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Motivation@Work
Inspiring Passion in the Workplace


          Greg Gifford, Ph.D.
  Faculty, Federal Executive Institute
Workshop Agenda
 Complete Motivation Self-Assessment
 A Brief History of Motivation
 Overview of Sources of Work Motivation
 Develop a Self Motivation Profile
 Motivation Case Studies
Inspiring Passion

What gets you through the door to
         work everyday?
Inspiring Passion
                    Leadership is…

1. Purpose Driven
2. Incites Change based on values & vision
3. A process of influence based on mutual respect and
   understanding
Inspiring Passion
                      Motivation is…

The general desire of a human being (obtained by internal
and external sources) to engage in an activity or behavior.



Work Motivation: The desire and willingness to engage in
work related activities.
Engagement Among Federal Employees


                     Engaged
       Somewhat      35.3%
       Engaged
       47.2%


                  Not
                  Engaged
                  17.5%




                               Source: MSPB, 2008
Brief History of Motivation

         Knowing

         Feeling

          Willing    Volition
Motivation:
  A Social-Cognitive Process
 Hierarchy of Needs
   5 sets of needs
       Physiological
       Safety
       Love
       Esteem
       Self-Actualization
Maslow‘s Hierarchy of Needs
But What About the Workplace?

         McClelland‘s Trichotomy of Needs

 Motivation can be divided into
  3 needs:
   Need for Power
   Need for Achievement
   Need for Affiliation
Meta-Theory of Work Motivation
       5 sources from which motivation is derived:


              Intrinsic Process Motivation
              Instrumental Motivation
              Self Concept-External Motivation
              Self Concept-Internal Motivation
              Goal Internalization Motivation

Leonard, Beauvais & Scholl, 1998
Chart Your Course
30
25
20
15
10
 5
 0
Work Motivation
 Intrinsic Process Motivation
   Motivated by the enjoyment of the work
      being done

 Typical Behaviors
     Talks about likes and dislikes of tasks
     Volunteers for ‗fun‘ activities and tasks
     May become easily bored or distracted
     Usually desires variety
Careers for Intrinsic Process
 Actors
 Daycare Workers
 Elementary School Teachers
 Entertainers
Inspiring Fun
   Find out which projects or tasks are each of      Organize a ball game
    your employee‘s favorites.                         (softball, baseball, basketball, volleyball, foot
                                                       ball).
   Find ways to assign more of the tasks they
    enjoy and fewer of the ones they don‘t like to    Organize a golf outing.
    do.
                                                      Schedule important meetings off-site at out-
   Many people love to laugh on the job — a           of-the-ordinary locations.
    happy worker is a good worker — so let there
    be laughter in the workplace.                     Always start a meeting with something social
                                                       or fun before you get down to business.
   Create a quote of the week board for people
    who have said the funniest things on the job.     Make sure that every meeting has some
                                                       scheduled fun time.
   Create a social calendar or events board so
    employees can link up for activities after        Hold events that are intended to let everyone
    work.                                              have fun.
   Make laughter a priority when interacting with    Plan an outing to a local community event
    your employees.
Where Do You Rank?
30

25

20

15

10

 5

 0
     Intrinsic   Instrumental   Self-Concept Self-Concept      Goal
     Process                      External     Internal   Internalization
Work Motivation
 Instrumental Motivation
   Motivated by extrinsic tangible outcomes
       pay, promotion, bonus

 Typical Behaviors
     ―What‘s in it for me?‖
     Compensation for extra work
     Discusses how much money one makes/doesn‘t make
     Compares relative wealth and success of others
Careers for Instrumental
 Sales
 Stock Broker
 Small Business Owner
 Corporate Executives
Inspiring with Rewards
   Create clear work objectives and goals for             Offer extra holiday time for outstanding performers
    employees to pursue in order to earn salary             (make sure that employees know about the incentive
    increments (no performance = no raise).                 well in advance).

