Behavioral

Approach

WhatIsMotivation?
Direction

Intensity or
driving
force
Prentice Hall, 2001

Chapter 6

Persistence

Intensity

Direction

It's not that I'm so

smart, it's just that
I stay with
problems longer
.
Persistence

Abraham Maslow (1908-1970)

Considered to be the founder of
humanistic psychology.

theory of human needs had three

assumptions:
Human needs are never completely
satisfied.
Human behavior is purposeful and is
motivated by the need for satisfaction.
Needs can be classified according to a
hierarchical structure of importance from
the lowest to highest.

Maslows Hierarchy of Needs

Self-Actualization
Esteem(appreciation)
Social need
Safety
Physiological

MaslowsHierarchyofNeeds
MOSTNEEDSHAVETODOWITH
SURVIVALPHYSICALLYAND
PSYCHOLOGICALLY

PHYSIOLOGICALORSURVIVALNEEDS

Physical needs
Food
Water
Air
Shelter
Clothing

WhatdidMaslowmean
byphysicalneeds?
Whatphysicalneedsdo
everypersonhave?

These are essential for good health and well-being, and for
continuation of life.

MaslowsHierarchyofNeeds
ONTHEWHOLEANINDIVIDUAL
CANNOTSATISFYANYLEVEL
UNLESSNEEDSBELOWARE
SATISFIED

SAFETYNEEDS
PHYSIOLOGICALORSURVIVALNEEDS

Safety and Security Needs

Staying well, avoiding being ill
Avoiding danger or
Safe circumstances
Stability

MaslowsHierarchyofNeeds

SOCIALNEED
SAFETYNEEDS
PHYSIOLOGICALORSURVIVALNEEDS

Social needs

Friends, family,affectionate relationships in

general, even a sense of community

MaslowsHierarchyofNeeds

ESTEEMNEEDS

SOCIALNEEDS

SAFETYNEEDS
PHYSIOLOGICALORSURVIVALNEEDS

The Esteem needs

Self-esteem
The need for the respect from others, the need
for status, fame, recognition, attention,
reputation, appreciation, even dominance.

Individual level
Confidence, competence, dignity,achievement,
independence and freedom

MaslowsHierarchyofNeeds
NEED
FOR
SELF

ACTUALIZATION

MASLOWEMPHASIZESNEEDFORSELF
ACTUALIZATIONIS
AHEALTHYINDIVIDUALSPRIME
MOTIVATION

SELFACTUALIZATIONMEANS
ACTUALIZING

WhoamI?????
HowamIdoing????

MaslowsHierarchyofNeeds
NEED
SELF

ACTUALIZATION

ESTEEMNEEDS

SOCIALNEEDS

SAFETYNEEDS
PHYSIOLOGICALORSURVIVALNEEDS

Maslows view on a
Self-actualized Person
Has mental stability
Fully explore talents
Motivated by values

 Implications

for Management

Physiological needs: Provide lunch breaks,

rest breaks, and wages that are sufficient to
purchase the essentials of life.

Safety Needs: Provide a safe working

environment and job security.

Social Needs: Create a sense of community

via team-based projects and social events.

Esteem Needs: Recognize achievements to

make employees feel appreciated and
valued. Offer job titles that convey the
importance of the position.

Self-Actualization: Provide employees a

challenge and the opportunity to reach their
full career potential with value based
approach.

Limitations of Maslow's Hierarchy

There is evidence that contradicts the order
of needs specified by the model. For
example, some cultures appear to place
social needs before any others

There is little evidence to suggest that

people are motivated to satisfy only one
need level at a time, except in situations
where there is a conflict between needs.

Maslows Hierarchy of Needs

General
Examples
SelfFulfillment

Self
Self
Actualization
Actualization
Needs
Needs

Status
Family,
Friendship

EsteemNeeds
EsteemNeeds

Stability

SecurityNeeds
SecurityNeeds

SocialNeeds
SocialNeeds
PhysiologicalNeeds
PhysiologicalNeeds

Food,
Shelter

Organizational
Examples
ChallengingJob
JobTitle
Friendlywork
environment
Jobsecurity
Salary

Theory X and Theory Y: Douglas

McGregor

Douglas McGregor (1906-1964)

To understand human behavior, one must discover
the theoretical assumptions upon which behavior is
based
Especially interested in the behavior of managers
toward workers
Every managerial act rests on assumptions,
generalizations, and hypotheses Theory X Theory Y FOCUS: Managers assumptions about HUMAN
NATURE

McGregors Beliefs
Employees

are not machine parts to be

fixed, redesigned, or eliminated

They

are individual people in all of

their complexity

McGregors Contribution to
Management Theory

Theory X assumptions
The average person dislikes work and will
avoid it
Most people must be controlled
People avoid responsibility and have little
ambition

McGregors Contribution to
Management Theory

Theory Y assumptions
Physical and mental work effort are natural
Commitment is a function of proper rewards
People learn to seek responsibility
People have the ability to creatively solve
organizational problems
Employees need the freedom to utilize their potential

Theory X and Theory Y

Theory
Theory XX

Theory
Theory YY

Avoid
Avoid
Work
Work

Work
Workis
isNatural
Natural

Must
Mustbe
be
Controlled
Controlled

SelfSelfDirection
Direction

Avoid
Avoid
Responsibility
Responsibility

Seek
Seek
Responsibility
Responsibility

Seek
SeekSecurity
Security

Good
GoodDecisions,
Decisions,
creativity
creativity

Theory X... management through:

force
tight controls
threats
punishments

Theory Y... management through:

open systems
communication
self-managing teams