UNIT 7 MOTIVATION AND BEHAVIOUR MODULE - unext.in · UNIT 7 MOTIVATION AND BEHAVIOUR Structure ... 7.4 Historical Development 7.5 Theories of Motivation ... To understand the nature

UNIT 7 MOTIVATION AND BEHAVIOUR

MODULE - 2

M

O

D

U

L

E

-

1

NOTES

Self-Instructional Material 113

Motivation and Behaviour

UNIT 7 MOTIVATION AND BEHAVIOUR

Structure

7.0 Introduction7.1 Unit Objectives7.2 Motivation: An Overview7.3 Sources of Motivation7.4 Historical Development7.5 Theories of Motivation

7.5.1 The Content Theories of Work Motivation7.5.2 McGregor’s Theory X and Theory Y

7.6 Maslow’s Model7.7 ERG Theory7.8 McClelland’s Theory of Needs7.9 Herzberg’s Two-Factor Theory7.10 Evaluation of the Theory7.11 Porter Lawler Model7.12 Vroom’s Expectancy Model7.13 Summary7.14 Exercises and Questions7.15 Answers to ‘Check Your Progress’

7.16 Further Reading

7.0 INTRODUCTION

People differ by nature, not only in their ability to perform a specific task but also intheir will to do so. People with less ability but stronger will are able to perform betterthan people with superior ability and lack of will. Hard work is crucial to success andachievement. This belief was underscored by Albert Einstein when he said that “geniusis 10% inspiration and 90% perspiration.” This “will” to do is known as motivation.

The force of motivation is a dynamic force setting a person into motion or action. Theword motivation is derived from motive that is defined as an active form of desire,craving or need that must be satisfied. All motives are directed towards goals. Newneeds and desires affect or change your behaviour that then becomes goal oriented. Forexample, if you ordinarily do not want to work overtime, it is likely that at a particulartime, you may need more money (desire) so you may change your behaviour, workovertime (goal oriented behaviour) and satisfy your needs.

Viteles1 defines motivation as follows:

“Motivation represents an unsatisfied need which creates a state of tension ordisequilibrium, causing the individual to move in a goal directed pattern towards restoringa state of equilibrium, by satisfying the need.”

7.1 UNIT OBJECTIVES

To know the meaning of motivation To understand the nature of the motivational process To know the various types of motivation

NOTES

114 Self-Instructional Material

Motivation and Behaviour To look at the history of the study of motivation as a resource for behaviourmodification

To understand content theories of motivation such as Maslow model of hierarchicalneeds, ERG theory of motivation, McClelland theory of needs and Herzberg’ztwo-factor theory of motivation

7.2 MOTIVATION: AN OVERVIEW

Motivated people are in a constant state of tension. This tension is relieved by drivestowards an activity and outcome that is meant to reduce or relieve such tension. Thegreater the tension, the more activity will be needed to bring about relief and hencehigher the motivation. Thus the basic motivation process can be depicted as follows:

The concept of motivation has 3 basic characteristics.2 These are:

Effort The amount of effort put into the activity identifies the strength of the person’swork related behaviour. Hard work usually reflects high motivation. A student whoworks very hard to get top grades can be referred to as highly motivated. A professorwho is engaged in research and publishes many high quality articles is exerting extensiveeffort relating to his job.

Persistence Motivation is a permanent and an integral part of a human being. Itssecond characteristic is persistence in the efforts. Motivation is continuously goaldirected so that once a goal is achieved, a higher goal is selected and efforts areexercised towards this higher goal. For example, a professor who published simply toget a promotion and then stops or reduces research efforts would not be considered ashighly motivated. Accordingly, high motivation requires persistent efforts.

Direction Persistent hard work determines the quantity of effort while directiondetermines the quality of the anticipated output. All efforts are to be directed towardsthe organizational goal. This would ensure that the persistent effort is actually resultinginto accepted organizational outcomes. For example, a quality control inspector isconsistently expected to direct his efforts in discovering defects in the produced itemsso that the organizational goal of high quality output is met.

As an example, let us assume that a professor has established a goal for himself to geta promotion and monetary raise in order to improve upon his standard of living. Thusthe professor will shape his behaviour to achieve that goal. He will choose a course ofaction designed to obtain promotion. This course of action may comprise five published

NOTES


Motivation and Behaviourarticles or one published book. He will be highly motivated and will put in persistentefforts in research and publish the desired number of articles or the book.

Once the promotion has been obtained, the professor will re-evaluate his achievementrelative to his initially established objective. If the pay raise is not adequate and there aregrounds for further promotion and pay raise, the professor will establish a higher goaland strive towards it. This example fits the basic motivational process as follows:

In the above example, if the motivator (publishing) does not serve the required purposethen the professor will look at other alternatives as motivators such as service to thecollege and community, student guidance and curriculum development and goodinteractive relations with peers and superiors. Thus the motivation process involves thefollowing steps.

1. Analysis of situation The situation that needs motivational inducement must be sizedup so as to ascertain the motivational needs. From organizational behaviour point ofview, it must be recognized that since the needs of different employees differ both innature as well as intensity, a composite view of the collective needs of the group isestablished with appropriate recognition of differences in individual needs.

2. Selecting and applying appropriate motivators A list of all devices of motivation isdrawn and a selection made of such motivators that motivate different types of peopleunder different circumstances. Proper timing and the extent of motivation is also to beconsidered. The individual goals should be given adequate attention within the frameworkof group goals and the organizational goals.

Unsatisfied need(High standard of living)

Tension of disequilibrium(Need for promotion)

Action, movement of behaviour(Effort, publication)

Goal, equilibrium(Promotion & salary increase)

Feedback(Re-evaluation of goals)

3. Follow-up It is important to know that the motivators selected are indeed providing thedesired motivation. This can be accomplished by getting and evaluating the feedback.If these motivators are not showing the optimum effect, then alternative motivatorsshould be selected and applied.

7.3 SOURCES OF MOTIVATION

Experts in the organizational behaviour field have a divided opinion as to whetherworkers are motivated by factors in the external environment such as rewards or fearor whether motivation is self generated without the application of external factors. It isquite well understood that under the same set of external factors, all workers are notequally motivated. Some of these motivational sources are:

Positive motivation Positive motivation involves proper recognition of employeeefforts and appreciation of employee contribution towards the organizational goalachievement. Such motivations improve the standards of performance, lead to good

NOTES


Motivation and Behaviour team spirit and pride, a sense of cooperation and a feeling of belonging and happiness.Some of the positive motivators are:3

∑ Praise and credit for work done.

∑ A sincere interest in the welfare of subordinates.∑ Delegation of authority and responsibility to subordinates.

∑ Participation of subordinates in the decision making process.

