This document summarizes several theories of motivation: 1) Maslow's hierarchy of needs theory proposes that people are motivated to fulfill lower-order physiological and safety needs before pursuing higher-order social, esteem, and self-actualization needs. 2) Herzberg's two-factor theory distinguishes between job satisfaction and dissatisfaction, with hygiene factors relating to the job context producing dissatisfaction and motivator factors relating to the job content producing satisfaction. 3) Alderfer's ERG theory modified Maslow's hierarchy to focus on existence, relatedness, and growth needs that can be satisfied internally or externally.

1. ORGANIZATIONAL
BEHAVIORS T E P H E N P. R O B B I N S
W W W . P R E N H A L L . C O M / R O B B I N S
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Chapter: 7
Motivation
Concepts

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Defining MotivationDefining Motivation
Key Elements
1. Intensity: how hard a person tries
2. Direction: toward beneficial goal
3. Persistence: how long a person tries
Key Elements
1. Intensity: how hard a person tries
2. Direction: toward beneficial goal
3. Persistence: how long a person tries

3. What Is Motivation?
Direction
PersistenceIntensity

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Hierarchy of Needs TheoryHierarchy of Needs Theory

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6. – Developed by Abraham Maslow.
– Lower-order and higher-order needs
affect workplace behavior and attitudes.
– Lower-order needs:
• Physiological, and safety needs
• These needs are satisfied
externally
– Higher-order needs:
• social needs
• Esteem and self-actualization
needs
• Desire for social well being and
psychological growth and
development
• These needs are satisfied
internally (within the person).
Hierarchy of needs theoryHierarchy of needs theory

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Two-Factor Theory (Frederick Herzberg)Two-Factor Theory (Frederick Herzberg)

9.  Two-factor theory
– Developed by Frederick Herzberg.
– Hygiene factors:
• Elements of the job context.
• Sources of job dissatisfaction.
– Satisfier factors:
• Elements of the job content.
• Sources of job satisfaction and motivation.

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ERG Theory (Clayton Alderfer)ERG Theory (Clayton Alderfer)
Core Needs
Existence: provision of
basic material
requirements.
Relatedness: desire for
relationships.
Growth: desire for
personal development.
Core Needs
Existence: provision of
basic material
requirements.
Relatedness: desire for
relationships.
Growth: desire for
personal development.
Relation with Maslow’s
theory
Existence: related to
physiological and safety
needs
Relatedness: related to
social needs
Growth: related to esteem
and self-actualization needs
Relation with Maslow’s
theory
Existence: related to
physiological and safety
needs
Relatedness: related to
social needs
Growth: related to esteem
and self-actualization needs

12. ERG TheoryERG Theory
– Developed by Clayton
Alderfer.
– Three need levels:
• Existence needs —
desires for
physiological and
material well-being.
• Relatedness needs —
desires for satisfying
interpersonal
relationships.
• Growth needs —
desires for continued
psychological growth
and development.

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Theory X and Theory Y (Douglas McGregor)Theory X and Theory Y (Douglas McGregor)

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David McClelland’s Theory of NeedsDavid McClelland’s Theory of Needs
nAch
nPow
nAff

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