Management: Motivation

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what are the 2 types of need theories

1. Maslow's Hierarchy of Needs 2. Herzberg's Motivator-Hygiene Theory 3. McClelland's Needs for Achievement, Affiliation, and Power

What are Maslow's five basic kinds of needs that all people seek to satisfy (bottom to top)

1. Physiological needs (air, food, water, sex) 2. Safety (job security, physical and psychological safety) 3. Social Needs (belonging, friends, affilliation) 4. Self-esteem (self-respect, self-confidence, recognition, reward) 5. Self-actualization (ideal; never attained)

Expectancy theory identifies three major factors that determine a person's motivation:

1. expectancy 2. instrumentality 3. valence

Many research studies have tested Herzberg's propositions, and, by large, the theory fails to receive supports. Nevertheless, Herzberg's formulations have contributed to our understanding of motivation in at least two ways:

1. helped to focus researchers' and manager's attention on the important distinction between intrinsic motivation (related to motivator needs) and extrinsic motivation (related to hygiene needs) 2. Prompted researchers and managers to study how jobs could be designed or redesigned so they are intrinsically motivating

What two factors is Herzberg's Motivator-Hygiene theory focused on

1. outcomes that can lead to high levels of motivation and job satisfaction 2. outcomes that prevent people from being dissatisfied

whether workers are intrinsically motivated, extrinsically motivated, or both depends on a what three main factors

1. personal characteristics 2. the nature of their jobs 3. the nature of the organization

what are the four tools of operant conditioning theory

1. positive reinforcement 2. negative reinforcement 3. Extinction 4. Punishment

what are 3 ways managers can boost expectancies

1. through expressing confidence in their subordinates' capabilities 2. provide training so people have the expertise needed for high performance 3. increasing their levels of autonomy and responsibility as they gain experience so they have the freedom to do what it takes to perform at a high level

According to McClelland, People with a high need for ___ often set clear goals for themselves and live to receive performance feedback

achievement

Psychologist David McClelland extensively researched the needs for___, ____, and ____

achievement, affiliation, and power

Based on McClelland's theory, research suggests that high needs for ___ and ___ are assets for the first-line and middle managers and that a high need for ___ is especially important for upper managers

achievement, power, power

According to McClelland, ___ is the extent to which an individual is concerned about establishing and maintaining good interpersonal relations, being liked and having the people around him or her get along with each other

affiliation

Based on McClelland's theory, a high need for ___ may not always be desirable in managers and other leaders because it might lead them to try too hard to be liked by others (including subordinates) rather than doing all they can to ensure that performance is as high as it can and should be

affiliation

Why is motivation central to management?

because it explains why people behave the way they do in organizations

employee's pay is based on a percentage of sales that the employee makes

commission

The __ of a person's behavior refers to the many possible behaviors a person could engage in

direction

__ refers to how hard people work

effort

how hard the individual will work:

effort

Based on Expectancy theory, members of an organization are motivated to put forth a high level of ___ only they if think that doing so leads to high ___

effort, performance

pay based on organizational performance

employee stock option

___ are financial instruments that entitle the bearer to buy shares of an organization's stock at a certain period or under certain conditions

employee stock options

According to ___ theory, both underpayment and overpayment inequity creates tension that motivated most people to restore equity by brining the ratios back into balance

equity

Based on Equity theory, ___ exists when a person perceives his or her own outcome-input ratio to be equal to a referent's outcome-input ratio

equity

___ theory complements expectancy and needs theories by focusing on how people perceived the relationship between the outcomes they receive from their jobs and organizations and the inputs they contribute

equity

when ___ exists, people are motivated to continue contributing their current levels of inputs to their organizations to receive their current levels of outcomes.

equity

A theory of motivation that concentrates on people's perceptions of the fairness of their work outcomes relative to, or in proportion to, their work inputs:

equity theory

Based on expectancy theory, in order for people's motivation to be high, ___ must be high

expectancy

____ theory is one of the most popular theories of work motivation because it focuses on all three parts of the motivation equation: inputs, performance, and outcomes

expectancy

a person's level of ___ determines whether he or she believes that high levels of effort results in a high level of performance

expectancy

a person's perception about the extent to which effort (an input) results in a certain level of performance

expectancy

formulated by Victor H. Vroom in the 1960s, posits that motivations is high when workers believe that high levels of effort lead to high performance and high performance leads to the attainment of desired outcomes:

expectancy theory

According to the operant conditioning theory, ___ is the process through which responses that are no longer reinforced tend to gradually diminish in strength. (A way for managers to curtail the performance of dysfunctional behaviors by eliminating whatever is reinforcing the behaviors)

extinction

___ motivated behavior is behavior that is performed to acquire material or social rewards or to avoid punishment; the source of motivation is the consequences of the behavior not the behavior itself

extrinsically

outcomes, such as pay, job security, benefits, and vacation time, result in ___ motivated behavior