Negative or fear motivation This motivation is based upon the use of force, power,fear and threats. The fear of punishment or unfavourable consequences affects thebehavioural changes. Some examples of negative motivation include the fear of failingin the examination, and fear of being fired or demoted. Fear of failure in the examinationinduces motivation in many students to work harder and pass the course. Similarly, fearof being fired keeps the workers in line with the organizational rules and regulations aswell as do a satisfactory job.

While the fear of punishment and actual punishment has resulted in controlling individualmisbehaviour and has contributed towards positive performance in many situations andis necessary and useful in many other situations such as disciplining a child or handlinga riot, it is not recommended or considered as a viable alternative in the current businessand industrial environment. This is based upon the changing trends in the workforceincluding higher level of employee education and extensive employee unionization.

However, punishment or fear of it is still the most common technique of behaviourmodification or control in today’s life. When a child misbehaves, he is still spanked. Ifa worker does not behave according to the way the organization wants him to behave,he is fired. If a person does not behave as the society and law wants him to behave,he is punished by arrest and jail. All religions threaten punishment in the life hereafterif a person does not behave according to God’s and religious rules.

Does the punishment system work? Does it change behaviour? Does the prison systemreform the criminal? Does spanking make a “good” child? This area has receivedconsiderable attention and has become highly controversial. It has been proposed thatwhile punishment has immediate and short-term effect in changing behaviour, the long-term effects are highly questionable. A driver who gets fined for jumping running a redlight where he is supposed to stop, may vow never to do it again at that time, but asthe time passes, he may do it again.

In the context of organizational behaviour, no worker likes to be criticized, or threatenedwith employment termination. Specifically, if the worker is punished for an occasionalundesired behaviour, it will have a negative effect on his morale, make him bitter witha hostile state of mind, affecting negatively his social interaction as well as his sense ofloyalty, perhaps resulting in poor performance and productivity and quality.

Extrinsic motivation This type of motivation is induced by external factors that areprimarily financial in nature. It is based upon the assumption that the behaviour thatresults in positive rewards tends to be repeated. However, the reward for the desiredbehaviour should be sufficiently powerful and durable so that it improves the probabilityof occurrence of desirable behaviour. Money is probably the most important incentivefor positive behaviour since money can be used for a number of other resources.

These financial incentives and rewards have been a subject of debate whether they reallymotivate the employees or simply move them to work and perform. These include higherpay, fringe benefits such as retirement plans, stock options, profit sharing schemes, paidvacations, health and medical insurance, sympathetic supervision and people orientedcompany policies.

Intrinsic motivation Intrinsic motivation stems from feelings of achievement andaccomplishment and is concerned with the state of self-actualization in which thesatisfaction of accomplishing something worthwhile motivates the employee further so

NOTES


Motivation and Behaviourthat this motivation is self-generated and is independent of financial rewards. Forexample, there are many retired doctors who work free in the hospital because it givesthem a sense of accomplishment and satisfaction. Mother Teresa’s work in the slumsof Kolkata (India) not only motivated the people who worked with her but also manyothers who simply heard about her work and then wanted to join the team. Similarly,Peace Corps workers work in uncomfortable environments at a minimal pay. Some ofthe intrinsic motivators are praise, recognition, responsibility, esteem, power, status,challenges and decision making responsibility.

7.4 HISTORICAL DEVELOPMENT

The concept of motivation can be traced back nearly twenty-three centuries to the Greekand Indian writings. The idea that we are motivated to do what brings us the best resultsfor our benefit is found in the early Indian philosophy through such writings as“Charvak”.4 The most ancient concept of “Nirvana”, as proposed and propagated byearliest Aryan thinkers and religious scholars, motivates us to be “good” people so thatwe can achieve the final “oneness with God.”

The Greek view of motivation has been dominated by the concept of hedonism whichis a view that people seek pleasure and comfort and avoid pain and discomfort.5 Thisview was based upon intuition and common sense that an individual does what he doesbecause he believes that it will give him more pleasure than anything else he might do.This philosophy, though still popular, depends excessively upon rational evaluation anddoes not take into consideration the effect of instincts or even the value system.Hedonism, based on maximizing personal pleasure, cannot explain why some peoplewould sometimes risk their own lives to save others in times of crisis or why volunteerswould spend so much of their time in collecting money for charitable causes. However,this view prevailed right up to the eighteenth and nineteenth centuries and is evident inthe social and economical philosophies of such famous men as Adam Smith, JeremyBentham and John Stuart Mill.6

The principle of hedonism seems to be too narrow-minded and is empiricallyinsignificant since it does not attempt to evaluate just what the individuals anticipate tobe the results of their behaviour and how do they measure pleasure. For example, aperson who risked his own life to save another had rationally decided to become a“hero” or did he act on “impulse,” believing that it was the right thing to do irrespectiveof cost or consequences? The principle of hedonism can be more easily explained “afterthe fact” when the behaviour has already been completed. Thus even the acts of simplekindness can be explained with the motives of “feeling good” about them or earning thegratefulness of those who have been helped by these acts. Since hedonistic explanationswork best in explaining actions after they occur, they cannot be relied upon in predictingbehaviour. These limitations of hedonistics’ viewpoints brought motivation under adifferent light during the late 1800s and early 1900s. William James7 and Sigmund Freud8

argue that instinctive behaviour and unconscious motivation are also an importantelement in human behaviour and these largely determine an individual’s interpretation of,and response to, situations.

Instincts, that are inborn or innate predispositions and are not consciously rational, canexplain certain aspects of human behaviour. These instincts that influence humanbehaviour include the need for autonomy, curiosity, sociability, sympathy, fear, jealousy,love dominance, harm avoidance, play and sex. The instinct behaviour is like a reflexaction, meant for survival and hence caters primarily to physiological needs. It is notlearnt and is not dependent upon the consequences of an action. Most instincts arecommon to all people and would exhibit similar behaviour under similar circumstances.For example, if somebody has a flat tyre while driving, the first instinctive reaction isto get mad.

Check Your Progress

1. Define motivation.2. Differentiate between positive

and negative motivation.

NOTES


Motivation and Behaviour The unconscious motivation, of which an individual is unaware, was brought up bySigmund Freud who suggested that unconscious motives are primarily sexual andaggressive in nature and even though unconscious, they greatly influence everydaybehaviour. These unconscious motives are revealed in dreams, symbolism, slips ofspeech (known as Freudian slips) and hypnotic suggestions.

Both the instinctive motivation and unconscious motivation do not stand the scientificanalysis. Contemporary psychologists explain behaviour by complex cognitive andenvironmental interactions.

The concept of motivation came under scientific scrutiny during 1930s and has led toformulation of many theories and models that try to scientifically explain the concept ofmotivation.

7.5 THEORIES OF MOTIVATION

There are basically two types of theories that relate to and define the motivationalprocesses. These are the “content theories” that attempt to determine and specify drivesand needs that motivate people to work and “process theories” that attempt to identifythe variables that go into motivation and their relationship with each other. These theoriesare described in greater detail.

