Chapter 5 Individual and Organizational Motivation
• Steps of positive reinforcement:
1. Understand purposes of positive reinforcement
2. State undesired behaviour
3. State desired behaviour
4. Create opportunity 4 desired behaviour
5. Give verbal praise
1. State desired behaviour
2. Tell him how it makes you feel
3. Give verbal praise (saying thank you)
The Knowledge Base
• Key factors affecting productivity motivation: psychological forces determining direction of
behaviour, effort and persistence
• Effective way managing motivation is understanding
• Sources of motivation are
1. Intrinsic: performed for its own sake, common in people who love their work
2. Extrinsic: performed because of consequences it brings
• Performance =Ability X Motivation
• Most reliable predictor of job performance and career success cognitive ability (intelligence)
• Why an individual doesn’t appear to be motivated 2 do their job, look at 4 areas:
1. The person-job-reward fit
2. Job design
3. Role of the leader
4. Role of organizational policies and rewards
The Person-Job-Reward Fit
• Key step in understanding motivation problems identify factors unique 2 individual that
energize, direct, sustain and stop behaviour
• Content Theories: focus on specific internal needs that motivate people Chapter 5 Individual and Organizational Motivation
o Includes Maslow’s Hierarchy of Needs and McClelland’s need theory
Maslow’s Hierarchy of Needs
• Physiological needs basic needs like food, water, shelter. Necessary for survival. Organizations
provide salaries so employees can live adequately.
• Security needs need for security, stability, protection from physical or emotional harm.
Organizations provide pension, health care plans, career paths within organization, safe work
environment.
• Social belonging needs reflect human need for social interaction, friendship, affection and love.
Organizations permit interaction with colleagues, work team structures, social and sports
facilities, parties.
• Self esteem need to feel good about oneself and be respected, appreciated and recognized by
others. Organizations provide feedback and recognition for high performance/accomplishments,
seek and respect employee input, make employees visible 2 others, promotions.
• Self-actualization need people have 2 realize their full potential. “Be all that you can be”.
Organizations allow employees 2 use their skills and talents fully at work. Ie. Entrepreneur left
large organization 2 work 4 themselves 2 use more of their own talents
• Needs are arranged in a hierarchy, lower order needs must be satisfied before higher level needs
can be addressed
• Needs differ between cultures
McClellan’s Need Theory
• 3 human motives:
o Need for affiliation
o Need for power
o Need for achievement
• These motives learned from our parents and culture
• Need for Power (n-Power): need 2 influence and lead others and be in control of one’s
environment
• Positive face of power need socialized power: influence used for the good of others
• Negative face of power need personalized power: unsocialized concern for personal dominance
o Less inhibition or self control, exercise power impulsively, more rude, drank to excess,
“scoring”, dictators Chapter 5 Individual and Organizational Motivation
• Need for Affiliation: desire for friendly and close interpersonal relationships
o Prefer cooperative situations, seek relationships with high degree of mutual
understanding
• Positive face of affiliation need affiliative interest: concern for interpersonal relationships but
not at expense of goal-oriented behaviour
o Value good relationships and work at maintaining them, will make tough decisions or
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