Motivation

MotivationMotivation

Lecture 10Lecture 10

Motivation definitionMotivation definition It is a set of forces that cause people to behave It is a set of forces that cause people to behave

in certain ways;in certain ways; It is the reason to take certain action;It is the reason to take certain action; Motivation can be internal and external.Motivation can be internal and external.

Approaches to motivationApproaches to motivation Historical approachHistorical approachTaylor is representative of it. He thought that Taylor is representative of it. He thought that

economic incentive is the primary one that economic incentive is the primary one that motivates the individual. Money is the only motivates the individual. Money is the only motivation factor according to this approach.motivation factor according to this approach.

Work is inherently unpleasant for workers and Work is inherently unpleasant for workers and the money they earn is more important than the money they earn is more important than the job they are performing;the job they are performing;

Motivation as a processMotivation as a process

It begins with a deficiency for the individual. There is It begins with a deficiency for the individual. There is some need to be satisfied and it leads to feeling of some need to be satisfied and it leads to feeling of deficiency.deficiency.Next step is searching of ways to satisfy needs;Next step is searching of ways to satisfy needs;Choice of behaviour to satisfy need;Choice of behaviour to satisfy need;Evaluation of need satisfaction;Evaluation of need satisfaction;Determination of future needs and search of choice for Determination of future needs and search of choice for satisfaction;satisfaction;

Human relations approachHuman relations approach The emphasis is on the social processes. The The emphasis is on the social processes. The

employees want to feel important and useful at employees want to feel important and useful at their workplace, want to belong to certain their workplace, want to belong to certain social group and these needs are more social group and these needs are more important than money.important than money.

Managers should involve employees in the Managers should involve employees in the decision making process,keep them informed decision making process,keep them informed about all changes in organizations.about all changes in organizations.

Human resources approachHuman resources approach People want to contribute to the organizations People want to contribute to the organizations

and are able to make genuine contributions. and are able to make genuine contributions. Management’s task is to encourage Management’s task is to encourage participation and create work environment that participation and create work environment that makes full use of available resources. It is makes full use of available resources. It is related to motivation of employees.related to motivation of employees.

Content perspectives of motivationContent perspectives of motivation

Content perspectives deal with internal Content perspectives deal with internal processes of motivations. They represent the processes of motivations. They represent the needs of people. They answer the needs of people. They answer the question”What factors motivate people?”question”What factors motivate people?”

They are represented by the following theories:They are represented by the following theories:- Maslow’s need hierarchy;Maslow’s need hierarchy;- Two-factor theory;Two-factor theory;

Maslow’s theory of motivationMaslow’s theory of motivation People are motivated to satisfy various needs and these needs People are motivated to satisfy various needs and these needs

are arranged in a hierarchy of importance. There are the are arranged in a hierarchy of importance. There are the following needs:following needs:

- Physiological needs( food, water, sleep)Physiological needs( food, water, sleep)- Security needs, i.e. needs for secure physical and emotional Security needs, i.e. needs for secure physical and emotional

environment( secure home, job stability)environment( secure home, job stability)- Belonginess needs. They are related to social processes.Belonginess needs. They are related to social processes.- Esteem needs includes need of a positive self-image and self-Esteem needs includes need of a positive self-image and self-

respect and need for recognition and respect from others.respect and need for recognition and respect from others.- Self-actualization needs. It is the potential for growth that the Self-actualization needs. It is the potential for growth that the

person has.person has.

Disadvantages of Maslow’s theoryDisadvantages of Maslow’s theory

People are motivated by different needs at the People are motivated by different needs at the same time.same time.

You do not have to satisfy primary needs in You do not have to satisfy primary needs in order to be motivated by higher needs.order to be motivated by higher needs.

Needs are constantly appearing.Needs are constantly appearing.

ERG theory of motivationERG theory of motivation The author of it is Alderfer. The needs are the The author of it is Alderfer. The needs are the

following:following:- Existence needs. They correspond to the Existence needs. They correspond to the

security and physiological needs of Maslow.security and physiological needs of Maslow.- Relatedness needs focus on how people relate Relatedness needs focus on how people relate

to the social environment.to the social environment.- Growth needs correspond to self-esteem and Growth needs correspond to self-esteem and

self-actualization needs.self-actualization needs.

Advantages of Alderfer’s theoryAdvantages of Alderfer’s theory More than one level of needs can motivate at More than one level of needs can motivate at

the same time;the same time; It has frustration-regression model. If needs It has frustration-regression model. If needs

remain unsatisfied at higher level, the remain unsatisfied at higher level, the individual will become more frustrated and individual will become more frustrated and regress to the lower model.regress to the lower model.