7.5.1 The Content Theories of Work Motivation

The content theories have been developed to explain the nature of motivation in termsof types of need that people experience. They attempt to focus on factors within aperson that initiate and direct a certain type of behaviour or check certain other type ofbehaviour. The basic idea underlying such theories is that people have certainfundamental needs, both physiological and psychological in nature, and that they aremotivated to engage in activities that would satisfy these needs. Thus the nature of needsestablishes the nature of motivation that results in a specific behaviour aimed at reachingthe goal of satisfying such needs.

Some of the more important content theories are:

7.5.2 McGregor’s Theory X and Theory Y

Douglas McGregor (1906–64)9 was a professor of industrial management atMassachusetts Institute of Technology (MIT) for most part of his career. Hiscontribution to management thought lies in his proposal that a manager’s assumptionsabout the role of employees determines his behaviour towards them. According to him,the classical organization - with its highly specialized jobs, centralized decision-makingand communication from top downwards through the chain of command was not justa product of the need for productivity and efficiency, but instead it was a reflection ofcertain basic managerial assumptions about human nature. These assumptions, thatMcGregor somewhat arbitrarily classified were designated as Theory X. Theory Xidentified the classical approach to management based upon the ideas generated in thelate 1800s and early 1900s, and was primarily based upon the assumption abouteconomic rationality of all employees. This evolved around the classical assumption of

NOTES


Motivation and BehaviourAdam Smith that people are motivated by economic incentives and they will rationallyconsider opportunities that provide for them the greatest economic gain. To the classicalthinkers, an efficiently designed job, efficiency centred organization and proper monetaryincentives to workers were the proper tools of motivation.

This approach was effective because it was a product of its times. In the late nineteenthcentury and early twentieth century, technology change was relatively slow andpredictable, labour was abundant, competitors were known and productivity was themain focus.

This approach was based on the following assumptions.

Theory X Assumptions

1. Most people dislike work and avoid it whenever possible.

2. They need to be directed, controlled and threatened with punishment in order to movethem to work and achieve organizational goals.

3. An average person is lazy, shuns responsibility, prefers to be directed, has little ambitionand is only concerned with his own security.

4. Most people avoid leading and want to be led and supervised. They are unwilling toaccept responsibility.

McGregor believed that managers who hold Theory X assumptions are likely to treatworkers accordingly. These managers practice an autocratic management style and mayuse the threat of punishment to induce employee productivity. The communication isprimarily directed downwards and the environment is characterized by minimal manager-employee interaction.

In contrast, Theory Y emphasizes management through employee input and delegationof authority. According to Theory Y, managers make the following assumptions.

Theory Y Assumptions

1. Work is natural to most people and they enjoy the physical and mental effort involvedin working, similar to rest or play.

2. Commitment to goals and objectives of the organization is also a natural state of behaviourfor most individuals.

3. They will exercise self direction and self control in pursuit and achievement oforganizational goals.

4. Commitment to goals and objectives is a function of rewards available, especially therewards of appreciation and recognition.

5. Most people have the capacity for innovation and creativity for solving organizationalproblems.

6. Many individuals seek leadership roles in preference to the security of being led.

Managers who hold Theory Y assumptions treat their workers as responsible personsand give them more lattitude in performing their tasks. Communication ismultidimensional and managers interact frequently with employees. These managersencourage innovation and creativity, minimize the use of supervision and controls andredesign the work to make it more interesting and satisfying with regard to higher levelneeds of workers such as self-esteem and self-actualization. They integrate individualgoals and organizational goals so that with commitment and dedication, both goals areachieved at the same time.

Compared to Theory X, Theory Y has the greater potential to develop positive jobrelationships and motivate employee performance. It must be understood, however, thatin some situations where workers do require close supervision and greater controls,Theory X assumptions are more effective in achieving organizational goals.

NOTES


Motivation and Behaviour7.6 MASLOW’S MODEL

Maslow’s “needs hierarchy theory” is probably the most widely used theory ofmotivation in organizations. Abraham Maslow10 suggested that people have a complexset of exceptionally strong needs and the behaviour of individuals at a particular momentis usually determined by their strongest need. He developed his model of humanmotivation in 1943, based upon his own clinical experience and formulated his theoryof hierarchical needs by asking the same question, “What is it that makes people behavethe way they do?” and made a list of answers from which he developed a pattern. Histheory is based upon two assumptions. First that human beings have many needs thatare different in nature ranging from the biological needs at the lower level that is the levelof survival, to psychological needs at the upper extreme that is the level of growth.Second that these needs occur in an order of hierarchy so that lower level needs mustbe satisfied before higher level needs arise or become motivators. Mahatma Gandhi, theIndian leader, once remarked that “even God cannot talk to a hungry man except interms of food.”11 Similarly, there is a quotation from the Holy Guru Granth Sahib, theholy scripture of Sikhs in India that quotes a holy man saying to God, “Take you rosarybeads away. I cannot worship and meditate on you when I am hungry”. This means thatif the people’s basic needs that are biological in nature are unsatisfied, than their totalattention will be focused upon these needs and it will not be possible to communicatewith them about other matters.

This model of hierarchical needs explains human behaviour in a moredynamic and realistic manner and is primarily based upon people’s inner statesas a basis for motivation and the environmental conditions do not play anysignificant role. Maslow postulates five basic needs arranged in successive levels. Theseneeds continue to change resulting in change in goals and activities. These five needsare arranged in the form as shown. The first three levels of needs at the bottom areknown as “deficiency” needs and they must be satisfied in order to ensure theindividual’s very existence and security and make him fundamentally comfortable. Thetop two sets of needs are termed “growth” needs because they are concerned withpersonal growth, development and realization of one’s potential.

These needs are explained in detail as follows.

Physiological Needs

The physiological needs form the foundation of the hierarchy and tend to have thehighest strength in terms of motivation. These are primarily the needs arising out ofphysiological or biological tension and they are there to sustain life itself and include the

NOTES


Motivation and Behaviourbasic needs for food, water, shelter and sex. Sexual need and desire is not to beconfused with that which is at the third level. Once these basic needs are satisfied tothe degree needed for the sufficient and comfortable operation of the body, then theother levels of needs become important and start acting as motivators.

Security and Safety Needs

Once the physiological needs are gratified, the safety and security needs becomepredominant. These are the needs for self-preservation as against physiological needsthat are for survival. These needs include those of security, stability, freedom fromanxiety and a structured and ordered environment. These safety and security needs arereally provisions against deprivation of satisfaction of physiological needs in the future.It also involves a sense of protection against threats and danger of losing the job in thefuture. In a civilized society such as ours, a person is usually protected from threats ofviolence or extremes in climate or fear of material safety, so that the safety and securityneeds dwell upon economic and job security, life and medical insurance and otherprotective measures to safeguard the satisfaction of physiological needs in the future thatmay be unpredictable.