   Remind employees of what they will get for their       Develop perks or prizes for individuals who can
    efforts.                                                perform the best in a functional area for a given
                                                            week (make sure you give the prize to the worker
                                                            who performed best).
   Avoid across-the-board raises (this sends the
    message that it doesn‘t matter whether you work
    hard or not).                                          Don‘t pass out rewards evenly to all employees in an
                                                            effort to include everyone. This demotivates the
                                                            instrumentally motivated person.
   Create incentives attached to predetermined
    objectives and tasks.
                                                           Follow through on all of your promises.
   Give special awards to top performers on a regular
    basis.                                                 Make sure that employees do not receive perks if
                                                            they haven‘t earned them.
   Make clear expectations of what you expect from
    your employees and hold them to it when it comes       Remind employees which tasks will be most
    time to putting your ―money where your mouth is.‖       important for their performance evaluations.
Its Not Just About the Money
Where Do You Rank?
30

25

20

15

10

 5

 0
     Intrinsic   Instrumental   Self-Concept Self-Concept      Goal
     Process                      External     Internal   Internalization
Work Motivation
 Self Concept-External Motivation
   Motivated by the affirmation of traits, competencies and
    values others associate with the person
     Desire to gain acceptance into a group, the obtain status
      within that group


 Typical Behaviors
   Frequently asks for feedback
   Strives for praise and recognition
   Talks (brags) about accomplishments
Careers for
        Self Concept-External
 Elected Officials
 Public Speakers
 Authors
 Journalists
 Professors
Inspiring Belongingness
   Give employees lots of feedback about the way they are              Create plaques and awards for top performances.
    performing.
                                                                        Put up an achievement board to highlight some of the great
   Give praise in front of other people (the more people that           things that have happened in the agency and who was
    know they did well the better!).                                     responsible!

   Criticize these individuals only in private (never in front of      Put up pictures and biographies of all your employees in a
    others).                                                             central place.

   Give unsolicited compliments and positive reinforcement to          Include unique pieces of information about each employee
    employees for jobs with which you are satisfied.                     and change these items from week to week (example: favorite
                                                                         ice cream flavor, worst day ever, thing that I‘m most proud
                                                                         of, etc.).
   Tell your employees that you appreciate the work they do.
                                                                        At company-wide meetings, create and announce serious and
   Start a suggestion box and publish the best suggestion made          fun ―superlatives‖ (example: hardest worker, cleanest
    each week on the company bulletin board (make sure                   car, spiffiest dressed, most versatile, cleanest shoes, most
    everyone knows that the best suggestions will be published).         athletic, most reliable).

   Ask employees if anything interesting happened to them this         The Gallup Organization utilizes a ―Drop in the Bucket‖ peer-
    weekend (they love to share their stories).                          to-peer recognition program. Consider implementing a similar
                                                                         peer-to-peer recognition effort.
   Give out certificates of appreciation to anyone who does
    extraordinarily well for the agency.                                Send a weekly email highlighting individual, team and
                                                                         organizational accomplishments.
   Recognize the outstanding performers in the group at every
    staff meeting.
Where Do You Rank?
30

25

20

15

10

 5

 0
     Intrinsic   Instrumental   Self-Concept Self-Concept      Goal
     Process                      External     Internal   Internalization
Work Motivation
 Self Concept-Internal Motivation
   Motivated by a self-driven desire to achieve and
      exceed one‘s personal standards


 Typical Behaviors
     Seeks out difficult tasks/projects
     Utilize specific skill set to complete work
     Seek professional development opportunities
     Work autonomously, with little direction
Careers for
        Self Concept-Internal
 Analysts
 Historian
 Mid/Senior Level Managers
 Psychologist
 Farmers
Inspiring Personal Challenge
   Avoid assigning tasks that have too much structure.                 Give them autonomy to structure and perform their job as they
                                                                         see best.
   Find out what they think is their best skill and encourage them
    to use this with the tasks you assign.                              Don‘t insult them by asking them to do something that just
                                                                         about anybody could do (they need to know that they are
                                                                         uniquely qualified to do it).
   Find out what area this person wants to most improve in and
    find ways for them to work on this skill.
                                                                        Ask these employees to find training and development
                                                                         opportunities that will allow them to develop expertise.
   Encourage employees to develop and build on their
    strengths, not weaknesses.
                                                                        Encourage these employees to take on projects that may fail.
   Avoid assigning (too many) mundane tasks to these
    employees.                                                          Remind these employees that they shouldn‘t take ―no‖ for an
                                                                         answer from anyone.
   Assign projects rather than tasks.
                                                                        Ask these employees to come up with several plausible
                                                                         solutions to a situation, not just one answer.
   Play devil‘s advocate with proposals or solutions presented by
    these employees.
                                                                        Encourage employees to brainstorm innovative or new ideas.
   Challenge these employees by saying, ―I‘m not sure if you are
    up to this challenge, but...‖                                       Challenge these employees to find and ―be on the cutting
                                                                         edge‖ of the profession.
   Give them a challenging project with no clear solution, then
    get out of their way.
Where Do You Rank?
30

