Chapter 13- Motivation & Performance

Which are the ways in which people can be motivated?

Prosocially Extrinsically Intrinisically

Merit Pay Plan

a compensation plan basing pay on performance.

Commission Pay

another individual-based merit pay plan, managers base pay on a percentage of sales

According to Maslow's hierarchy, needs related to social interaction, friendship, affection and love are known as ________ needs

belongingness

Alderfer's ERG theory

collapsed the 5 categories of needs in Maslow's hierarchy into 3 universal categories--existence, relatedness, growth--also arranged in hierarchy

operant conditioning theory

developed by B.F Skinner; people learn to perform behaviors that lead to desired consequences and learn not to perform behaviors that lead to undesired consequences

Profit Sharing

employees receive a share of an organization's profits.

Equity

exists when a person perceives his or her own outcome-input ratio to be equal to a referent's outcome-input ratio

overpayment inequity

exists when a person perceives that his or own outcome-input ratio is greater than that of a referent.

underpayment inequity

exists when a person's own outcome-input ratio is perceived to be less than that of a referent.

Expectancy theory identifies 3 major factors that determine a person's motivation:

expectancy instrumentality valence

goal-setting theory

focuses on motivating workers to contribute theory inputs to their jobs and organizations; in this way it is similar to expectancy theory and equity theory

Expectancy theory

formulated by Victor H Vroom in the 1960s, posits that motivation is high when workers believe that high levels of effort lead to high performance

Needs related to the physical and psychological context of the workplace are _____ needs.

hygiene

equity theory

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

Extrinsically 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

Prosocially motivated behavior

is behavior that is performed to benefit or help others

Need for Power

is extent to which an individual desired to control or influence others

need

is req or necessity for survival and well-being

Need for Affiliation

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 along with each other.

inequity

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

Motivation

may be defined as 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

referent

motivation is influenced by the comparison of one's own outcome-input ratio with the outcome-input ratio

Scanlon Plan

organizational-based merit pay plan motivates members of an organization to propose cost-cutting strategies because a % of the cost savings achieved will be distributed to them.

According to expectancy theory, instrumentality is a person's perception about the extent to which performance at a certain level results in the attainment of ___________

outcomes

Need theories of motivation focus on what needs people are trying to satisfy at work and what _____ will satisfy those needs.

outcomes

Herzberg's motivator-hygiene theory

people have 2 sets of needs or req: motivator needs and hygiene needs. Motivator needs are related to the nature of the work itself and how challenging it is.

Valence

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

According to Maslow's hierarchy, the need to realize one's full potential is known as

self-actualization

By linking the performance of _______ _______ to the attainment of _______ ______ managers can motivate organizational members to perform in ways that help an organization achieve its goals.

specific behaviors specific outcomes

Instrumentality

the 2nd major concept in expectancy theory, is a person's perception about the extent to which performance at a certain level results in attainment of outcomes

2 types of equity:

underpayment inequity overpayment inequity

hierarchy of needs

with the most basic or compelling needs--physiological and safety needs-at the bottom.