lecture 6 motivation part 1: content theories. class overview lecture - –introduction to...
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Lecture 6
MOTIVATION PART 1:
CONTENT THEORIES
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Class Overview
• Lecture - – introduction to motivation– content theories of motivation
• Video ABC News: “Joys and risks of the daddy track” (5 mins)
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The Nature of Motivation
• Motive: the source or cause of goal directed behavior
• Motivation: The direction, intensity and duration of goal directed behavior
• Motivation is a complex phenomenon– Motives cannot be directly observed – Some motives are dynamic, they disappear
after they are satisfied– Some motives remain active even when
original goal is attained
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Need Theories of Motivation
• Focus upon the internal causes of behavior
• Describe the ‘content’ of motivation
• Three approaches:– Murray’s Thematic Apperception Test
(TAT)– The McClelland Studies– Maslow’s hierarchy of needs
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Murray’s Thematic Apperception Test
• A test designed to uncover people’s dominant needs
• Respondents are shown a series of pictures and asked to create stories
• Murray found people’s stories reflect their dominant needs
• Establishes the presence and strength of various needs
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The McClelland Studies
• An application of Murray’s approach that applies directly to the work context
• McClelland used story telling to study dominant needs focusing only on a limited set of needs:– The need for Achievement– The need for Affiliation– The need for Power
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• Need for Achievement (n.ach.):– preference for risks, responsibility, specific
feedback, and intrinsic rewards (satisfaction) rather than money
• Need for Affiliation (n.aff.)– warm and friendly in relationships, and may
avoid confrontation
• Need for Power (n.p.)– preference for control and domination of their
environment, including others
The McClelland Studies (cont.)
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Findings from the McClelland Studies
• Dominant n.ach. Associated with high performance levels and executive success
• Different patterns of needs are related to success in different settings:– high n.ach, a moderate n.p, and a low n.aff.
Predicts success for non-technical managers but not technical managers
• Dominant high n.ach. is not appropriate for every job
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Maslow’s Hierarchy of Needs
• Abraham Maslow • categorized needs
– deficiency needs– growth needs
• recognized their rational order– lower (deficiency) needs associated with essential
survival – higher (growth) needs associated with personal
development
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Maslow’s Hierarchy
GrowthNeeds
Physiological
Safety
Social
Esteem
Self Actualization
DeficiencyNeeds
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Maslow’s Hierarchy of Needs (cont.)
• Prepotency: May occur if a lower level need regains dominance
• Needs typically emerge gradually, and are partially satisfied
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Complete Hierarchy
• Physiological needs: Food, water, sleep, oxygen, warmth, freedom from pain; most basic level
• Safety needs: Relate to obtaining a secure environment in which an individual is free from threats; e.g. job tenure, savings accounts, insurance policies
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Complete Hierarchy (cont.)
• Social needs: Needs for affection, love, sexual expression
• Esteem needs: Concern for self-respect and esteem of others
• Self-actualization needs: Desire for fulfillment in terms of parenting, athletics, artistic success, occupational success
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Criticisms of Maslow’s Work
• Maslow’s research was based upon the study of neurotic patients
• The hierarchy may not be consistent for all individuals
• It is hard to identify self-actualized people
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Herzberg’s Two Factor Theory
• Hertzberg proposes two completely separate sets of factors,
• Hygiene factors, whose absence leads to dissatisfaction
• Motivators/Satisfiers whose presence leads to feelings of satisfaction
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Herzberg’s Two Factor Theory (cont.)
• Hygiene Factors: Stemmed from the context in which the job was performed, e.g. job security, company policies, interpersonal relations, working conditions
• Motivator Factors: Pertained to the content of the job; e.g. career advancement, recognition, achievement, sense of responsibility
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Herzberg’s Two Factor Theory (cont.)
• Absence of hygiene factors results in dissatisfaction
• Presence of hygiene factors leads to a neutral state - i.e. feelings of “no dissatisfaction”
• Absence of motivator factors results in a neutral state - i.e. feelings of “no satisfaction”
• Presence of motivator factors results in feelings of satisfaction
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Herzberg’s Two Factor Theory (cont.)
• Conclusion: – it takes more than money to motivate – what are some non-monetary rewards that
might motivate you?
• Criticism:– categories are unclear e.g. salary
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Summary
• We now understand what motivation is
• Content theories of motivation focus upon the motivating factors that drive us
• needs are internal motivators
• rewards are external motivators that satisfy internal needs