Motivation%20I:%20Extrinsic%20motivation

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Motivation I Extrinsic motivation

• (coffee hour after class today)

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Roadmap

• Personality

I

• Relationships

• Group

• Context

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Relationships 2D Space
Self presentation and facework
Social influence
Motivation
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Motivating others

• Getting others to elicit particular behaviors
• Key job for managers
• Essential for all organizational members
• Teams
• Interdependence
• Downwards, lateral, upwards

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What is motivation?

• Willingness to exert high levels of effort
  towards organizational goals
• Performance ability x motivation
• Motivation desire and commitment

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Where did motivation come from?

• Extrinsic rewards
• 30 million contract
• Fast Company poll
• Intrinsic rewards
• Money doesnt explain streak
• Chef, waitress, postmaster?

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Reinforcements and rewards

• Most common, usually only motivator
• Old system base pay, benefits, perks
• New system
• Variable tied to goals
• High incentive with low base
• Cafeteria benefits

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Extrinsic motivation

• Using reinforcers to get desired behavior
• Operant Model reward contingent on behavior
• Elicit behavior
• Reinforce with reward immediately, persistently
• Positive, negative reinforcers punishment
• Reinforcement schedules

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Reinforcement schedules

• Pay check every month
• Commission
• Best Variable ratio schedule
• Gambling
• Romantic relationships
• Pop quiz
• Resistant to extinction
• Not used competently

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Sanitation Co.

• Attendance
• Non-direct supervision
• Second/third job
• 85
• Extrinsic reinforcement
• Pay per time?
• Pay per job?
• Variable schedule

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Expectancy Theory
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Problems with extrinsic motivation

• Behavior exists only when reward exists
• Satiation
• High costs of maintenance
• Dependence breeds reactance
• Line of sight problem

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Key Themes

• Motivation
• desire and commitment
• Necessary but inadequate for high performance
• Extrinsic motivation
• Using reinforcers
• Most common, but not used competently
• Not a usuable tool to most
• Necessary but inadequate as the only lever