Love and Social Needs

After the needs of the body and security are satisfied, a sense of belonging andacceptance becomes prominent in motivating behaviour. These needs include the needsfor love, friendship, affection, and social interaction. We look for an environment wherewe are understood, respected and wanted. That is one reason for “polarization” wherepeople of similar background and beliefs tend to group together. “Love they neighbor”has perhaps a profound meaning.

Esteem Needs

The need for esteem is to attain recognition from others that would induce a feelingof self-worth and self-confidence in the individual. It is an urge for achievement,prestige, status and power. Self-respect is the internal recognition. The respect fromothers is the external recognition and an appreciation of one’s individuality as well as hiscontribution. This would result in self-confidence, independence, status, reputation andprestige. People then would begin to feel that they are useful and have some positiveeffect on their surrounding environment.

Self-actualization Needs

This last need is the need to develop fully and to realize one’s capacities and potentialitiesto the fullest extent possible, whatever these capacities and potentialities may be. Thisis the highest level of need in Maslow’s hierarchy and is activated as motivator whenall other needs have been reasonably fulfilled. At this level, the person seeks challengingwork assignments that allow for creativity and opportunities for personal growth andadvancement.

This need is for soul searching and is inner-oriented. A self-actualized person is creative,independent, content, and spontaneous and has a good perception of reality. He isconstantly striving to realize his full potential. Thus, “what a man ‘can’ be, ‘must’ be”.

Maslow’s model is a general model in which all needs interact with eachother to some degree. Needs are not necessarily linear, nor is the order of needs so rigid.The relative dominance of many needs is variable and is continuously shifting. Forexample, a self-actualized person may shift his priority to social needs and love needsinstead of prestige and status, if suddenly there occurs a vacuum due to loss of a lovedone. Similarly, a person may not go to the higher need, even when his lower needs are

NOTES


Motivation and Behaviour satisfied. It is also likely that a well-prepared elite person may decide to enter a communewhere there is overwhelming emphasis on love and affection rather than climb thecorporate ladder.

Maslow’s theory made management aware that people are motivated by a wide varietyof needs and that management must provide an opportunity for the employees to satisfythese needs through creating a physical and conceptual work environment, so thatpeople are motivated to do their best to achieve organizational goals.

The first level needs in the hierarchy, the physiological needs can be satisfied throughsuch organizational efforts and incentives as adequate wages and salary, acceptableworking conditions in order to improve comfort, and avoid fatigue, more leisure timeand acceptable work environment in terms of lighting, ventilation, rest rooms, workingspace, heat and noise level. Some bonuses and other fringe benefits will be highlymotivational.

The second level needs of safety and security can be satisfied through management’sinitiative to provide life insurance, medical insurance, job security, cost of livingincrements, pension plans, freedom to unionize, and employee protection againstautomation. The economic security to some degree is provided by law in the form ofminimum wages, unemployment benefits, and welfare benefits. Similarly, unions protectemployees against discrimination and indiscriminate firing.

Since first level physiological needs and second level security needs are primarily metby business, industrial, societal and legal environment, management must take steps tosatisfy higher level needs and must establish as to which of these needs are the strongersources of motivation.

When the third level needs of love and affiliation become motivators, then people findan opportunity in their work environment for establishing friendly interpersonalrelationships. The management can satisfy these needs by:

∑ Providing opportunities for employees to interact socially with each other throughcoffee breaks, lunch facilities and recreational activities such as organized sportsprogrammes, company picnics and other social get togethers.

∑ Creating team spirit by keeping work groups informal wherever possible with friendlyand supportive supervision.

∑ Conducting periodic meetings with all subordinates to discuss matters pertaining topersonal achievements and contributions as well as organizational developements.

The fourth level needs of self-esteem involve a feeling of satisfaction and achievementand recognition for such achievement. The management can take the following steps tosatisfy these needs:

∑ Design more challenging tasks and provide positive feedback on performance ofemployees.

∑ Give recognition and encouragement for performance and contribution and delegateadditional authority to subordinates.

∑ Involve subordinates in goal setting and decision-making processes.

∑ Provide adequate training and executive development programmes to help employeessuccessfully accomplish their goals and increase their competency on their jobs.

∑ Provide some of the symbols for status and respect, such as executive level job title,private secretary, privileged parking, promotion, company car, stock options and write-ups about achievements in the company newsletters.

NOTES


Motivation and BehaviourThe fifth and top-level needs of self-actualization demand growth and creativity and themanagement can take the following steps to satisfy these needs.

∑ The employees should be given an opportunity to shape their own jobs.

∑ Give employees the freedom of expression. This will open the channels ofcommunications further and give the employees an opportunity to get involved.

∑ Encourage and develop creativity among employees. Creativity is tied in with freedomof expression and freedom of movement.

Maslow believed that from the point of organizational behaviour, the management shouldstrive to create an organizational hierarchy. Research has established that top managersgenerally are more able to satisfy their higher level needs than lower level managers whohave more routine jobs. Blue collar workers who have very little freedom over joboperations may not even experience the higher level need.12

7.7 ERG THEORY

The ERG need theory, developed by Clayton Alerter, is a refinement of Maslow’s needshierarchy.13 Instead of Maslow’s five needs, ERG theory condenses these five needs intothree needs. These three needs are those of Existence, Relatedness and Growth. The E,R and G are the initials for these needs.

Existence needs These needs are roughly comparable to the physiological and safetyneeds of Maslow’s model and are satisfied primarily by material incentives. They includeall physiological needs of Maslow’s model and such safety needs that are satisfied byfinancial and physical conditions rather than interpersonal relations. These include theneeds for sustenance, shelter and physical and psychological safety from threats topeople’s existence and well-being.

Relatedness needs Relatedness needs roughly correspond to social and esteem needsin Maslow’s hierarchy. These needs are satisfied by personal relationships and socialinteraction with others. It involves open communication and honest exchange ofthoughts and feelings with other organizational members.

Growth needs These are the needs to develop and grow and reach the full potential thata person is capable of reaching. They are similar to Maslow’s self-actualization needs.These needs are fulfilled by strong personal involvement in the organizationalenvironment and by accepting new opportunities and challenges.

A rough similarity between ERG theory and Maslow’s theory is as follows:

ERG theory differs from Maslow’s theory in proposing that people may be motivatedby more than one kind of need at the same time. While Maslow proposes that in thehierarchy of needs, a person will satisfy the lower level needs before he moves up tothe next level of needs and will stay at these needs until they are satisfied, ERG theorysuggests that if a person is frustrated in satisfying his needs at a given level, he willmove back to the lower level needs. For example, assume that a manager’s existenceneeds are fully satisfied and he looks for more challenging tasks to satisfy his self-esteem needs. If his efforts are frustrated in meeting these challenges, he will move backto existence needs and may ask for more material benefits.