25

20

15

10

 5

 0
     Intrinsic   Instrumental   Self-Concept Self-Concept      Goal
     Process                      External     Internal   Internalization
Work Motivation
 Goal Internalization
   Motivated by the belief that the work being done is
    contributing to a larger cause or collective goals


 Typical Behaviors
   ―Why are we doing this?‖
   Discusses strategic focus of the organization
   Live professional and personal life guided by a strict set of
    principles and values
Careers for
         Goal Internalization
 Government Employees
 Non-profit Workers
 Middle/High School Teachers
 Volunteers
Inspiring with the Mission
   Communicate the purpose behind tasks or projects being             Refer to historical events that have impacted the country or
    assigned.                                                           agency to add context to work being done.

   Involve these employees in developing or redeveloping              Encourage employees to develop a personal leadership
    visions, missions and goals.                                        vision.

   Find creative ways to display, depict or represent the vision      Consistently refer to the purpose(s) of government and
    and mission in a visible place.                                     government service.

   Refer to the purpose of the organization and ―why we exist‖        Take time to honor or recognize those who have served in
    when outlining strategies and goals.                                government.

   Allow employees to ―interact‖ with the purpose by posting the      Encourage employees to tell stories about their time public
    contributions they make or have made to the mission.                service and why their time is meaningful.

   Remind employees of who depends on this organization to            Find meaning in every assignment or project given to
    succeed (families, communities, industry).                          employees.

   Make links between their work and the bigger picture.              Ask this employee to coordinate a community relations event
                                                                        (e.g.--blood drive, the combined campaign, canned food drive
                                                                        or run/walk for a cause).
   As you assign projects, provide a clear linkage between the
    project and the mission of the agency.
Where Do You Rank?
30

25

20

15

10

 5

 0
     Intrinsic   Instrumental   Self-Concept Self-Concept      Goal
     Process                      External     Internal   Internalization
Your Results
MSI (Motivation Sources Inventory)      Scoring Sheet



Intrinsic Process: 1____, 6____, 11____, 16____, 21____, 26____ (Sum) ___

Instrumental: 2____, 7____, 12____, 17____, 22____, 27____ (Sum) _______

SC External: 3____, 8____, 13____, 18____, 23____, 28____ (Sum) _______

SC Internal: 4____, 9____, 14____, 19____, 24____, 29____ (Sum) _______

Goal Internal: 5____, 10____, 15____, 20____, 25____, 30____ (Sum) _______
Your Results
 Dominant Source & Secondary Source


 Important Things to Remember…
   Everyone has some amount of all 5 sources of motivation which
      can be in play at any time
     Your sources may fluctuate a bit, but tend to be fairly steady.
     There is not a good or bad motivation.
     Only you know how accurately/honestly you answered the
      questions and therefore how accurate your results are.
     This is NOT a developmental tool, but informational.
Motivation Matters
 Typical Approach
   Use one‘s own sources of motivation to motivate others


 Inspiring Personal Approach
   Be aware of your sources of motivation
   Understand motivation differences of employees
   Develop personalized motivation approaches
Motivating Others Case Study
 Review Case – 10 mins
 Small Group Discussion – 10 mins
 Large Group Report Out & Discussion – 20 mins
Case Study
 Part 1:
   What are the dominant & secondary sources of
    motivation that are espoused by leaders in the case?



 Part 2:
   If you were leading the organization and wanted to
    improve this situation,
   How would you appeal to the dominant source of
    motivation?
   How could you appeal to the secondary source of
    motivation?
Case Study
                     Report Out
 Give a Brief Overview of the Case
 Part 1:
   What is the dominant source of motivation?
   What is the secondary source of motivation?



