Cognitive Process of

Organizational Behaviour
Motivation
Learning Outcomes
 Illustrate the motivation process
 Discuss the four content motivation theories:
hierarchy of needs theory, ERG theory, two-factor
theory, and acquired needs theory
 Discuss the three process motivation theories: equity
theory, goal-setting theory, and expectancy theory
 Explain the Reinforcement theory and four types of
reinforcement tools

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What is Motivation?
The processes that account for an individual’s
intensity, direction, and persistence of effort toward
attaining goal

Key elements
 Intensity – how hard a person tries
 Direction – toward beneficial goal

 Persistence – how long a person tries

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Evolution of Employee Motivation
Traditional Approach
Human Relations Approach
Human Resource Approach
Contemporary Approach

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The Basic Process of Motivation
Needs Behaviour Incentives

Feedback
Content Theories Process Theories Reinforcement
Theories
Hierarchy of Needs Equity Theory Reinforcement Theory
Theory
ERG Theory Expectancy Theory

Two- Factors Theory Goal – setting Theory

McClellond’s Theory
of Needs
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Content Theory: Maslow’s Hierarchy of
Needs
Higher-order
needs

Lower-order
needs
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Content Theory: Alderfer’s ERG Theory
A modification of the needs hierarchy theory that
proposes three categories of needs:
Existence needs
Relatedness needs
Growth needs

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Content Theory: Herzberg’s Two- Factor
Theory of Motivation
A theory that relates intrinsic factors to job satisfaction
and associates extrinsic factors with dissatisfaction.
Motivation factors
increase job satisfaction
• Company policy &
administration
• Supervision • Achievement
• Interpersonal relations • Recognition
• Working conditions • Autonomy
• Salary • Responsibility
• Security • Advancement
• Growth

Hygiene factors avoid

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job dissatisfaction 8
Content Theory: McClelland’s Acquired
Needs Theory
A theory which states that achievement, power, and
affiliation are three important needs that help explain
motivation
Need for Achievement (nAch)
Need for Affiliation (nAff)
Need for Power (nPow)

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Relationships between Content Theories

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Process Theory: Adam’s Equity Theory
A theory that says that individuals compare their job
inputs and outcomes with those of others and then
respond to eliminate any inequities

Referent Comparison
Self –inside
Self- outside
Other- inside
Other- outside

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 Process Theory: Equity Theory (Cont’d)
Person Comparison
other
Equity Outcomes = Outcomes
Inputs Inputs
Negative Outcomes < Outcomes
Inequity Inputs Inputs
Positive Outcomes > Outcomes
Inequity Inputs Inputs
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Process Theory: Equity Theory (Cont’d)
Choices for dealing with inequity:
 Change inputs
 Change outcomes
 Distort/change perceptions
 Choose a different referent person
 Leave the field (quit the job)

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Process Theories: Vroom’s Expectancy Theory of
Motivation
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 to the individual
Major factor of motivation
Valence - value or importance placed on a particular
reward
Instrumentality - belief that performance is
related to rewards
Expectancy - belief that effort leads to performance

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Expectancy Model of Motivation

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Process Theory: Edwin Locke’s
Goal-Setting Theory
The theory that says that specific and difficult goals,
with feedback, lead to higher performance
Key components of goal setting theory
 Goal specificity
 Goal difficulty

 Goal acceptance
 Feedback

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Reinforcement Theory
The theory that says that behaviour is a function of its
consequences
Proposes that through the consequences for behavior
employees will be motivated to behave in
predetermined ways
Concepts:
Behavior is environmentally caused.
Behavior can be modified (reinforced) by providing
(controlling) consequences.
Reinforced behavior tends to be repeated
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Reinforcement Theory (Cont’t)
Responding Consequences of
Stimulus Behavior Behavior
(Reinforcement)

Reinforcement Tools
 Positive reinforcement
 Avoidance learning
 Punishment
 Extinction

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 Thank You

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