Lecture 5a - Motivation - Canvas

LECTURE 5A:

MOTIVATION

ECONOMICS AND MANAGEMENT

OF ORGANIZATIONS (EMO) 1.5
15-04-2021
DR. KOEN VAN BOMMEL
[email protected]
INTRODUCTION
Agenda this lecture:

• Introduction
• Models of motivation
2
INTRODUCTION
After reading the literature and following this lecture, you should:
• Know the difference between extrinsic and intrinsic motivation

• Know the difference between various content/need theories and
process theories of motivation
• Know the motivational force of pay
3
INTRODUCTION
The four essential managerial tasks:
4
INTRODUCTION
The evolution of management thought:
Today’s lecture
5
MOTIVATION AND MOTIVATION THEORIES
6
What is motivation?
• The 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 (Jones & George,
2020, p. 374)
• Explains why people behave the way they do in
organizations
• 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 when faced with obstacles
7
Motivation can come from different

sources:
• Intrinsically motivated behavior:

behavior that is performed for its own
sake, motivation comes from doing the
work itself
• Extrinsically motivated behavior:

behavior that is performed to acquire
material or social rewards or to avoid
punishment.
8
Intrinsic Extrinsic
Motivated to finish reading because Motivated to finish reading to meet

you are interested. a deadline
Changing jobs because you want Changing jobs because you are
the challenge certain you will be fired
Working because you find the job Motivated to work in difficult jobs
stimulating and enjoyable to get a pay rise
Study to improve yourself Study to get a high-paying job
Source: Clegg et al 2005
9
Two types of motivation theories: Need: A requirement or necessity

for survival and well-being.
‘Content theories’ or ‘need theories’: profiling or analyzing individuals

to identify the needs that motivate their behaviour:
• Maslow’s hierarchy of needs Bold: Discussed in
• Alderfer’s ERG theory lecture, yet you need
• Herzberg’s motivator-hygiene theory to know all for exam!
• McClelland needs for affiliation; power; achievement
‘Process theories’: try to understand the process why people are

motivated or how needs act to motivate people:
• Expectancy theory (Vroom)
• Equity theory (Adams)
• Goal-setting theory (Locke and Latham)
10
Maslow’s Hierarchy of Needs
Human
Relations/
Behavioural
Management
Scientific
Management
Table 13.1
11
Maslow’s Hierarchy of Needs
• Maslow’s typically criticized for assuming that motivation is

hierarchical and that only one need level can be motivational at a time
• Regardless, many principles of Maslow have entered today’s working
life (e.g. empowerment, self-managing work teams, quality of working
life etc.)
12
Herzberg’s Motivator-Hygiene Theory
• Focuses on outcomes that lead to higher motivation and job

satisfaction, and those outcomes that can prevent dissatisfaction.
• Motivator needs relate to the nature of the work itself (autonomy,
responsibility, interesting work)
• Hygiene needs are related to the physical and psychological context
of the work (comfortable work environment, pay, job security, effective
supervision)
• Hypotheses:
• Satisfied motivators create satisfaction and motivation
• Unsatisfied hygiene needs create dissatisfaction; satisfaction of hygiene needs does
not lead to motivation or job satisfaction
13
Herzberg’s Motivator-Hygiene Theory
• Empirical support for theory actually quite limited, but still Herzberg’s
formulations have contributed to our understanding of motivation in at
least two ways:
• Herzberg helped to focus researchers’ and managers’ attention on
the important distinction between intrinsic motivation (related to
motivator needs) and extrinsic motivation (related to hygiene
needs)
• Theory prompted researchers and managers to study how jobs
could be designed or redesigned so they are intrinsically motivating
(see job-characteristics model: question assignment 2)
14
Consider Job Characteristics Model (JCM) of Hackman & Oldham

(see lecture on org structure and assignment 2)
15
Process theories of motivation:
Vroom’s Expectancy Theory:
M=(E x I x V) ????
OR:
John would have worked hard for promotion, but as there was no
chance of promotion he did not bother
16
Vroom’s Expectancy Theory:
The expectancy theory of Vroom argues that the strength of a tendency

to act in a certain way depends on the strength of an expectation that the
act will be followed by a given outcome and on the attractiveness of that
outcome.
According to Vroom, motivation is a function of three elements:

1. E = Expectancy: Linkage between effort and performance? (E → P)
2. I = Instrumentality: Linkage between performance and reward?
(P → O)
3. V = Valence: Is the reward attractive for me?
M = (E → P) x (P → O) x V or M=(E x I x V)
17
Expectancy, Instrumentality, and Valence
“John would have worked hard for promotion, but as there was no
chance of promotion he did not bother”
18
Expectancy, Instrumentality, and Valence
19
- What is the “surprising truth” about motivation that is

discussed?
- How does this relate to theories on motivation that are
discussed (e.g. Maslow, Vroom, Herzberg)?
20

discussed?
Money?
21
Purpose!
Autonomy!
Mastery!

discussed?
Money?
22
Wrap-up motivation:
• Motivation helps to explain why people behave the way they do in
organizations
• Extrinsic and intrinsic forms of motivation can be distinguished
• Content (or need) theories of motivation focus on analysis of the needs

that motivate the behaviour of individuals (‘what’ motivates)
• Process theories of motivation try to understand the process why people

are motivated or how needs act to motivate people
23

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LECTURE 5A:

ECONOMICS AND MANAGEMENT

Agenda this lecture:

• Know the difference between extrinsic and intrinsic motivation

The four essential managerial tasks:

The evolution of management thought:

• The psychological forces that determine the direction of a

Motivation can come from different

• Intrinsically motivated behavior:

• Extrinsically motivated behavior:

Motivated to finish reading because Motivated to finish reading to meet

Study to improve yourself Study to get a high-paying job

Source: Clegg et al 2005

Two types of motivation theories: Need: A requirement or necessity

‘Content theories’ or ‘need theories’: profiling or analyzing individuals

‘Process theories’: try to understand the process why people are

Maslow’s Hierarchy of Needs

Maslow’s Hierarchy of Needs

• Maslow’s typically criticized for assuming that motivation is

Herzberg’s Motivator-Hygiene Theory

• Focuses on outcomes that lead to higher motivation and job

Herzberg’s Motivator-Hygiene Theory

Consider Job Characteristics Model (JCM) of Hackman & Oldham

Process theories of motivation:

Vroom’s Expectancy Theory:

Vroom’s Expectancy Theory:

The expectancy theory of Vroom argues that the strength of a tendency

According to Vroom, motivation is a function of three elements:

Expectancy, Instrumentality, and Valence

Expectancy, Instrumentality, and Valence

- What is the “surprising truth” about motivation that is

- What is the “surprising truth” about motivation that is

- What is the “surprising truth” about motivation that is

• Extrinsic and intrinsic forms of motivation can be distinguished

• Content (or need) theories of motivation focus on analysis of the needs

• Process theories of motivation try to understand the process why people

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