Motivation

Definition:
1) Internal drive to satisfy an unsatisfied
need
2) Stimulus of behavior
Motivation Theories

Content Theories: focus on the internal needs and

desires that initiate, sustain and eventually terminate
behavior.
 WHAT motivates someone

Process Theories: seek to explain HOW behavior is

initiated, sustained and terminated
Content Theories

 Maslow’s Hierarchy of Need

 Alderfer’s ERG Theory

 Herzberg’s 2-Factor Theory

 McClelland’s Learned Needs Theory

Definitions
Frustration: occurs when needs can not be met
Satisfaction: occurs when needs are met
Despair: occurs when there is frustration without hope
Maslow’s Hierarchy of Needs
Stresses two fundamental premises:

Human beings are wanting creatures whose needs

depend on what they already have. (You need what you
DON’T already have)

Peoples’ needs are arranged in a hierarchy

 Maslow
5th level: Self realization and fulfillment
4th level: Esteem and Status
3rd level: Affection and social activity
2nd level: Safety and security
1st level: Basic physiological needs
 Alderfer’s ERG
Theory
 Only 3 levels to the hierarchy:
1. Existence needs: material and physical needs
2. Relatedness needs: all needs that involve other
people
3. Growth needs: all needs involving creative efforts
and/or productive contributions
 Herzberg’s 2-Factor Theory

Starts with the questions of what satisfies and

dissatisfies people about their work
Assumes the answers to those questions are key to
understanding motivation
Job Satisfaction consists of two separate and
independent dimensions:
Satisfiers or motivators
Dissatisfiers or maintenance factors
Dissatisfiers/Maintenance Factors
Presence is not motivational. Absences causes
dissatisfaction
Policies
Salary
Interpersonal relationships
Job security
Work conditions
Status
Technical supervision
Personal life
Satisfiers/Motivators
Not unhappy if they are absent; willing to work to get
them
Achievement
Recognition
Advancement
The work itself
Possibility of growth
Responsibility
Mc Clelland’s Learned Needs Theory

People learn their needs through life experience

3 sets of needs:
Need for Achievement: need to excel
Need for Power: need to control or influence others
Need for Affiliation: need to associate with others.
Form interpersonal relationships
Process Theories

Focus on how
individuals’ expectations
and preferences for
outcomes associated
with their performance
actually influence
performance.
Vroom’s Expectancy Theory
Vroom theorized that people are not only driven by
their needs, but they make choices about what they will
and will not do to fulfill their needs based on 3
conditions:
Vroom’s Conditions
 Person must believe that effort to perform at a
particular level will make the desired performance or
behavior more likely
 Desired performance or behavior must lead to some
concrete outcome or reward
 Person must value the outcome