofSatisfactionandDissatisfactionandDissatisfactionEXHIBIT6–3EXHIBIT6–3ClassExerciseClassExercisezWritedownwhatyouseeasthefivemostimportantaspectsofajob.zWhatwouldyouseeasade-motivatorintheworkplace?zDoesmoneymakethelistoftopfivefactorsinyourselection?Why?DavidMcClellandDavidMcClelland’’sTheorysTheoryofNeedsofNeedsnAchnPownAffNeedforAchievementThedrivetoexcel,toachieveinrelationtoasetofstandards,tostrivetosucceed.NeedforAffiliation(归属需要)Thedesireforfriendlyandclosepersonalrelationships.NeedforPowerTheneedtomakeothersbehaveinawaythattheywouldnothavebehavedotherwise.MatchingHighAchieversMatchingHighAchieversandJobsandJobsEXHIBIT6–4EXHIBIT6–4GoalGoal--SettingTheorySettingTheory(EdwinLocke)(EdwinLocke)Goal-SettingTheoryThetheorythatspecificanddifficultgoals,withfeedback,leadtohigherperformance.Factorsinfluencingthegoals–performancerelationship:•Self-generatedfeedback•Goalcommitment(目标承诺)•Taskcharacteristics•Nationalculture.MBOMBO––PuttingGoalPuttingGoal--SettingSettingTheoryintoPracticeTheoryintoPracticeKeyElements1.Goalspecificity2.Participativedecisionmaking3.Anexplicittimeperiod4.PerformancefeedbackKeyElements1.Goalspecificity2.Participativedecisionmaking3.Anexplicittimeperiod4.PerformancefeedbackManagementbyObjectives(MBO)(目标管理)Aprogramthatencompassesspecificgoals,participativelyset,foranexplicittimeperiod,withfeedbackongoalprogress.WhyMBOFailWhyMBOFailzUnrealisticexpectationsaboutMBOresultszLackofcommitmentbytopmanagementzFailuretoallocaterewardproperlyzCulturalincompatibilitiesTEAMEXERCISETEAMEXERCISE––GoalSettingTaskGoalSettingTask1.Discussasalesmanager’sjob.Whatbehaviorswillleadtogoodperformance?2.Developalistoffivegoalsthatseemmostcriticaltoaproductspromotionprogram.UseMBOknowledgeReinforcementReinforcementTheory(Theory(强化理论强化理论))Concepts:Behaviorisenvironmentallycaused.Behaviorcanbemodified(reinforced)byproviding(controlling)consequences.Reinforcedbehaviortendstoberepeated.Concepts:Behaviorisenvironmentallycaused.Behaviorcanbemodified(reinforced)byproviding(controlling)consequences.Reinforcedbehaviortendstoberepeated.ReinforcementTheoryBehaviorisafunctionofitsconsequences.ReinforcementTheory(contReinforcementTh