1. Motivating for High Performance

7. An Overview of Three Major Classes of Motivation Theories Reinforcement Theory Content Motivation Theories Process Motivation Theories Motivation

8. Exhibit 11 – 1 ● Major Motivation Theories Specific Theory (Creator) Class of Motivation Theories Hierarchy of needs theory (Maslow) proposes that employees are motivated by five levels of needs: physiological, safety, social, esteem, and self-actualization. ERG theory (Alderfer) proposes that employees are motivated by three needs: existence, relatedness, and growth. Two-factor theory (Herzberg) proposes that employees are motivated by motivators (higher-level needs) rather than by maintenance factors (lower-level needs). Acquired needs theory (McClelland) proposes that employees are motivated by their need for achievement, power, and affiliation. Content motivation theories focus on identifying and understanding employees’ needs

9. Exhibit 11 – 1 ● Major Motivation Theories (cont’d) Specific Theory (Creator) Class of Motivation Theories Equity theory (Adams) proposes that employees will be motivated when their perceived inputs equal outputs. Goal-setting theory (Locke) proposes that achievable but difficult goals motivate employees. Expectancy theory (Vroom) proposes that employees are motivated when they believe they can accomplish the task and the rewards for doing so are worth the effort. Process motivation theories focus on understanding how employees choose behaviors to fulfill the needs.

10. Exhibit 11 – 1 ● Major Motivation Theories (cont’d) Specific Theory (Creator) Class of Motivation Theories Types of reinforcement Positive reinforcement is offering attractive consequences (rewards) for desirable performance to encourage the continuation of that behavior. Avoidance reinforcement is threatening to provide negative consequences for poor performance to encourage desirable behavior. Punishment is providing an undesirable consequence (punishment) for an undesirable behavior to prevent the behavior. Extinction is the withholding of reinforcement for a particular behavior. Reinforcement theory (Skinner) proposes that the consequences of behavior will motivate employees to behave in predetermined ways.

13. Exhibit 11 –2 ● How Managers Motivate Based on Maslow‘s Hierarchy of Needs Theory

15. Exhibit 11 –3 ● Herzberg‘s Two-Factor Theory Proposes that employees are motivated by motivators rather than by maintenance factors.

17. Exhibit 11 –4 ● A Comparison of Four Content Motivation Theories

27. Exhibit 11 –5 ● Types of Reinforcement

31. Exhibit 11 –6 ● Giving Praise

33. Exhibit 11 –7 ● The Motivation Process and the Motivation Theories The groups of theories are complementary; each refers to a different stage in the motivation process or answers a different question.