Two-factor theoryTwo-factor theory It is developed by Herzberg.It is developed by Herzberg. There are two group of factors, affecting the There are two group of factors, affecting the

behaviour of a person:behaviour of a person:- Motivational factors;Motivational factors;- Hygienic factors.Hygienic factors.Hygienic factors are not motivating ones. They Hygienic factors are not motivating ones. They

must be provided and managers should ensure must be provided and managers should ensure that they are not deficient.that they are not deficient.

Hygienic factorsHygienic factors They include pay and security, safe working They include pay and security, safe working

conditions, acceptable technical supervision, conditions, acceptable technical supervision, good company policy and administration.good company policy and administration.

Motivational factorsMotivational factors Factors that motivate workers are:Factors that motivate workers are:- achievement;achievement;- Recognition;Recognition;- The work itself;The work itself;- Responsibility;Responsibility;- Advancement and growth.Advancement and growth.

Process perspectives on motivationProcess perspectives on motivation

The process theories view motivation as an The process theories view motivation as an external process.they focus on why people external process.they focus on why people choose certain behavioural options to fulfill choose certain behavioural options to fulfill their needs and how they evaluate their their needs and how they evaluate their satisfaction after they have attained their goals.satisfaction after they have attained their goals.

The popular theories include expectancy The popular theories include expectancy theory and equity theory.theory and equity theory.

Expectancy theoryExpectancy theory Motivation is determined by how much we want something Motivation is determined by how much we want something

and how likely we think we are going to get it.and how likely we think we are going to get it. The behaviour is determined by a combination of forces in the The behaviour is determined by a combination of forces in the

individual and in the environment;individual and in the environment; People make decisions about their own behaviour in the People make decisions about their own behaviour in the

organizations.organizations. Different people have different types of needs, desires and Different people have different types of needs, desires and

goals.goals. People make choices among alternative plans of behaviour People make choices among alternative plans of behaviour

based on their perception of the extent to which a given based on their perception of the extent to which a given behaviour is leading to a certain outcome.behaviour is leading to a certain outcome.

Effort- to- performanceEffort- to- performance The basic idea is individual’s perception of the The basic idea is individual’s perception of the

probability that his or her effort will lead to probability that his or her effort will lead to high performance.high performance.

When the individual believes that his effort When the individual believes that his effort will lead to high performance, expectancy will will lead to high performance, expectancy will be quite strong;be quite strong;

Performance-to-outcome expectancyPerformance-to-outcome expectancy

It is the individual perception that his or her It is the individual perception that his or her performance will lead to a specific outcome. performance will lead to a specific outcome.

If the individual believes that gigh If the individual believes that gigh performance will result in pay rise, his performance will result in pay rise, his performance-tooutcome expectancy is high.performance-tooutcome expectancy is high.

Outcomes and valencesOutcomes and valences Expectancy theory recognizes that individual Expectancy theory recognizes that individual

may experince a variety of outcomes or may experince a variety of outcomes or rewards in an organizational setting.rewards in an organizational setting.

Valence is an index of how much an individual Valence is an index of how much an individual desires a particular outcome, it is the desires a particular outcome, it is the attractiveness of the outcome to the individual.attractiveness of the outcome to the individual.

Motivational programsMotivational programs Behaviour modification. It has five stages:Behaviour modification. It has five stages:- The manager specifies behaviours that are to be The manager specifies behaviours that are to be

increased;increased;- These target behaviours are measured to establish a These target behaviours are measured to establish a

baseline against the effectiveness of behaviour baseline against the effectiveness of behaviour modification;modification;

- Then manager analyzes the situation to ascertain what Then manager analyzes the situation to ascertain what rewards subordinates value and how to tie these rewards subordinates value and how to tie these rewards with the target behaviour.rewards with the target behaviour.

Work redesignWork redesign Changing the nature of the task-related Changing the nature of the task-related

activities is being used as motivational activities is being used as motivational technique;technique;

It takes the form of:It takes the form of:- Job rotation;Job rotation;- Job enlargement;Job enlargement;- Job characteristics approach;Job characteristics approach;- Autonomous work groups.Autonomous work groups.

Group taskGroup task You are going to motivate the staff in the You are going to motivate the staff in the

restaurant with Bulgarian cuisine. Work in restaurant with Bulgarian cuisine. Work in groups and write motivation program for the groups and write motivation program for the people involved in it.people involved in it.