10            Motivating Employee Performance

Motivation:  set of forces that cause you and I to behave in certain ways

A.  Content Perspectives – what factors in the workplace motivate people?

                1.  Hierarchy Approach (Maslow)

                                Self-Actualization

                                Esteem

                                Belongingness

                                Security

                                Physiology

                2.  Two-Factor Theory (Herzberg)

                                Motivation factors: 

                                Hygiene factors:

                                Why is motivation a two stage process?

                3.  Individual Human Needs (McClelland)

                                Achievement

                                Affiliation

                                Power

B.  Process Perspectives – why people choose certain options to satisfy needs and how satisfied they are.

1.  Expectancy Theory:  motivation depends on how much we want something and how likely we are to get it .

                                Effort to Performance:

                                Performance to Outcome:

                                Motivation = Value of Outcome x Probability of Achievement

                                Porter-Lawler Extension:  Fair rewards and high performance go hand in hand

                                                                                     Both intrinsic and extrinsic rewards play a role

                2.  Equity Theory:  Social equity, fairness, and subjective comparisons are important

                                What will people do when they feel equitable?

                                What will people feel when they feel unequitable (under rewarded)?

                3.  Goal Setting:  behavior is the result of conscious goals and intentions

                               Specific goals, acceptable goals, and commitment to goals leads to higher performance

C.  Reinforcement Theory:  the role of rewards as they cause behavior to change or remain the same

                Positive Reinforcement (R+)

                Avoidance or Negative Reinforcement (R-)

                Punishment (P+)

                Extinction (P-)

                1.  What are some reinforcement schedules?

                2.  What is behavior modification?

D.  Other Motivation  Ideas

                1.  Empowerment and Participation

                2.  Variable Work Schedules

E.  Rewards

                1.  What is the effect of rewards on attitudes?

                2.  What is the effect of rewards on behaviors?

                3.  What is the effect of rewards on motivation?

                4.  How should you design a reward system?

                5.  What are some popular approaches to rewarding individuals?