Motivation

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Motivation

• Lecture 15

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Haitian proverb

• If work was really good, the rich would have
  found a way to keep it to themselves

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What Leads to Performance?

• Abilities
• Organizational Support
• Role Expectations
• Effort

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Satisfaction Motivation

• Satisfaction A persons attitude or happiness
  with a situation
• Motivation A drive to perform

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Satisfaction

• Results in increased commitment to the
  organization which may or may not result in
  increased performance.
• Increased commitment normally results in lower
  absenteeism, turnover, etc.

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Motivation

• Largely determined by the value of rewards and
  their contingency on performance.
• An increase in motivation results in increased
  effort which (hopefully) in turn increases
  performance.

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Satisfaction Performance

• NO relationship between satisfaction and
  performance (for people).
• A contented cow may give more milk, but a happier
  worker is not necessarily a more productive
  worker.

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Review of Satisfaction Studies

• Over many studies, the correlation between
  satisfaction and performance was found to be .04
• On a scale of 1.0 to 1.0, .04 is essentially
  zero

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Theories of Motivation

• Content Theories Focus on what arouses,
  energizes, or starts behavior
• Process Theories Focus on the choice factor in
  motivation. Why people choose a particular
  behavior to satisfy particular needs

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Verbal Shorthand

• Motivate
• We dont motivate anyone
• We help create the conditions by which they
  motivate themselves

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Content Theories

• Maslows Hierarchy of Needs
• Alderfers ERG Theory
• McClellands Acquired Needs Theory

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Maslow
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Maslow

• Self Actualization
• Ego, Status, Esteem
• Social
• Safety and Security
• Physiological

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Alderfer

• Existence
• related to Maslows first two levels
• Relatedness
• related to Maslows 3rd and 4th levels
• Growth related to 4th 5th levels

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McClelland

• NAch Need for Achievement
• Maslows 4th 5th
• NAff Need for Affiliation
• Maslows 3rd 4th
• NPow Need for Power

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Process Theories

• Vrooms VIE or Expectancy Theory
• Adams Equity Theory
• Skinners Reinforcement Theory

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If you could see ANY music act perform
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Vrooms VIE or Expectancy

• Deals with choosing a behavior that leads to
  attaining some reward
• Represents a slow down in our thought process

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Vroom

• Valence
• Instrumentality
• Expectancy

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Valence

• Strength of a persons preference for a
  particular outcome or reward

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Instrumentality

• Perceived relationship between performance and
  rewards
• P R

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Expectancy

• Perceived relationship between effort and
  performance
• E P

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Expectancy Theory

• E P R

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Concert Seats Example

• Effort Time spent in line. The more time
  spent, the more effort exerted.
• Performance Place in line. The closer to the
  front of the line, the better the performance.

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Concert Seats Example

• Reward Tickets for the concert. The closer to
  the stage, the better the reward.

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Adams Equity Theory

• Based on two premises
• We compare ourselves to others
• If we dont like the results of the comparison,
  we take action

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Adams Equity Theory

• Whatd you get?

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Adams Equity Theory

• Selfs Outcomes Others Outcomes
• Selfs Inputs Others Inputs

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Adams Equity Theory

• Selfs Pay Others Pay
• Selfs Effort Others Effort

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If Comparison is NOT in My Favor

• Increase my outcome
• Decrease my input
• Decrease others outcomes
• Increase others input

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If Comparison is NOT in My Favor

• Change reference group or person

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Skinners Reinforcement Theory

• Operant Conditioning
• Reinforcement Theory
• Skinners Theory
• OB MOD (Organizational Behavior
  Modification)

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Reinforcement Theory

• Behavior is a function of its consequences

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Reinforcement Theory

• Reward
• Punishment

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Reinforcement Schedule

• Continuous Reinforcement
• Each time a behavior occurs, the reinforcement
  is given
• Good for learning new skills

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Reinforcement Schedule

• Intermittent Reinforcement
• Interval (Time)
• Ratio ( of Behaviors)

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Interval Schedule

• Fixed
• Pay Days

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Interval Schedule

• Variable
• Promotion Schedule

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Ratio Schedule

• Fixed
• Sales Incentives

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Ratio Schedule

• Variable
• Recognition