BU288 Chapter Notes - Chapter 5: Motivation, Expectancy Theory, Victor Vroom
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Mcclelland"s theory of needs: a non hierarchical need theory or motivation that outlines the conditions under which certain needs result in particular patterns of motivation, needs reflect relatively stable personality characteristics that one acquires through early like experiences and exposure to selected aspects of one"s society, three needs: the needs for achievement(n ach), affiliation(n aff), and power(b pow, mcclelland predicts that people will be motivated to seek out and perform well in jobs that match their needs, high n ach should be strongly motivated by sales jobs or entrepreneurial positions, such as running small business. Instrumentality probability that a particular first level outcome will be followed by a particular second level outcome. (performance (cid:224) outcome link) ex. high productivity will be followed by pay: valence the expected value of work outcomes; the extent to which they are attractive or unattractive. ex.