 Part 2:
   How would you appeal to the dominant source of motivation?
   How could you appeal to the secondary source of motivation?

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Gifford ssa-full presentation

  • 1. Motivation@Work Inspiring Passion in the Workplace Greg Gifford, Ph.D. Faculty, Federal Executive Institute
  • 2. Workshop Agenda  Complete Motivation Self-Assessment  A Brief History of Motivation  Overview of Sources of Work Motivation  Develop a Self Motivation Profile  Motivation Case Studies
  • 3.
  • 4. Inspiring Passion What gets you through the door to work everyday?
  • 5. Inspiring Passion Leadership is… 1. Purpose Driven 2. Incites Change based on values & vision 3. A process of influence based on mutual respect and understanding
  • 6. Inspiring Passion Motivation is… The general desire of a human being (obtained by internal and external sources) to engage in an activity or behavior. Work Motivation: The desire and willingness to engage in work related activities.
  • 7. Engagement Among Federal Employees Engaged Somewhat 35.3% Engaged 47.2% Not Engaged 17.5% Source: MSPB, 2008
  • 8. Brief History of Motivation Knowing Feeling Willing Volition
  • 9. Motivation: A Social-Cognitive Process  Hierarchy of Needs  5 sets of needs  Physiological  Safety  Love  Esteem  Self-Actualization
  • 11.
  • 12.
  • 13. But What About the Workplace? McClelland‘s Trichotomy of Needs  Motivation can be divided into 3 needs:  Need for Power  Need for Achievement  Need for Affiliation
  • 14. Meta-Theory of Work Motivation  5 sources from which motivation is derived:  Intrinsic Process Motivation  Instrumental Motivation  Self Concept-External Motivation  Self Concept-Internal Motivation  Goal Internalization Motivation Leonard, Beauvais & Scholl, 1998
  • 16. Work Motivation  Intrinsic Process Motivation  Motivated by the enjoyment of the work being done  Typical Behaviors  Talks about likes and dislikes of tasks  Volunteers for ‗fun‘ activities and tasks  May become easily bored or distracted  Usually desires variety
  • 17. Careers for Intrinsic Process  Actors  Daycare Workers  Elementary School Teachers  Entertainers
  • 18. Inspiring Fun  Find out which projects or tasks are each of  Organize a ball game your employee‘s favorites. (softball, baseball, basketball, volleyball, foot ball).  Find ways to assign more of the tasks they enjoy and fewer of the ones they don‘t like to  Organize a golf outing. do.  Schedule important meetings off-site at out-  Many people love to laugh on the job — a of-the-ordinary locations. happy worker is a good worker — so let there be laughter in the workplace.  Always start a meeting with something social or fun before you get down to business.  Create a quote of the week board for people who have said the funniest things on the job.  Make sure that every meeting has some scheduled fun time.  Create a social calendar or events board so employees can link up for activities after  Hold events that are intended to let everyone work. have fun.  Make laughter a priority when interacting with  Plan an outing to a local community event your employees.
  • 19.
  • 20. Where Do You Rank? 30 25 20 15 10 5 0 Intrinsic Instrumental Self-Concept Self-Concept Goal Process External Internal Internalization
  • 21. Work Motivation  Instrumental Motivation  Motivated by extrinsic tangible outcomes  pay, promotion, bonus  Typical Behaviors  ―What‘s in it for me?‖  Compensation for extra work  Discusses how much money one makes/doesn‘t make  Compares relative wealth and success of others
  • 22. Careers for Instrumental  Sales  Stock Broker  Small Business Owner  Corporate Executives
  • 23. Inspiring with Rewards  Create clear work objectives and goals for  Offer extra holiday time for outstanding performers employees to pursue in order to earn salary (make sure that employees know about the incentive increments (no performance = no raise). well in advance).  Remind employees of what they will get for their  Develop perks or prizes for individuals who can efforts. perform the best in a functional area for a given week (make sure you give the prize to the worker who performed best).  Avoid across-the-board raises (this sends the message that it doesn‘t matter whether you work hard or not).  Don‘t pass out rewards evenly to all employees in an effort to include everyone. This demotivates the instrumentally motivated person.  Create incentives attached to predetermined objectives and tasks.  Follow through on all of your promises.  Give special awards to top performers on a regular basis.  Make sure that employees do not receive perks if they haven‘t earned them.  Make clear expectations of what you expect from your employees and hold them to it when it comes  Remind employees which tasks will be most time to putting your ―money where your mouth is.‖ important for their performance evaluations.
