McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.
12
Chapter
Motivation
Motivation
McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.
Learning Objectives
After reading this chapter, you should be able to:
z
Understand the basic approaches to motivation.
z
Use goal setting to increase employee effort.
z
Improve performance and solve worker
performance problems by applying various
motivation models.
z
Use reinforcement principles to achieve higher
performance.
z
Differentiate between motivation and other
possible influences on performance.
McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.
Motivation
z
Categories of Theories:
¾
Content theories of motivation seek to understand what
underlies and drives motivation
¾
Process theories of motivation seek to understand what steps

Theory
McClelland
McClelland
’
’
s Need
s Need
Theory
Theory
Herzberg
Herzberg
’
’
s
s
Two
Two
-
-
Factor Theory
Factor Theory
McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.
Maslow
Maslow
’
’
s
s
Hierarchy
Hierarchy

Achievement
(nAch)
Need for
Need for
Achievement
Achievement
(nAch)
(nAch)
Need for
Power
(nPow)
Need for
Need for
Power
Power
(nPow)
(nPow)
Need for
Affiliation
(nAff)
Need for
Need for
Affiliation
Affiliation
(nAff)
(nAff)
McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.