NOTES


Motivation and BehaviourMaslow ERG

Self-actualization

Self-esteem (upper level)Growth

Self-esteem (lower level)

SocialRelatedness

Safety

PhysiologicalExistence

7.8 McCLELLAND’S THEORY OF NEEDS

Since the lower level needs in Maslow’s model are generally satisfied by the business,societal and legal systems, they are no longer strong motivators. Studies conducted byHarvard psychologist David McClelland14 concluded that from the organizationalbehaviour point of view, the most prominent need is the “achievement motive” andaffiliation. The primary motive is the “achievement motive” and is defined as a “desireto succeed in competitive situations based upon an established or perceived standard ofexcellence.”

Individuals with a strong “need for achievement” (known as n Ach), ask for, accept andperform well in challenging tasks, that require creativity, ingenuity and hard work. Theyare constantly preoccupied with a desire for improvement and look for situations inwhich successful outcomes are directly correlated with their efforts so that they canclaim credit for success. They take moderate and calculated risks and prefer to get quickand precise feedback on their performance. They set more difficult but achievable goalsfor themselves because success with easily achievable goals hardly provides a sense ofachievement. They desire greater pleasure and excitement from solving a complexproblem than from financial incentives or simple praise.

The “need for power” (n Pow) is the desire to affect and control the behaviour of otherpeople and to manipulate the surroundings. Power motivation, when applied positively,results in successful mangers and leaders who prefer democratic style of leadership.Power motivation, applied negatively, tends to create arrogant autocratic leadership. Theindividuals who are high in “n Pow” are described by Litwin and Stringer15 as follows.

“They usually attempt to influence others directly—by making suggestions, by givingtheir opinions and evaluations and by trying to talk others into things. They seekpositions at leadership in group activities, whether they become leaders or are seen onlyas “dominating individuals” depends on other attributes such as ability and sociability.They are usually verbally fluent, often talkative, sometimes argumentative.”

These individuals tend to be superior performers and show high degree of loyalty to theorganization. They are more mature, with a strong sense of justice and equity and arewilling to sacrifice their own self interests for the sake of organizational interests.

The “need for affiliation” (n Aff) is related to social needs and reflects a desire forfriendly and warm relationships with others. Individuals tend to seek affiliation withothers who have similar beliefs, backgrounds and outlook on life. This results in theformation of informal groups and informal organizations. It is evident in social circlesalso that people mix with people of their own kind. Individuals with high “n Aff” tendto get involved in jobs that require a high amount of interpersonal contacts and relationssuch as jobs in teaching and public relations. From organizational behaviour point ofview, these individuals are highly motivated to perform better in situations wherepersonal support and approval are tied to performance. They tend to avoid conflict andexhibit strong conformity to the wishes of their friends.

NOTES


Motivation and Behaviour7.9 HERZBERG’S TWO-FACTOR THEORY

Fredrick Herzberg and his associates developed the two-factor theory in the late 1950sand early 1960s.16 As part of a study of job satisfaction, Herzberg and his colleaguesconducted in-depth interviews with over 200 engineers and accountants in the Pittsburgharea. The researchers felt that a person’s relation to his work is a basic one and thathis attitude towards work would determine his organization related behaviour. Therespondents were required to describe in detail the type of environment in which theyfelt exceptionally good about their jobs and the type of environment in which they feltbad about their jobs. It seems natural to believe that people who are generally satisfiedwith their jobs will be more dedicated to their work and perform it well as comparedto those people who are dissatisfied with their jobs. If the logic seems justified, then itwould be useful to isolate those factors and conditions that produce satisfaction with thejob and those factors that produce dissatisfaction.

The basic questions that were asked in the survey were the following two:

(a) What is it about your job that you like? and

(b) What is it about your job that you dislike?

Based upon the answers it was concluded that there are certain characteristics or factorsthat tend to be consistently related to job satisfaction and there are other factors that areconsistently related to job dissatisfaction. Herzberg named the factors that are related tojob satisfaction as motivational factors, that are intrinsic in nature and factors related tojob dissatisfaction as maintenance or hygiene factors, that are extrinsic in nature. Thesefactors are described in detail as follows.

Hygiene Factors

Hygiene factors do not motivate people. They simply prevent dissatisfaction and maintainstatus quo. They produce no growth but prevent loss. The absence of these factorsleads to job dissatisfaction. The elimination of dissatisfaction does not mean satisfactionand these factors simply maintain a “zero level of motivation”. For example, if a personindicated “low pay as a cause of dissatisfaction, it would not necessarily identify “highpay” as a cause of satisfaction.

Some of the hygiene factors are

∑ Wages, salary and other types of employee benefits.

∑ Company policies and administration rules that govern the working environment.

∑ Interpersonal relations with peers, supervisors and subordinates. Cordial relations withall will prevent frustration and dissatisfaction.

∑ Working conditions and job security. The job security may be in the form of tenure orit could be supported by a strong union.

∑ Supervisor’s technical competence as well as the quality of his supervision. If thesupervisor is knowledgeable about the work and is patient with his subordinates andexplains and guides them well, the subordinates would not be dissatisfied in this respect.

All the hygiene factors are designed to avoid damage to efficiency or morale and theseare not expected to stimulate positive growth.

The word “hygiene” is taken from the medical field, where it means taking steps tomaintain your health but not necessarily improve it. For example, brushing your teethhelps prevent cavities but does not improve the condition of your teeth. Similarly,hygiene factors in this theory of motivation prevent decay but do not encourage growth.

Hawthorne experiments were highly conclusive in suggesting that improvements inworking conditions or increments in financial benefits do not contribute to motivatedperformance. A new plant or upgraded facilities at a plant seldom motivate workers if

NOTES


Motivation and Behaviour they do not enjoy their work and these physical facilities are no substitute for employeefeelings of recognition and achievement.

Motivational Factors

These factors are related to the nature of work (job content) and are intrinsic to the jobitself. These factors have a positive influence on morale, satisfaction, efficiency andhigher productivity. Some of these factors are :

The job itself To be motivated, people must like and enjoy their jobs. They becomehighly committed to goal achievement and do not mind working till late hours in orderto do what is to be done. Their morale is high as evidenced by lack of absenteeism andtardiness.

Recognition Proper recognition of an employee’s contribution by the management ishighly morale boosting. It gives the workers a feeling of worth and self esteem. It ishuman nature to be happy when appreciated. Thus such recognition is highlymotivational.

Achievement A goal achievement gives a great feeling of accomplishment. The goalmust be challenging, requiring initiative and creativity. An assembly line worker finishinghis routine work hardly gets the feeling of achievement. The opportunities must exist formeaningful achievement, otherwise workers become sensitized to the environment andbegin to find faults with it.

Responsibility It is an obligation on the part of the employee to carry out the assignedduties satisfactorily. The higher the level of these duties, the more responsible the workerwould feel and more motivated he would be. It is a good feeling to know that you areconsidered a person of integrity and intelligence to be given a higher responsibility. It isa motivational factor that helps growth.

