What is Motivation?

It is a process of stimulating people to action to

accomplish desired goals.
It is the set of forces that cause people to behave in
certain ways.
Motivation is the work that manager performs to
inspire, encourage & implied people to take
required action.
Characteristics:
Motivation is an internal feeling
Motivation produces goal-directed behaviour
Motivation can be either positive or negative
Motivation means bargaining
Motivation & Rewards
Reward: A work outcome of positive value to the
individual.
Two types of rewards:
Extrinsic reward: Provided by some one else.
Motivational stimulus originates outside of the
individual.
Ex: Pay bonuses, promotions, time off, special
assignments, awards, recognition, verbal praise.


Intrinsic rewards: Self-administered. Occurs
naturally during job performance. The
motivational stimulus is internal & does not
depend on the actions of some other person.
Ex: Feelings of competency, personal development,
self-control people experience in their work.

Rewards & Performance
Performance-contingent rewards
Managers must understand:
Respect diversity & individual differences
Allocate rewards that satisfy the interests of both
individuals & the organization.
Content theories of motivation - understand
human needs & response to different work
situations.
Process theories of motivation How people give
meaning to rewards & then make decisions.
Reinforcement theory of motivation focuses
environment as a source of rewards.
Hierarchy of Needs Theory
Need: An unfulfilled physiological or
psychological desire.
Lower-order needs desires for social & physical
well-being.
Higher-order needs desires for psychological
development & growth.
Two principles to describe how needs affect
human behaviour:
Deficit principle
Progression principle
1. Physiological
2. Safety
3. Social
4. Esteem
5. Self Actualization

Physiological
Safety
Esteem

Social
SA
Herzbergs Two Factor Theory
Traditional View.

Dissatisfaction Satisfaction

{Satisfaction and Dissatisfaction are Opposite Ends of A Single Continum}

Herzbergs View
Hygienes

Dissatisfaction Satisfaction

Motivators

No Satisfaction Satisfaction



Comparison of Maslow & Herzberg Models
Hygienes
Motivators
Hygienes
Self
actualization
Esteem
Social
Safety
Physiological
Differences
Issue Maslow Herzberg
1. Type of theory Descriptive Perspective
2. The Satisfaction-
performance relationship.
Unsatisfied needs energise
behaviour, this behaviour
which cause performance.
Needs cause performance.
3. Effect of need satisfaction
performance
A satisfied need is not a
motivator
A satisfied need is not a
motivator; other satisfied
needs are motivators.
4. Need order Hierarchy of needs No Hierarchy
5. Effect of pay Pay is a motivator if it
satisfies needs
Pay is not a motivator
6. Effect of needs All needs are motivators at
various time
Only some needs are
motivators
7. View of motivation Macro view-deals with all
aspects of existence
Macro view-deals primarily
with work-related
motivation.
8. Workers levels Relevant for all workers Probably more relevant for
white collar and professional
workers.