extrinsically

How can managers use Maslow's theory

find out what people need and then give it to them, if workers are in crappy conditions, they get the idea that management doesn't think much of them

high prosocial motivation + high intrinsic motivation = ___

high job performance

Under conditions of equity, if you receive more outcomes than a referents, your inputs are perceived to be proportionally ___

higher

According to Herzberg's theory, __ needs are satisfied by outcomes such as pleasant and comfortable working conditions, pay, job security, good relationships with coworkers, and effective supervision

hygiene

According to Herzberg's theory, ___ needs are related to the physical and psychological context in which the work is performed

hygiene

According to Herzberg's theory, ___ needs, however, does not result in high levels of motivation or even high levels of job satisfaction

hygiene

What is the importance of understanding global needs

in our increasingly global economy, managers must realize that citizens of different countries might differ in the needs they seek to satisfy through work

___, or lack of fairness, exists when a person's outcome-input ratio is not perceived to be equal to a referent's

inequity

anything a person contributes to the job or organization, such as time, effort, education, experience, skills, knowledge, and actual work behaviors:

input

If people wish to increase their outcomes under conditions of equity they are motivated to increase their ___

inputs

organizations hire people to obtain important ___

inputs

a person's perception about the extent to which performance at a certain level results in the attainment of outcomes (P -> O)

instrumentality

jobs that are interesting and challenging are more likely to lead to ___ motivation than jobs that are boring or do not use a person's skills and abilities

intrinsic

___ motivated behavior is behavior that is performed for its own sake; the source of motivation is actually performing the behavior, and motivation comes from doing the work itself

intrinsically

many managers are ___ motivated; they derive a sense of accomplishment and achievement from helping the organization achieve its goals and gain competitive advantages

intrinsically

some outcomes, such as autonomy, responsibility, a feeling of accomplishment, and the pleasure of doing interesting or enjoyable work, result in ____ motivated behavior

intrinsically

what does goal setting theory say

just having a goal makes you more likely to reach it, but you can improve your chances by making sure that your goal is as specific as possible

___ takes place in organizations when people learn to perform certain behaviors to receive certain outcomes

learning

a relatively permanent change in a person's knowledge or behavior that results from practice or experience

learning

___ focuses on the linkage between performance and outcomes in the motivation equation

learning theories

the basic premise of ___ theories as applied to organizations is that managers can increase employee motivation and performance of desired behaviors and the attainment of goals

learning theories

the ___ level of unmet needs in the hierarchy is the prime motivator of behavior

lower

Explain how Maslow's hierarchy of needs works

lower level needs must be satisfied before a person can strive to satisfy needs higher up on the hierarchy

Based on McClelland's theory, ___ help others accomplish their goals, while high achievers focus on their own accomplishments

managers

___ is a compensation plan that bases pay on performance

merit pay plan

Based on Equity theory, ___ is influence by the comparison of one's own outcome-input ratio with the outcome-input ratio of a referent

motivation

instrumentalities must be high for ___ to be high

motivation

psychological forces that determine the direction of a person's behavior in an organization, a person's level of effort, and a person's level of persistence in the face of obstacles

motivation

According to Herzberg's theory, ___ needs are related to the nature of the work itself and how challenging git is

motivator

According to Herzberg's theory, for motivation and job satisfaction to be high, __ needs must be met

motivator

According to Herzberg's theory, outcomes such as interesting work, autonomy, responsibility, being able to grow and develop on the job, and a sense of accomplishment and achievement help to satisfy ___ needs

motivator

According to Herzberg's theory, to have a highly motivated and satisfied workforce, managers should take steps to ensure that employee's ___ needs are being met

motivator

According to Herzberg's theory, people have what two sets of needs or requirements?

motivator needs and hygiene needs

___ theories suggest that to motivate a person to contribute valuable inputs to a job and perform at a high level, a manager must determine what needs the person is trying to satisfy at work and ensure that the person receives outcomes that help to satisfy those needs when the person performs at a high level and helps the organization achieve its goals

need

___ theory complements expectancy theory by exploring in depth which outcomes motivate people to perform at a high level

need

a requirement or necessity for survival and well-being:

need

theories of motivation that focus on what needs people are trying to satisfy at work and what outcomes will satisfy those needs

need theories

According to the operant conditioning theory, ___ can encourage members of an organization to perform desired or organizationally functional behaviors. Managers using this actually eliminate or remove undesired outcomes once functional behavior is performed

negative reinforcement

___ theory provides four tools that managers can use to motivate high performance and prevent workers from engaging in absenteeism and other behaviors that district from organizational effectiveness

operant conditioning

people learn to perform behaviors that lead to desired consequences and learn not to perform behaviors that lead to undesired consequences

operant conditioning

___ are behaviors that contribute to organizational effectiveness; they can include producing high-quality goods and services, providing quality customer service, and meeting deadlines

organizationally functional behaviors

anything a person gets from an organization

outcome

regardless of whether people are intrinsically, extrinsically, or prosocially motivated, they join and are motivated to work in organizations to obtain certain ___.