Growth and advancement These factors are all interrelated and are positively relatedto motivation. Job promotions, higher responsibility, participation in central decision-making and executive benefits are all signs of growth and advancement and add todedication and commitment of employees.

Herzberg’s two-factor model is tied in with Maslow’s basic model in that Maslow ishelpful in identifying needs and Herzerg provides us with directions and incentives thattend to satisfy these needs. Also the hygiene factors in Harzberg’s model satisfy the firstthree levels of Maslow’s model of physiological needs, i.e. security, safety and socialneeds and the motivational factors satisfy the two higher level needs of esteem and self-actualization.

7.10 EVALUATION OF THE THEORY

Some researchers do not agree with Herzberg’s model as being conclusive, since theresults were based primarily on the responses of white collar workers (accountants and

Check Your Progress

3. What are various theories of

motivation?

NOTES


Motivation and Behaviourengineers) and do not necessarily reflect the blue collar workers’ opinion who mayconsider hygience factors as motivational factors. Some studies have found that theeffects of hygience factors and motivational factors are totally reversed on somepeople.17 They are highly motivated by financial rewards, organized supervision, well-defined work rules, pleasant working environment and positive employee interaction anddo not give much importance to achievement and self-actualization.

Another criticism about Herzberg’s two-factor theory dwells upon the method ofresearch and data collection. The theory was developed on the basis of “critical incident”method. According to this method, the respondents were asked to indicate particularincidents that they felt were associated with their satisfaction or dissatisfaction withjobs. This means that the theory is “method bound” and studies that use other methodsfor measuring satisfaction and dissatisfaction fail to support the validity of Herzberg’stheory.18

Furthermore, the theory does not take into consideration individual differences in valuesand outlook as well as the indivdual’s age and organizational level.

However, this theory has contributed to one management program that has lent itself tothe enhancement of motivators. It provides valuable guidelines for structuring the jobsin order to include within the job content such factors that bring about satisfaction.

7.11 PORTER LAWLER MODEL

The Porter Lawler model was developed by Lyman W. Porter and Edward E. Lawler as acomplete version of motivation depending upon the expectancy theory. The Porter Lawlermodel says that the levels of motivation are based more on the value that individuals placeon the reward. The following figure shows the porter lawler model.

Value of rewards

Ability todo specifictask

PerceivedEquitablerewards

Satisfaction

IntrinsicrewardsPerformance

Accomplish-ment

Perception of taskrequired

Extrinsicrewards

Perceived effort reward probability

Effort

The actual performance in a job is mainly determined by the effort spent by an individual toperform a particular job. It is also affected by the ability of an individual to do the job andalso by perception that an individual has about the required task. Therefore, performance isthe responsible factor that leads to intrinsic as well as extrinsic rewards. These providesjob lead to satisfaction to an individual. Hence, satisfaction of the individual depends uponthe fairness of the reward.

The porter lawler model is based on the Vroom’s model but it is more complex in a numberof ways. According to this model, increased effort does not automatically lead to improvedperformance because individuals may not possess the necessary abilities needed to achievehigh levels of performance. It is also because they may have an inadequate or wrongperception of how to perform the necessary tasks. Individuals may exert considerablywithout understanding how to direct effort effectively. This does not lead him to goodperformance but rather gives less output than expected.

NOTES


Motivation and Behaviour7.12 VROOM’S EXPECTANCY MODEL

The expectancy model is based upon the belief that motivation is determined by thenature of the reward people expect to get as a result of their job performance. Theunderlying assumption is that a man is a rational being and will try to maximize hisperceived value of such rewards. He will choose an alternative that would give him themost benefit. People are highly motivated if they believe that a certain type of behaviourwill lead to a certain type of outcome and their extent of personal preference for thattype of outcome.

There are 3 important elements in the model.1 These are:

Expectancy This is a person’s perception of the likelihood that a particular outcomewill result from a particular behaviour or action. This likelihood is probabilistic in natureand describes the relationship between an act and its outcome. For example, if a studentworks hard during the semester, he will expect to do well in the final examination. Itis not 100% definite that he will indeed do well in the examination. There is someprobability attached to this outcome. Similarly, if a person works hard, he may expectto perform better and increase productivity.2 For example, a worker works hard and isabsolutely certain (expectancy = 1.0) that he can produce an average of 15 units a dayand 60% certain (expectancy = 0.6) that he can produce a high of 20 units per day. Thisexpectation of outcome is known as “first level” outcome.

Instrumentality This factor relates to a person’s belief and expectation that hisperformance will lead to a particular desired reward. It is the degree of association offirst level outcome of a particular effort to the second level outcome—that is the ultimatereward. For example, working hard may lead to better performance—which is the firstlevel outcome, and it may result in a reward such as salary increase or promotion orboth—which is the second level outcome. If a person believes that his high performancewill not be recognized or lead to expected and desired rewards, he will not be motivatedto work hard for better output. Similarly, a professor may work hard to improve uponhis techniques of teaching and communication (first level outcome) in order to getpromotion and tenure (second level outcome). Accordingly, instrumentality is theperformance-reward relationship.

Valence Valence is the value a person assigns to his desired reward. He may not bewilling to work hard to improve performance if the reward for such improvedperformance is not what he desires. It is not the actual value of the reward but theperceptual value of the reward in the mind of the worker that is important. A person maybe motivated to work hard not to get a pay raise but to get recognition and status.Another person may be more interested in job security than status.

According to this model of motivation, a person’s level of effort (motivation) dependsupon:

Expectancy A worker must be confident that his efforts will result in betterproductivity and that he has the ability to perform the task well.

Instrumentality The worker must be confident that such high performance will beinstrumental in getting desired rewards.

Valence The worker must value these rewards as desired and satisfactory. Hencemotivation is related to all these three factors as:

Motivational Force (M) = Expectancy (E) × Instrumentality (I) × Valence (V)

or M = (E × I × V)

NOTES


Motivation and BehaviourAs the relationship suggests, the motivational force will be the highest when expectancy,instrumentality and valence are all high and the motivational value is greatly reducedwhen any one or more of expectancy, instrumentality or valence approaches the valueof zero.

The Vroom model can be graphically depicted as follows:

Motivationalforce

Outcome1

First leveloutcome

Outcome2

Second leveloutcome

Reward1

Reward2

Reward3

Reward1

Reward2

Reward3

Instrumentality

Expectancy

The management must recognize and determine the situation as it exists and take stepsto improve upon these three factors of expectancy, instrumentality and valence for thepurpose of behavioural modification so that these three elements achieve the highestvalue individually. For example, if a worker exhibits a poorly motivated behaviour, itcould be due to:

Low effort-performance expectancy The worker may lack the necessary skills andtraining in order to improve the relationship between effort and performance.

