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Behavioral
Approach
What Is Motivation?


                             Direction



                      Intensity or
                        driving             Persistence
                         force

Prentice Hall, 2001             Chapter 6                 2
Intensity
Direction
It's not that I'm so
smart, it's just that
     I stay with
 problems longer
          .


Persistence
Abraham Maslow (1908-1970)
Considered to be the founder of
      humanistic psychology.
theory of human needs had three
          assumptions:

 Human needs are never completely
  satisfied.
 Human behavior is purposeful and is
  motivated by the need for satisfaction.
 Needs can be classified according to a
  hierarchical structure of importance from
  the lowest to highest.
Maslow’s Hierarchy of Needs
       Self-Actualization
       Esteem(appreciation)

       Social need

       Safety

       Physiological
Maslow’s Hierarchy of Needs

    MOST NEEDS HAVE TO DO WITH
     SURVIVAL PHYSICALLY AND
        PSYCHOLOGICALLY




     PHYSIOLOGICAL OR SURVIVAL NEEDS
Physical needs
                                    What did Maslow
                                    mean by physical
 Food                                 needs?
 Water
                                  What physical needs
 Air
                                   do every person
 Shelter                               have?
 Clothing


These are essential for good health and well-being, and for
  continuation of life.
Maslow’s Hierarchy of Needs
     ON THE WHOLE AN INDIVIDUAL
      CANNOT SATISFY ANY LEVEL
      UNLESS NEEDS BELOW ARE
             SATISFIED




           SAFETY NEEDS


    PHYSIOLOGICAL OR SURVIVAL NEEDS
Safety and Security Needs
 Staying well, avoiding being ill
 Avoiding danger or

     Safe circumstances
 Stability
Maslow’s Hierarchy of Needs



         SOCIAL NEED


           SAFETY NEEDS


    PHYSIOLOGICAL OR SURVIVAL NEEDS
Social needs
   Friends, family,affectionate relationships in
    general, even a sense of community
Maslow’s Hierarchy of Needs


            ESTEEM NEEDS


          SOCIAL NEEDS



          SAFETY NEEDS


   PHYSIOLOGICAL OR SURVIVAL NEEDS
The Esteem needs
   Self-esteem
    – The need for the respect from others, the need
      for status, fame, recognition, attention,
      reputation, appreciation, even dominance.
   Individual level
    – Confidence, competence, dignity,achievement,
      independence and freedom
Maslow’s Hierarchy of Needs
            NEED
             FOR
            SELF-
         ACTUALIZATION

MASLOW EMPHASIZES NEED FOR SELF
         ACTUALIZATION IS
  A HEALTHY INDIVIDUAL’S PRIME
           MOTIVATION
SELF-ACTUALIZATION MEANS
       ACTUALIZING
 Who am I?????
How am I doing????
Maslow’s Hierarchy of Needs
                 NEED
                 SELF-
              ACTUALIZATION




            ESTEEM NEEDS


        SOCIAL NEEDS



          SAFETY NEEDS


   PHYSIOLOGICAL OR SURVIVAL NEEDS
Maslow’s view on a
    Self-actualized Person

 Has mental stability
 Fully explore talents

 Motivated by values
 Implications      for Management
   Physiological needs: Provide lunch breaks,
    rest breaks, and wages that are sufficient to
    purchase the essentials of life.

   Safety Needs: Provide a safe working
    environment and job security.

   Social Needs: Create a sense of community
    via team-based projects and social events.
   Esteem Needs: Recognize achievements to
    make employees feel appreciated and
    valued. Offer job titles that convey the
    importance of the position.

   Self-Actualization: Provide employees a
    challenge and the opportunity to reach their
    full career potential with value based
    approach.
 Limitations of Maslow's Hierarchy
 There is evidence that contradicts the order
  of needs specified by the model. For
  example, some cultures appear to place
  social needs before any others

   There is little evidence to suggest that
    people are motivated to satisfy only one
    need level at a time, except in situations
    where there is a conflict between needs.
Maslow’s Hierarchy of Needs
      General                              Organizational
     Examples                                Examples
                           Self-
                            Self-
                       Actualization
                        Actualization          Challenging
 Self-Fulfillment                                      Job
                           Needs
                          Needs
 Status               Esteem Needs
                       Esteem Needs                Job Title
 Family,                                      Friendly work
 Friendship            Social Needs
                        Social Needs           environment

 Stability            Security Needs
                       Security Needs          Job security
Food,
Shelter             Physiological Needs
                     Physiological Needs
                                                    Salary
Theory X and Theory Y: Douglas
                McGregor
   Douglas McGregor (1906-1964)
    – To understand human behavior, one must discover
      the theoretical assumptions upon which behavior is
      based
    – Especially interested in the behavior of managers
      toward workers
    – “Every managerial act rests on assumptions,
      generalizations, and hypotheses-
    – Theory X -
    – Theory Y -
    – FOCUS: Manager’s assumptions about HUMAN
      NATURE
McGregor’s Beliefs
 Employees  are not machine parts to be
 fixed, redesigned, or eliminated

 They  are individual people in all of
 their complexity
McGregor’s Contribution to
       Management Theory
   Theory X assumptions
    The average person dislikes work and will
     avoid it
    Most people must be controlled
    People avoid responsibility and have little
     ambition
McGregor’s Contribution to
       Management Theory
   Theory Y assumptions
    Physical and mental work effort are natural
    Commitment is a function of proper rewards
    People learn to seek responsibility
    People have the ability to creatively solve
     organizational problems
    Employees need the freedom to utilize their potential
Theory X and Theory Y