outcomes

__ inequity can be restored when people realize they are contributing more inputs than they originally thought

overpayment

___ inequity can be restored by perceiving the referent's inputs to be lower or the referent's outcomes to be higher than one originally thought. When equity is restored in this way, actual inputs and outcomes are unchanged, and the person being overpaid takes no real action. What is changed in how people think or view their or the referent's inputs and outcomes

overpayment

___ inequity exists when a person perceives that his or her own outcome-input ratio is greater than that of a referent. In comparing yourself to a referent, you think you are receiving more outcomes than you should be given, given your inputs

overpayment

when people experience __ inequity, they may try to restore equity by changing their perceptions of their own or their referent's inputs or outcomes

overpayment

___ is used to motivate workers at all levels within the organization and can also be used to motivate people to join the organization and remain with the organization

pay

Based on Equity theory, one's ___ of outcomes and inputs (not any objective indicator of them) are key

perceptions

whether the individual will keep trying or give up:

persistence

employee's pay is based on the number of units that the employee produces

piece-rate pay

According to the operant conditioning theory, ___ gives people outcomes they desire when they perform organizationally functional behaviors

positive reinforcement

According to McClelland, ___ is the extent to which an individual desires to control or influence others

power

Based on McClelland's theory, one study found that U.S. presidents with a relatively high need for ___ tended to be especially effective during their terms of office

power

Based on McClelland's theory, the best managers are high in ___ and lower in ___

power, affiliation

employees receive a share of an organization's profits

profit sharing

___ motivated behavior is behavior that is performed to benefit or help others

prosocially

behavior can be ___ motivated in addition to being extrinsically and/or intrinsically motivated

prosocially

outcomes, such as improving the lives or well-being of other people and doing good by helping others, result in ___ motivated behavior

prosocially

According to the operant conditioning theory, ___ decreases undesirable behavior by following it with undesirable consequences

punishment

Based on Equity theory, the ___ could be another person or a group of people who are perceived to be similar to oneself or could be oneself in a previous job or one's expectations about what outcome-input ratios should be

referent

Equity theory was formulated in the 1960s by J. Stacy Adams, who stressed that what is important in determining motivation is the ___ rather than the ____ levels of outcomes a person receives and inputs a person contributes

relative, absolute

the business world is built entirely around extrinsic motivators, but for 21st century tasks, that mechanistic, ___ approach, doesn't work, often doesn't work, and often does harm

reward-and-punishment

managers can distribute merit pay in the form of ___ and ___

salary increase, bonus

According to Maslow, once a need is ___, it ceases to operate as a source of motivation

satisfied

focuses on reduced expenses or cutting costs

scanlon plan

According to the social learning theory, ___ is a person's belief about his or her ability to perform a behavior successfully

self-efficacy

According to the social learning theory, ___ is when people can control their own behavior by setting goals for themselves and then reinforcing themselves when they achieve the goals

self-reinforcers

___ theory proposes that motivation results not only from direct experience of rewards and punishments but also from a person's thoughts and beliefs

social learning

what does SMART stand for

specific measurable ambitious realistic time-based

Under conditions of equity, if a referent receives more outcomes than you receive, the referent contributes proportionally more inputs to the organization, so his or her outcome-input ratio ___ your ratio

still equals

According to McClelland, although each of these needs is present in each of us to some degree, their importance in the workplace depends on ____

the position one occupies

if people who feel they are ___ have other employment options, they may leave the organization

underpaid

___ inequity exists when a person's own outcome-input ratio is perceived to be less than that of a referent. In comparing yourself to a referent, you think you are not receiving the outcomes you should be, given your inputs

underpayment

What are the two types of inequity

underpayment and overpayment

when people experience ___ inequity, they may be motivated to lower their inputs by reducing their working hours, putting forth less effort on the job, or being absent; or they may be motivated to increase their outcomes by asking for a raise or promotion

underpayment inequity

when people experience ___ inequity and other means of equity restoration ___, than can change their perceptions of their own or the referent's inputs or outcomes. for example, they may realize that their referent is really working on more difficult projects than they are or that they really take more time off from work than their referent does

underpayment, fail

refers to how desirable each of the outcomes available from a job or organization is to a person

valence

According to the social learning theory, ____ learning, often called observational learning, occurs when a person (the learner) becomes motivated to perform a behavior by watching another person (the model) performing the behavior and being positively reinforced for doing so

vicarious

Social learning theory extends operant conditioning's contribution to managers' understanding of motivation by explaining ___, ____, ____

vicarious learning, self-reinforcement, self-efficacy

According to McClelland, ___ is the extent to which an individual has a strong desire to perform challenging tasks well and to meet personal standards for excellence.

Achievement


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