Low performance-reward instrumentality relationship The worker may believe thatsimilar performance does not lead to similar rewards. The reward policy may beinconsistent and may depend upon factors other than simply the performance, that theworker may be aware of or may not consider fair. For example, a professor may doresearch and have professional articles published in order to get a promotion and mayfind out later that more weight was given to community service rather than research atthe time of promotion. Accordingly, the performance appraisal methods and theassociated performance rewards may not be equitable. Management must re-evaluate theappraisal techniques and formulate policies that strengthen performance rewardrelationship in a consistent, fair and equitable manner.

Low reward-valence relationship Since the mangers may look at the value of a rewarddifferently than the worker, the management must investigate the desirability of therewards that are given on the basis of performance. While monetary benefits may bemore desirable for some workers, the need to be formally appreciated may be a morevaluable reward for others for similar task oriented activities. Vroom’s model tries toexplain as to what factors affect a person’s choice of a particular course of actionamong all available alternatives and why a person would be better motivated towardsachievement of certain goals as compared to some other goals. Accordingly, managersmust understand and analyze the preferences of particular subordinates in order to

NOTES


Motivation and Behaviour design “individualized motivational packages” to meet their needs, keeping in mind thatall such packages should be perceived as generally fair by all concerned parties.

7.13 SUMMARY

People’s work performance depends upon their ability to do their assigned work as wellas their “will” to do so. Stronger “will” reflects stronger motivation to achieve a goal.The word motivation is derived from motive, which is a need or a desire requiringmovement towards the goal of achievement of such need and desire. It is an action,movement or behaviour that must fulfill the unsatisfied need.

The motivation can be positive that requires appreciating employee’s efforts resulting inbetter performance or it could be negative that induces fear and punishment for lessefforts. Motivation can also be induced by external factors such as financial rewards forbetter output or it could be intrinsic in nature that is inner-generated. This means thataccomplishing something worthwhile motivates the employee further and this motivationis independent of financial rewards.

Historically speaking, the concept of motivation can be traced back twenty-three centuriesas reflected in the Greek and Indian writings. These earlier philosophies proposed that weare motivated to do what brings us the best results for our benefit. Similarly, the Greekconcept of Hedonism is based upon realizing maximum pleasure while at the same timeevading pain and discomfort. This brings in the concept of rationality where our actionsbecome utility oriented. These views were held over a long period of time so that theconcept of motivation came under scientific study and investigation only in the early1930s. This study led to a number of theories and models.

The content theories of work motivation explain the nature of motivation in terms oftypes of need that people experience. The concept of motivation is explained by the factthat people have certain fundamental needs, both physiological and psychological innature and that they are motivated to engage in activities that would satisfy these needs.

Abraham Maslow built the needs into an hierarchy in order of priority. The mostfundamental needs are the physiological needs such as food, clothing, shelter and so on.Then in order came the needs for safety and security, as love and affection, need forrespect and self-esteem and finally the self-actualization need that is considered to be theultimate fulfillment of life. Management can motivate workers by identifying their needlevel and taking steps to fulfill these needs.

ERG theory, developed by Clayton Alerter, condenses the five needs proposed byMaslow into three and ERG stands for Existence, Relatedness and Growth. Theexistence needs are roughly comparable to physiological and safety needs of Maslow’smodel and are satisfied primarily by material incentives. Relatedness needs roughlycorrespond to social and self-esteem needs and finally, the growth needs are similar toself-actualization needs.

McClelland’s theory of needs is based upon the premise that lower level needs inMaslow’s model are generally taken care of by business, societal and legal systems andhence are no longer motivators. According to this theory, the most prominent need fromorganizational behaviour point of view is the need for achievement, power and affiliation.The individuals with a high degree of need for achievement, power and affiliation arehighly motivated to move towards fulfilling these needs at the highest levels.

Herzberg’s two-factor theory classifies all the work related factors into two categories.First category contains factors that are known as hygiene factors. These factors preventdissatisfaction but do not motivate. Some of these factors are wages and benefits,

NOTES


Motivation and Behaviourworking conditions, organizational rules and policies, cordial relations with peers andsuperiors, job security and so on. These factors are designed to avoid damage toefficiency or morale and are not expected to stimulate positive growth. Motivationalfactors on the other hand have a positive influence on morale, satisfaction, efficiencyand higher productivity. These are the type of jobs one enjoys, recognition for employeeinput and performance, a feeling of accomplishment, increased responsibility andauthority and growth and advancement with the organization.

7.14 EXERCISES AND QUESTIONS

1. Motivation is defined as a drive that tries to satisfy an existing unsatisfied need. Is thisdrive within you as an inherited trait or is it the force of environmental factors thatcreated this drive? Give examples.

2. There are four sources of motivation. Which source do you think is the most suitablein free economic society as ours and why?

3. Can the negative or fear type of motivation produce lasting positive effects on behaviourand morale? Support your reason.

4. Maslow’s model of hierarchical needs lists the needs in order of priority so that firstlevel needs must be satisfied before the second level needs become motivators and soon. How rigid is this order of priority? Explain as to what circumstances would justifya different order of priority.

5. What can the management do to satisfy the various level needs of workers as shown inMaslow’s model?

6. Explain in detail the ERG theory of motivation. How does it significantly differ fromMaslow’s model of motivation?

7. According to McClelland’s theory of needs, the primary motive is the need to succeedin competitive situations. Do you agree with this concept? Explain your reasons.

8. Herzberg disagrees with Maslow to the extent that while Maslow believes that the firstthree level needs, such as physiological, safety and social needs, are motivators, Herzbergbelieves these to be hygiene factors and not motivators. Which view do you agree withand why?nswers to ‘Check Your Progress’

7.15 ANSWERS TO ‘CHECK YOUR PROGRESS’

1. Motivation represents an unsatisfied need which creates a state of tension ordisequilibrium, causing the individual to move in a goal directed pattern towards restoringa state of equilibrium, by satisfying the need.

2. Positive motivation Positive motivation involves proper recognition of employeeefforts and appreciation of employee contribution towards the organizational goalachievement.

Negative or fear motivation This motivation is based upon the use of force, power,fear and threats. The fear of punishment or unfavourable consequences affects thebehavioural changes.

3. McGregor’s Theory, Maslow’s needs hierarchy theory, ERG theory, McClelland’stheory of needs, Herzberg-s two-factor theory

NOTES


Motivation and Behaviour7.16 FURTHER READING

1. Johns, Gary, Organizational Behavior: Understanding Life at Work, Scott Foresmanand Company.

2. Mintzberg, Henry, The Nature of Managerial Work, Harper & Row.

3. Wren, W.A., The Evolution of Management Thought, John Wiley & Sons.

NOTES


Motivation and BehaviourCASE STUDY

Dr. Ranga comes from a very highly placed family of South India. His father was MajorGeneral in the armed forces and his mother, an educated housewife, was very ambitious andaggressive in teaching her children the value of success, competition and achievement. Allthe five children in the family are very well settled in various fields.