Theory X            Theory Y

       Avoid
                      Work is Natural
       Work

     Must be               Self-
    Controlled           Direction


      Avoid                Seek
   Responsibility      Responsibility

                      Good Decisions,
   Seek Security         creativity
   Theory X... management through:

             force
              tight controls
              threats
              punishments
   Theory Y... management through:

         open systems
         communication
         self-managing teams
Behavioral approach

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Behavioral approach

  • 2. What Is Motivation? Direction Intensity or driving Persistence force Prentice Hall, 2001 Chapter 6 2
  • 5. It's not that I'm so smart, it's just that I stay with problems longer . Persistence
  • 6. Abraham Maslow (1908-1970) Considered to be the founder of humanistic psychology.
  • 7. theory of human needs had three assumptions:  Human needs are never completely satisfied.  Human behavior is purposeful and is motivated by the need for satisfaction.  Needs can be classified according to a hierarchical structure of importance from the lowest to highest.
  • 8. Maslow’s Hierarchy of Needs  Self-Actualization  Esteem(appreciation)  Social need  Safety  Physiological
  • 9. Maslow’s Hierarchy of Needs MOST NEEDS HAVE TO DO WITH SURVIVAL PHYSICALLY AND PSYCHOLOGICALLY PHYSIOLOGICAL OR SURVIVAL NEEDS
  • 10. Physical needs What did Maslow mean by physical  Food needs?  Water What physical needs  Air do every person  Shelter have?  Clothing These are essential for good health and well-being, and for continuation of life.
  • 11. Maslow’s Hierarchy of Needs ON THE WHOLE AN INDIVIDUAL CANNOT SATISFY ANY LEVEL UNLESS NEEDS BELOW ARE SATISFIED SAFETY NEEDS PHYSIOLOGICAL OR SURVIVAL NEEDS
  • 12. Safety and Security Needs  Staying well, avoiding being ill  Avoiding danger or Safe circumstances  Stability
  • 13. Maslow’s Hierarchy of Needs SOCIAL NEED SAFETY NEEDS PHYSIOLOGICAL OR SURVIVAL NEEDS
  • 14. Social needs  Friends, family,affectionate relationships in general, even a sense of community
  • 15. Maslow’s Hierarchy of Needs ESTEEM NEEDS SOCIAL NEEDS SAFETY NEEDS PHYSIOLOGICAL OR SURVIVAL NEEDS
  • 16. The Esteem needs  Self-esteem – The need for the respect from others, the need for status, fame, recognition, attention, reputation, appreciation, even dominance.  Individual level – Confidence, competence, dignity,achievement, independence and freedom
  • 17. Maslow’s Hierarchy of Needs NEED FOR SELF- ACTUALIZATION MASLOW EMPHASIZES NEED FOR SELF ACTUALIZATION IS A HEALTHY INDIVIDUAL’S PRIME MOTIVATION
  • 18. SELF-ACTUALIZATION MEANS ACTUALIZING Who am I????? How am I doing????
  • 19. Maslow’s Hierarchy of Needs NEED SELF- ACTUALIZATION ESTEEM NEEDS SOCIAL NEEDS SAFETY NEEDS PHYSIOLOGICAL OR SURVIVAL NEEDS
  • 20. Maslow’s view on a Self-actualized Person  Has mental stability  Fully explore talents  Motivated by values
  • 21.  Implications for Management  Physiological needs: Provide lunch breaks, rest breaks, and wages that are sufficient to purchase the essentials of life.  Safety Needs: Provide a safe working environment and job security.  Social Needs: Create a sense of community via team-based projects and social events.
  • 22. Esteem Needs: Recognize achievements to make employees feel appreciated and valued. Offer job titles that convey the importance of the position.  Self-Actualization: Provide employees a challenge and the opportunity to reach their full career potential with value based approach.
  • 23.  Limitations of Maslow's Hierarchy  There is evidence that contradicts the order of needs specified by the model. For example, some cultures appear to place social needs before any others  There is little evidence to suggest that people are motivated to satisfy only one need level at a time, except in situations where there is a conflict between needs.
  • 24. Maslow’s Hierarchy of Needs General Organizational Examples Examples Self- Self- Actualization Actualization Challenging Self-Fulfillment Job Needs Needs Status Esteem Needs Esteem Needs Job Title Family, Friendly work Friendship Social Needs Social Needs environment Stability Security Needs Security Needs Job security Food, Shelter Physiological Needs Physiological Needs Salary
  • 25. Theory X and Theory Y: Douglas McGregor  Douglas McGregor (1906-1964) – To understand human behavior, one must discover the theoretical assumptions upon which behavior is based – Especially interested in the behavior of managers toward workers – “Every managerial act rests on assumptions, generalizations, and hypotheses- – Theory X - – Theory Y - – FOCUS: Manager’s assumptions about HUMAN NATURE
  • 26. McGregor’s Beliefs  Employees are not machine parts to be fixed, redesigned, or eliminated  They are individual people in all of their complexity
  • 27. McGregor’s Contribution to Management Theory  Theory X assumptions The average person dislikes work and will avoid it Most people must be controlled People avoid responsibility and have little ambition
  • 28. McGregor’s Contribution to Management Theory  Theory Y assumptions Physical and mental work effort are natural Commitment is a function of proper rewards People learn to seek responsibility People have the ability to creatively solve organizational problems Employees need the freedom to utilize their potential
  • 29. Theory X and Theory Y Theory X Theory Y Avoid Work is Natural Work Must be Self- Controlled Direction Avoid Seek Responsibility Responsibility Good Decisions, Seek Security creativity
  • 30. Theory X... management through: force tight controls threats punishments
  • 31. Theory Y... management through: open systems communication self-managing teams