THE PYSCHOLOGY OF MOTIVATION
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THE PYSCHOLOGY
OF MOTIVATION
Aristotle Adam Smith Sigmund Freud Abraham Maslow
Why do people do what they
do?
Professor Nitin Nohria Harvard Business School
UNTIL RECENTLY...
Motivation
Acquire
Bond
Comprehend
Defend
- the acquisition of physical and non-physical goods
- always relative and insatiable
Drive to acquire
- if fulfilled -> sense of delight, if thwarted -> sense of disappointment
- the feeling of a connection to others and belonging the organization - people mostly care about the smaller ’cohort’ they are in, not the organization itself
Drive to bond
- if fulfilled -> love and caring towards the society if not supplied -> sense of loneliness and anomie
- making sense of the world around us, making events comprehensible and suggesting reasonable responses for them- demoralizing effect of monotonous, never-ending tasks
- encouragement by challenging and entertaining jobs
Drive to comprehend
- if fulfilled -> challenge, feeling of justice if neglected -> sense of frustration and invigoration
- naturally innate defense of ourselves, our property, our family and friends, our ideas and beliefs
- resistance to change, importance of just and transparent actions
Drive to defend
- if fulfilled -> feeling of security and confidence if neglected -> fear and resentment
Motivation
Acquire
Bond
Comprehend
Defend
How to fulfill these drives?
Acquire
Reward
systemDifferentiati
on
Rewards based on
performance
Bond
Culture
Camaraderie
Friendship
Teamwork
Comprehend
Job Design
Distinct and important
rolesand
meaningful, contributing
jobs
Defend
Transparency
and fairness
Performance-
management
Resource-allocation
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