Dr. Ranga, the second son and the third child in the family was specially loved and attendedto by the mother because he was exceptionally bright and from a very early age, expressedhis desire to become a doctor. He went to the best convent school, was accepted in oneof the finest medical schools in India and completed his MBBS degree in 5 years, specializingin neurosurgery.

After spending two years in medical residency in a hospital in India, he went to Americain 1974 and started working in a hospital. He was highly diligent, hardworking and becameknown as one of the best neurosurgeons in the hospital by 1980. In the meantime, he wentto India in 1976, got married and had one daughter. He was making very good money andwas considered as one of the most successful and affluent Indian doctors in the Indian socialcircles.

In 1984, one of Dr. Ranga’s old friends from India, Dr. Singh, who had also settled in Americavisited an Indian restaurant for dinner. He was most surprised to see Dr. Ranga sitting lotusstyle on the floor playing an Indian musical instrument known as sitar. His total incomefrom playing the instrument for the guests including tips came to less than $100 for theday. Dr. Singh greeted Dr. Ranga with affection but wanted to know what was going on.The conversation went something like this.

Dr. Singh: Dr. Ranga! My God! What a surprise? I have not seen you for ages. I heard youare working in a hospital as a neurosurgeon and I assume you are playing the sitar just asa hobby.

Dr. Ranga: No Dr. Singh. I am not playing the sitar as a hobby. I am playing it as aprofession. I have always liked music and it gives me a lot of peace of mind. My needsare limited and I make enough money to satisfy these needs.

Dr. Singh: But Dr. Ranga, you spent a lifetime being a doctor, a very good neurosurgeon—with unlimited money potential. You could afford the most beautiful house, the best car andanything else you wanted. Everybody wants the best in materialistic possessions. They arethe best motivators to work harder, achieve more in your professional life and be successful.I feel bad that you have to give up all that.

Dr. Ranga: But I have achieved all I wanted to achieve. I made a lot of money and I haveeverything material that I need. These material things are no longer motivators to me. NowI want to know myself. I want to understand the purpose of life. I want to be happy. AndI am happy. I am what I want to be and I do what makes me happy. Isn’t happiness theultimate goal in life anyway?

Dr. Singh: Well, you are right on that point and I wish you best of luck.

Questions

1. What has Dr. Ranga lost by giving up his job and medical practice and what has he gainedinstead?

2. How does Maslow model of motivation explain and justify his behaviour?

3. What do you think might have prompted Dr. Ranga to change his entire outlook on life?Knowing what you know, do you think his change in behaviour was a gradual processbuilding within him or is it possible that some sort of crisis situation suddenly affected thischange?

4. How does McClelland’s theory of needs fit in with this situation where McClelland’stheory emphasizes achievement, power and affiliation as the primary motivators in anorganizational setting?

5. Do you think that the fact that Dr. Ranga is from India where cultural values emphasizeharmony with God and that a man’s life is predestined, as compared to American values ofindividualized achievement and the belief that the man is the architect of his own fortune,has something to do with his decision to change his life style and behaviour?

NOTES


Motivation and Behaviour References

1. Viteles, Morris S., Motivation and Morale in industry, W.W. Norton, 1953, p. 73.

2. Katerberg, R. and G. Blau, “An Examination of Level and Direction of Effort and JobPerformance,” Academy of Management Journal, Vol. 26, 1983, pp. 249–257.

3. Memoria, C.B., Personnel Management, Himalaya Publishing House, 1982.

4. Dwivedi, R.S., Human Relations and Organizational Behaviour, Oxford & IBHPublishing, India, 1987, p. 366.

5. Pinder, Craig, Work Motivation, Scott Foresman, 1984.

6. Mill, John Stuart, Utilitarianism, Liberal Arts Press, New York, 1949.

7. Hilgrad, Ernest R. and Richard C. Atkinson, Introduction to Psychology, Harcourt,Brace and World, New York, 1967.

8. Freud, Sigmund, Civilization and Its Discontents, Hogarth Press, London, 1930.

9. Douglas McGregor, The Human Side of Enterprise, McGraw Hill, 1960.

10. Maslow, A., A Theory of Human Motivation, Psychological Review, Vol. 80, 1943, pp.370–396.

11. Quoted in Robert A. Barton, Understanding Human Relations: A Practical Guide toPeople at Work, Allyn & Bacon, 1985, p. 111.

12. Naylor, J.R., Pritchard and D.A. Ilgen, Theory of Behavior in Organizations, AcademicPress, 1980.

13. Aldefer, Clayton P., Existence, Relatedness and Growth, Free Press, New York, 1972.

14. McClelland, David, C: J.W. Atkinson; R.A. Clark and E.L. Lowell, The AchievementMotive, Appleton Century Crofts, New York, 1953.

15. Litwin, G.H. and R.A. Stringer Jr., Motivation and Organizational Climate, HarvardUniversity, Graduate School of Business Administration, Division of Research, 1968.

16. Herzberg, Fredrick; Bernard Mausner and Barbara Snyderman, The Motivation to Work,John Wiley, New York, 1959.

17. Malinovsky, Michael R. and John R. Barry, “Determinants of work Attitudes”, Journalof Applied Psychology, December 1965. pp. 446–451.

18. Hulin, Charles L. and Patricia Smith, “An Empirical Investigation of Two Implicationsof the Two-Factor Theory of Job Satisfaction”, Journal of Applied Psychology, October1967, pp. 396–402.

All rights reserved. No part of this publication which is material protected by this copyright noticemay be reproduced or transmitted or utilized or stored in any form or by any means now known orhereinafter invented, electronic, digital or mechanical, including photocopying, scanning, recordingor by any information storage or retrieval system, without prior written permission from the Publisher.

Information contained in this book has been published by VIKAS® Publishing House Pvt. Ltd. and hasbeen obtaine1d by its Authors from sources believed to be reliable and are correct to the best of theirknowledge. However, the Publisher, its Authors & Mahatma Gandhi University shall in no event beliable for any errors, omissions or damages arising out of use of this information and specificallydisclaim any implied warranties or merchantability or fitness for any particular use.

Vikas® is the registered trademark of Vikas® Publishing House Pvt. Ltd.

VIKAS® PUBLISHING HOUSE PVT LTDE-28, Sector-8, Noida - 201301 (UP)Phone: 0120-4078900 � � Fax: 0120-4078999Regd. Office: 576, Masjid Road, Jangpura, New Delhi 110 014Website: www.vikaspublishing.com � Email: [email protected]

UBS The Sampuran Prakash School of Executive EducationGurgaon, Haryana, Indiawww.ubs.edu.in

Copyright © Author, 2010

UNIT 7 MOTIVATION AND BEHAVIOUR MODULE - unext.in · UNIT 7 MOTIVATION AND BEHAVIOUR Structure ... 7.4 Historical Development 7.5 Theories of Motivation ... To understand the nature

Documents