1. MOTIVATION

2. The Issues
The direction and intensity of peoples’
motivation
Theories of motivation
Need theory
Reinforcement (Learning) theory
Goal-Setting theory
Equity theory
Integration: Expectancy theory

3. EVERYONE IS MOTIVATED

4. Motivation is an issue of
Direction
Intensity

5. SOME THEORIES THAT CAN
HELP
Need theory
Reinforcement (Learning) theory
Goal-Setting theory
Equity theory
Integration: Expectancy theory

6. NEED THEORY
Basic Concepts
People have a complex
set of needs
People are motivated
to meet their needs
When needs are met,
satisfaction is
experienced
When needs are not
met, dissatisfaction is
experienced
All people have needs!

7. Maslow’s Hierarchy of Needs
There is a hierarchy of five needs
As each need is substantially satisfied,
the next need becomes dominant.
Example A
Example B

8. Need Theory
A CONTEMPORARY PERSPECTIVE
Alderfer’s ERG Theory
Existence
Relatedness
Growth

9. Reinforcement Theory
People learn from the consequences of
their behavior
Stimulus - Behavior (response) - Consequence

10. Reinforcement Theory
LEARNING MECHANISMS
Positive reinforcement
following a response with something pleasant
Negative reinforcement
following a response by termination or withdrawal of
something unpleasant
Punishment
causing an unpleasant condition
Nonreinforcement (extinction)
eliminating any reinforcement that is maintaining a
behavior
SHAPING
Reinforcing close and closer approximations to a target
behavior
a complex application of these other learning
mechanisms

11. Reinforcement Theory
SCHEDULES OF
REINFORCEMENT
Continuous
Intermittent
Fixed interval
Fixed ratio
Variable interval
Variable ratio

12. GOAL-SETTING THEORY
Goals define a target for
people
Goals help identify the
needed amount of
intensity

13. Goal-Setting
Theory
A MODEL
Goal
Acceptance
Goal
Difficulty
Goal-Directed
Effort
(Motivation)
Goal
Specificit
y
Goal
Commitment

14. EQUITY THEORY
People compare their
own situation to that
of others
Outcomes
Inputs
People compare
their outcomes to
their inputs

15. Equity Theory
CONSEQUENCES OF EQUITY
Perceived
Equity
Satisfaction
Motivation
to Maintain
Outcometo-Input
Ratio

16. Equity Theory
CONSEQUENCES OF INEQUITY
Under-reward
Anger
Perceived
Inequity
Tension
Motivation
to Change
Tension
Motivation
to Change
Dissatisfaction
Guilt
Over-reward

17. EXPECTANCY THEORY: AN
INTEGRATING THEORY
√
√
People choose
their direction
rationally
Pro
Con
Intensity is
developed
logically

18. Expectancy Theory
COMPONENTS
Expectancy
If I try, will
I succeed?
Instrumentality
If I succeed,
what are the
consequences?
Valence
How do I feel
about the
consequences?

19. Expectancy Theory
A MODEL
Expectancy
Instrumentality
Valence
Force
(Effort or
Motivation
Level)

20. Expectancy Theory
AN EXPANDED MODEL
E
Org
Factor
s
I
Effort
(Forc
e)
V
Person
al
Factors
Extrinsic
Outcomes
Performance
Intrinsic
Outcomes
Feedback
Distributive
Justice
Satisfaction
Social Equity

21. The Issues
The direction and intensity of peoples’
motivation
Theories of motivation
Need theory
Reinforcement (Learning) theory
Goal-Setting theory
Equity theory
Integration: Expectancy theory