Motivation TheoryMotivation Theory

Asst. Prof. Dr. Serdar AYANAsst. Prof. Dr. Serdar AYAN

MotivationMotivation

Definition: Definition: – 1) Internal drive to satisfy an unsatisfied need1) Internal drive to satisfy an unsatisfied need– 2) Stimulus of behavior2) Stimulus of behavior

Motivation TheoriesMotivation Theories

Content Theories: focus on the internal Content Theories: focus on the internal needs and desires that initiate, sustain and needs and desires that initiate, sustain and eventually terminate behavior.eventually terminate behavior.– WHAT motivates someoneWHAT motivates someone

Process Theories: seek to explain HOW Process Theories: seek to explain HOW behavior is initiated, sustained and behavior is initiated, sustained and terminatedterminated

Content TheoriesContent Theories

Maslow’s Hierarchy of NeedMaslow’s Hierarchy of Need Alderfer’s ERG TheoryAlderfer’s ERG Theory Herzberg’s 2-Factor TheoryHerzberg’s 2-Factor Theory McClelland’s Learned Needs TheoryMcClelland’s Learned Needs Theory

DefinitionsDefinitions

Frustration: occurs when needs can not be Frustration: occurs when needs can not be metmet

Satisfaction: occurs when needs are metSatisfaction: occurs when needs are met Despair: occurs when there is frustration Despair: occurs when there is frustration

without hopewithout hope

Maslow’s Hierarchy of NeedsMaslow’s Hierarchy of Needs

Stresses two fundamental premises:Stresses two fundamental premises:

– Human beings are wanting creatures whose Human beings are wanting creatures whose needs depend on what they already have. (You needs depend on what they already have. (You need what you DON’T already have)need what you DON’T already have)

– Peoples’ needs are arranged in a hierarchyPeoples’ needs are arranged in a hierarchy

MaslowMaslow

55thth level: Self realization and fulfillment level: Self realization and fulfillment 44thth level: Esteem and Status level: Esteem and Status 33rdrd level: Affection and social activity level: Affection and social activity 22ndnd level: Safety and security level: Safety and security 11stst level: Basic physiological needs level: Basic physiological needs

Alderfer’s ERG TheoryAlderfer’s ERG Theory

Only 3 levels to the hierarchy:Only 3 levels to the hierarchy:

1.1. Existence needs: material and physical Existence needs: material and physical needsneeds

2.2. Relatedness needs: all needs that involve Relatedness needs: all needs that involve other peopleother people

3.3. Growth needs: all needs involving Growth needs: all needs involving creative efforts and/or productive creative efforts and/or productive contributionscontributions

Herzberg’s 2-Factor TheoryHerzberg’s 2-Factor Theory

Starts with the questions of what satisfies Starts with the questions of what satisfies and dissatisfies people about their workand dissatisfies people about their work

Assumes the answers to those questions are Assumes the answers to those questions are key to understanding motivationkey to understanding motivation

Job Satisfaction consists of two separate Job Satisfaction consists of two separate and independent dimensions: and independent dimensions: – Satisfiers or motivatorsSatisfiers or motivators– Dissatisfiers or maintenance factorsDissatisfiers or maintenance factors

Dissatisfiers/Maintenance Dissatisfiers/Maintenance FactorsFactors

Presence is not motivational. Absences causes Presence is not motivational. Absences causes dissatisfactiondissatisfaction– PoliciesPolicies– SalarySalary– Interpersonal relationshipsInterpersonal relationships– Job securityJob security– Work conditionsWork conditions– Status Status – Technical supervisionTechnical supervision– Personal lifePersonal life

Satisfiers/MotivatorsSatisfiers/Motivators

Not unhappy if they are absent; willing to Not unhappy if they are absent; willing to work to get themwork to get them– AchievementAchievement– RecognitionRecognition– AdvancementAdvancement– The work itselfThe work itself– Possibility of growthPossibility of growth– ResponsibilityResponsibility

McClelland’s Learned Needs McClelland’s Learned Needs TheoryTheory

People learn their needs through life People learn their needs through life experienceexperience

3 sets of needs:3 sets of needs:– Need for Achievement: need to excelNeed for Achievement: need to excel– Need for Power: need to control or influence Need for Power: need to control or influence

othersothers– Need for Affiliation: need to associate with Need for Affiliation: need to associate with

others. Form interpersonal relationshipsothers. Form interpersonal relationships

Process TheoriesProcess Theories

Focus on how individuals’ expectations and Focus on how individuals’ expectations and preferences for outcomes associated with preferences for outcomes associated with their performance actually influence their performance actually influence performance.performance.

Vroom’s Expectancy TheoryVroom’s Expectancy Theory

Vroom theorized that people are not only Vroom theorized that people are not only driven by their needs, but they make driven by their needs, but they make choices about what they will and will not do choices about what they will and will not do to fulfill their needs based on 3 conditions:to fulfill their needs based on 3 conditions:

Vroom’s ConditionsVroom’s Conditions

Person must believe that effort to perform at Person must believe that effort to perform at a particular level will make the desired a particular level will make the desired performance or behavior more likelyperformance or behavior more likely

Desired performance or behavior must lead Desired performance or behavior must lead to some concrete outcome or rewardto some concrete outcome or reward

Person must value the outcomePerson must value the outcome