  • 24.
  • 25. Its Not Just About the Money
  • 26. Where Do You Rank? 30 25 20 15 10 5 0 Intrinsic Instrumental Self-Concept Self-Concept Goal Process External Internal Internalization
  • 27. Work Motivation  Self Concept-External Motivation  Motivated by the affirmation of traits, competencies and values others associate with the person  Desire to gain acceptance into a group, the obtain status within that group  Typical Behaviors  Frequently asks for feedback  Strives for praise and recognition  Talks (brags) about accomplishments
  • 28. Careers for Self Concept-External  Elected Officials  Public Speakers  Authors  Journalists  Professors
  • 29. Inspiring Belongingness  Give employees lots of feedback about the way they are  Create plaques and awards for top performances. performing.  Put up an achievement board to highlight some of the great  Give praise in front of other people (the more people that things that have happened in the agency and who was know they did well the better!). responsible!  Criticize these individuals only in private (never in front of  Put up pictures and biographies of all your employees in a others). central place.  Give unsolicited compliments and positive reinforcement to  Include unique pieces of information about each employee employees for jobs with which you are satisfied. and change these items from week to week (example: favorite ice cream flavor, worst day ever, thing that I‘m most proud of, etc.).  Tell your employees that you appreciate the work they do.  At company-wide meetings, create and announce serious and  Start a suggestion box and publish the best suggestion made fun ―superlatives‖ (example: hardest worker, cleanest each week on the company bulletin board (make sure car, spiffiest dressed, most versatile, cleanest shoes, most everyone knows that the best suggestions will be published). athletic, most reliable).  Ask employees if anything interesting happened to them this  The Gallup Organization utilizes a ―Drop in the Bucket‖ peer- weekend (they love to share their stories). to-peer recognition program. Consider implementing a similar peer-to-peer recognition effort.  Give out certificates of appreciation to anyone who does extraordinarily well for the agency.  Send a weekly email highlighting individual, team and organizational accomplishments.  Recognize the outstanding performers in the group at every staff meeting.
  • 30. Where Do You Rank? 30 25 20 15 10 5 0 Intrinsic Instrumental Self-Concept Self-Concept Goal Process External Internal Internalization
  • 31. Work Motivation  Self Concept-Internal Motivation  Motivated by a self-driven desire to achieve and exceed one‘s personal standards  Typical Behaviors  Seeks out difficult tasks/projects  Utilize specific skill set to complete work  Seek professional development opportunities  Work autonomously, with little direction
  • 32. Careers for Self Concept-Internal  Analysts  Historian  Mid/Senior Level Managers  Psychologist  Farmers
  • 33. Inspiring Personal Challenge  Avoid assigning tasks that have too much structure.  Give them autonomy to structure and perform their job as they see best.  Find out what they think is their best skill and encourage them to use this with the tasks you assign.  Don‘t insult them by asking them to do something that just about anybody could do (they need to know that they are uniquely qualified to do it).  Find out what area this person wants to most improve in and find ways for them to work on this skill.  Ask these employees to find training and development opportunities that will allow them to develop expertise.  Encourage employees to develop and build on their strengths, not weaknesses.  Encourage these employees to take on projects that may fail.  Avoid assigning (too many) mundane tasks to these employees.  Remind these employees that they shouldn‘t take ―no‖ for an answer from anyone.  Assign projects rather than tasks.  Ask these employees to come up with several plausible solutions to a situation, not just one answer.  Play devil‘s advocate with proposals or solutions presented by these employees.  Encourage employees to brainstorm innovative or new ideas.  Challenge these employees by saying, ―I‘m not sure if you are up to this challenge, but...‖  Challenge these employees to find and ―be on the cutting edge‖ of the profession.  Give them a challenging project with no clear solution, then get out of their way.
