5 MOTIVATION

LEARNING OUTCOMES

After studying this chapter, you should be able to:

Define motivation and its nature
Explain the importance of motivation
Describe the relationship between motivation and
performance
Explain the classical theories of motivation
Explain the contemporary theories of motivation

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 NATURE AND IMPORTANCE
OF MOTIVATION

 Motivation is a set of forces that causes people to

behave in certain ways.
 Leads to achievement of organizational goals.
 Builds friendly relationship.
 Improves employees’ level of efficiency.
 Attracts people to join an organization and remain in it.
 Maintains and develops an organization’s human
resources.

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 RELATIONSHIP BETWEEN
MOTIVATION AND PERFORMANCE

 This relationship can be illustrated in the equation

below:
P=MxA
where,
P = performance
M = motivation
A = ability

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 CLASSICAL THEORIES OF
MOTIVATION
 Maslow’s Hierarchy of Needs Theory
 McGregor’s Theory X and Theory Y
 Herzberg’s Two-factor Theory
 Alderfer’s ERG Theory
 McClelland’s Theory of Needs
 Locke’s Goal-setting Theory
 Skinner’s Reinforcement Theory
 Adams’s Equity Theory
 Vroom’s Expectancy Theory of Motivation
 Bandura’s Social Cognitive Theory
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 CLASSICAL THEORIES OF
MOTIVATION (cont.)
Maslow’s Hierarchy of Needs Theory

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 CLASSICAL THEORIES OF
MOTIVATION (cont.)
McGregor’s Theory X and Theory Y

Having little ambition

Theory X Disliking work
Managers see Workers as …
Avoiding responsibility

Self-directed
Theory Y Enjoying work
Managers see Workers as …
Accepting responsibility
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 CLASSICAL THEORIES OF
MOTIVATION (cont.)
Herzberg’s Two-factor Theory

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 CONTEMPORARY THEORIES
OF MOTIVATION (cont.)
Alderfer’s ERG Theory
 The E, R and G stand for three basic need categories:

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 CONTEMPORARY THEORIES
OF MOTIVATION (cont.)

McClelland’s Theory of Needs

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 CONTEMPORARY THEORIES
OF MOTIVATION (cont.)

Locke’s Goal-setting Theory

 Intentions to work towards a goal are a major source of
motivation.
 Five criteria, known as SMART must be considered in
setting the goal.
– Specific
– Measurable
– Action-oriented 
– Realistic and relevant
– Time-based
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 CONTEMPORARY THEORIES
OF MOTIVATION (cont.)

Skinner’s Reinforcement Theory

 The process of shaping behaviour by controlling the
consequences of the behaviour.
 Tools used to control the behaviour of employees are:
– Positive Reinforcement
– Negative Reinforcement
– Extinction
– Punishment

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 CONTEMPORARY THEORIES
OF MOTIVATION (cont.)

Adams’s Equity Theory

 Focuses on an individual’s perceived perceptions of the
fairness of their work outcomes relative to their work
input.
 Three probabilities of outcome may arise:
– Under-rewarded (Inequity)
– Equity
– Over-rewarded (Inequity)

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 CONTEMPORARY THEORIES
OF MOTIVATION (cont.)

Vroom’s Expectancy Theory of Motivation

 Focuses on three relationships:
– Effort-performance relationship (Expectancy)
– Performance-reward relationship (Instrumentality)
– Reward-personal goals relationship (Valence)

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 CONTEMPORARY THEORIES
OF MOTIVATION (cont.)
Bandura’s Social Cognitive Theory
 Human
behaviour is
caused by
personal,
behavioural
and
environmental
influences.
 People learn
by observing
others.
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