UNIT 6

BASIC MOTIVATION CONCEPTS

 Definition
 Early theories of Motivation – Hierarchy of needs,
Theory X & Y, Two Factor theory
 Contemporary theories – ERG theory, Mc Clleland’s
trio of needs, Goal setting theory, Reinforcement
theory, Flow and intrinsic motivation theory,
Expectancy theory
 Motivation across cultures.
 Case study
 MOTIVATION
 Derived from a Latin word- movere which means “to move

 May be defined as a driving force that propels a person to

do a particular action.

 Can also be defined as a complex of forces inspiring a

person at work. It is something that moves a person into
action.

 It is a function that kindles a burning passion for action

among human beings.
 MOTIVATION

POTENTIAL ABILITY MOTIVATION

=
PERFORMANCE (A) (M)
(P)

A determines “What he can do”

M determines “What he will do”

When M is strong and positive – employee output increases.

When M is weak and negative – employee performance is low.
 MOTIVATION
DRIVE/
GOALS MOTIVE

NEED

THREE INTERACTING & INTERDEPENDENT ELEMENTS IN

MOTIVATIONAL PROCESS
 THE PROCESS OF MOTIVATION

SEARCH
UNSATISFIED CREATES BEHAVIOUR
NEED TENSION (DRIVE/
ACTION)

GOAL NOT
GOAL ACHIEVED
ACHIEVED

TENSION
FRUSTRATION
RELIEVED
 TRADITIONAL ASSUMPTIONS
ABOUT PEOPLE
THEORY X THEORY Y

1. People dislike work and avoid it. Work is as natural as play.

2. People need to be coerced and Self direction and self control

control needs to be exercised. present in individuals.

3. People try to avoid responsibilities People have potential and they

as far as possible. are willing to take responsibilities.

4. Not ambitious Ambitious.

5. Managerial role is to force people Managerial role is to develop

to work and control them. potential in employees and help
them realize that potential.
 Mc CLELLAND’S LEARNED
NEEDS
 Needs are acquired through interaction with
environment

 Not a hierarchy, but degrees of each type of

motive

 Three types of motives-

Achievement motive (N Ach)
Affiliation motive (N Aff)
Power motive (N Pow)
 CLASSIFICATION OF MOTIVES
(Given by Mc Clleland)
• ACHIEVEMENT MOTIVE – drive to accomplish objectives,
to excel, work harder, climb
ladder of success, want feedback,
moderate risk takers

2. AFFILIATION MOTIVE – drive to relate with people, want

co-operation, mutual understanding,
seek friends around them

3. POWER MOTIVE - drive to influence people, control them

have all authority, create impact,
risk takers, want to lead rather than
follow.
 MASLOW’S HIERARCHY OF
NEEDS
 Most well known theory of needs.
 Needs organised in a series of levels or hierarchy.
Man is a “Perpetually wanting animal”. When one need is
satisfied he aspires for the next higher one.

Social
Higher Order Self esteem
(Growth needs)
 Needs can be Self-actualisation
Physiological
Lower Order
(Striving needs) Safety

 No need can be fully satisfied; partial satisfaction of one

need leads to the next level
 MASLOW’S HIERARCHY OF
NEEDS

HIGHER Self actualisation- to

become what one is capable of
ORDER
NEEDS
Self-esteem-ego satisfying

Social-love, affection, caring,

friendly relations
LOWER Safety- emotional, physical,
ORDER job security
NEEDS Physiological- food, shelter
, clothing.
 MASLOW’S HIERARCHY OF
NEEDS
CRITICAL ANALYSIS:

Research does not validate the theory.

Movement is from lower level to higher level and it

happens when lower order is reasonably satisfied.
What is reasonable ?- cannot be measured

A rigid hierarchy is suggested which is not true in all cases.

 HERZBERG’S TWO FACTOR
THEORY
 Given by Frederick Herzberg.

 Used “Critical Incident Method” for this study. Asked

workers to remember incidents when they felt good &
bad about their jobs.

Some factors prevent job dissatisfaction and some variables

produce motivation
Motivational Factors/Satisfiers
 Gave Two Factors (produce motivation)

Hygiene Factors/Maintenance Factors

(prevent job dissatisfaction)
Herzberg’s
High
Two Factor Theory
Motivation

No Motivation

No Dissatisfaction

Dissatisfaction
Low High Low High
Hygiene Motivators
 HERZBERG’S TWO FACTOR
THEORY
HYGIENE/MAINTAINANCE MOTIVATIONAL/SATISFIERS
Absence of these factors Absence of these does not
cause dissatisfaction cause dissatisfaction.
Presence of these factors Presence of these factors
will not bring strong bring strong motivation.
motivation. These are-Achievement,
Necessary to maintain recognition, advancement, work
status quo. itself, personal growth,
These are-Company policy responsibility.
&administration, technical Directly related to job
supervision, Interpersonal content. So, intrinsic to the
relations with seniors; job.
peers; sub-ord, salary, job
security, personal life, work
condition,status.
Related to job context.
Extrinsic to job.
 HERZBERG’S TWO FACTOR
THEORY
CRITICAL ANALYSIS:
 Herzberg assumes there is a relationship between
productivity & satisfaction. His research focused only
on satisfaction.
 Used “Critical Incident Method” for this study. Procedure
limited as you might not recollect some important things
during time of study.
 Said there are different continuum for satisfaction and
dissatisfaction.

satisfaction No satisfaction Acc to

Herzberg
Dissatisfaction No dissatisfaction

Satisfaction Dissatisfaction Others

 ALDERFER’S ERG THEORY
 Reworked on Maslow’s Hierarchy.

 Three group of core needs- Existence (E)

Relatedness (R)
Growth (G)
 Existence (E) – Physiological & Security

 Relatedness (R) – Social & External Esteem Needs

 Growth (G) – Internal Esteem & Self actualisation Needs

ALDERFER’S ERG THEORY

MASLOW’S
ERG THEORY
NEED HIERARCHY

Self actualisation
GROWTH
Internal
Esteem
External RELATEDNESS
Social

Security
EXISTENCE
Physiological
ERG MODEL OF MOTIVATION

Frustration-Regression Satisfaction-Progression

Growth Needs

Relatedness Needs

Existence Needs
 ALDERFER’S ERG THEORY
 More than one need can be operative at a time.

 Progression is not always from lower to higher level.

 Frustration regression phenomenon present – When

unable to satisfy upper level needs, the individual will
revert to satisfying lower level needs

 Chronic needs (persist over a period of time) vs Episode

needs (situational and change according to environment)
 CONTENT THEORIES OF
Maslow’s
MOTIVATION
Alderfer’s Herzberg’s McClelland’s
Need Hierarchy ERG Theory Theory Learned Needs
Self- Need for
Actualization Growth Achievement
Motivators
Need for
Esteem
Power
Relatedness Need for
Belongingness
Affiliation

Safety Hygiene
Existence
Physiological