  • 34. Where Do You Rank? 30 25 20 15 10 5 0 Intrinsic Instrumental Self-Concept Self-Concept Goal Process External Internal Internalization
  • 35. Work Motivation  Goal Internalization  Motivated by the belief that the work being done is contributing to a larger cause or collective goals  Typical Behaviors  ―Why are we doing this?‖  Discusses strategic focus of the organization  Live professional and personal life guided by a strict set of principles and values
  • 36. Careers for Goal Internalization  Government Employees  Non-profit Workers  Middle/High School Teachers  Volunteers
  • 37. Inspiring with the Mission  Communicate the purpose behind tasks or projects being  Refer to historical events that have impacted the country or assigned. agency to add context to work being done.  Involve these employees in developing or redeveloping  Encourage employees to develop a personal leadership visions, missions and goals. vision.  Find creative ways to display, depict or represent the vision  Consistently refer to the purpose(s) of government and and mission in a visible place. government service.  Refer to the purpose of the organization and ―why we exist‖  Take time to honor or recognize those who have served in when outlining strategies and goals. government.  Allow employees to ―interact‖ with the purpose by posting the  Encourage employees to tell stories about their time public contributions they make or have made to the mission. service and why their time is meaningful.  Remind employees of who depends on this organization to  Find meaning in every assignment or project given to succeed (families, communities, industry). employees.  Make links between their work and the bigger picture.  Ask this employee to coordinate a community relations event (e.g.--blood drive, the combined campaign, canned food drive or run/walk for a cause).  As you assign projects, provide a clear linkage between the project and the mission of the agency.
  • 38.
  • 39.
  • 40.
  • 41. Where Do You Rank? 30 25 20 15 10 5 0 Intrinsic Instrumental Self-Concept Self-Concept Goal Process External Internal Internalization
  • 42. Your Results MSI (Motivation Sources Inventory)  Scoring Sheet Intrinsic Process: 1____, 6____, 11____, 16____, 21____, 26____ (Sum) ___ Instrumental: 2____, 7____, 12____, 17____, 22____, 27____ (Sum) _______ SC External: 3____, 8____, 13____, 18____, 23____, 28____ (Sum) _______ SC Internal: 4____, 9____, 14____, 19____, 24____, 29____ (Sum) _______ Goal Internal: 5____, 10____, 15____, 20____, 25____, 30____ (Sum) _______
  • 43. Your Results  Dominant Source & Secondary Source  Important Things to Remember…  Everyone has some amount of all 5 sources of motivation which can be in play at any time  Your sources may fluctuate a bit, but tend to be fairly steady.  There is not a good or bad motivation.  Only you know how accurately/honestly you answered the questions and therefore how accurate your results are.  This is NOT a developmental tool, but informational.
  • 44. Motivation Matters  Typical Approach  Use one‘s own sources of motivation to motivate others  Inspiring Personal Approach  Be aware of your sources of motivation  Understand motivation differences of employees  Develop personalized motivation approaches
  • 45. Motivating Others Case Study  Review Case – 10 mins  Small Group Discussion – 10 mins  Large Group Report Out & Discussion – 20 mins
  • 46. Case Study  Part 1:  What are the dominant & secondary sources of motivation that are espoused by leaders in the case?  Part 2:  If you were leading the organization and wanted to improve this situation,  How would you appeal to the dominant source of motivation?  How could you appeal to the secondary source of motivation?
  • 47. Case Study Report Out  Give a Brief Overview of the Case  Part 1:  What is the dominant source of motivation?  What is the secondary source of motivation?  Part 2:  How would you appeal to the dominant source of motivation?  How could you appeal to the secondary source of motivation?

Editor's Notes

  1. Purpose driven rather than objectives drivenChanges based on values and visions rather than forced changes through contractual meansInfluence based on mutual respect and understanding rather than hierarhical and strctural driven influence
  2. Drawing from Plato and Aristotle , early motivation theorists conceived the mind as comprising knowing (cognition), feeling (emotion) and willing (motivation).The willing (or will) reflected an individual’s desire, want or purpose. Volition was the act of using the will.
  3. When one set of needs is actualized, the next set of needs emerges