MGMT 4

forces that determine person's behavior

• •Direction: possible behaviors
• the individual could engage in

• •Effort: how hard the
• individual will work

• •Persistence: whether the
• individual will keep trying or give up

behavior performed for own's sake

performed to get outcome or avoid punishment

Motivation high when workers think high effort will get high output

• •Expectancy: the belief that
• effort (input) will result in a certain level of performance

• •Instrumentality: the belief that
• performance results in the attainment of outcomes

• •Valence: how desirable each of
• the available outcomes from the job is to a person

• what needs people are trying to satisfy at work and what
• outcomes will satisfy those needs

Self-actualization: Realize one's full potential; give people opportunity to use skills

Esteem: feel good about one's capabilities; grant promotions and recognize accomplishments

Belongingness: social interaction; social functions

Safety: security and stability; job security and medical benefits

physiological: basic needs; paycheck

outcomes that lead to higher motivation and job satisfaction

• Motivator needs relate to the nature
• of the work itself and how challenging it is

Hygiene needs are related to the physical and psychological context in which the work is performed

desire to perform challenging tasks

an individual is concerned about establishing and maintaining good interpersonal relations

individual desires to control

people’s perceptions of the fairness

Justice, fairness

lack of fairness

not getting what you deserve

decrease input, ask for desired outcome

same input but higher pay

• identifying the types of goals that are effective in
• producing high levels of motivation

on increasing employee motivation and performance by linking outcomes that employees receive to the performance of desired behaviors

• People learn to perform behaviors that lead to desired
• consequences

• 1) Positive Reinforcement: reward for good act
• 2) Negative reinforcement: take something bad away in exchange for good behavior
• 3) Extinction: remove what is reinforcing bad behavior
• 4) Punishment: negative consequence to discourage bad behavior

• how learning and motivation are influenced by people’s
• thoughts

Observing Others

Outcome given by self

belief in your ability to perform successfully

• compensation plan that bases pay on based on individual,
• group and/or organization performance.
• 1) Piece-rate Pay: Employee’s pay is

• based on the number of units that the employee produces
• 2)Commission Pay:Employee’s pay is based on a percentage of sales that the employee makes
• 3)Scanlon plan:focuses on reduced expenses or cutting costs
• 4)Profit sharing:employees receive a