Not due to ability or environmental demands

Not due to ability or environmental demands
• Performance =ƒ(Ability x Motivation)
Know implications from all theories
Maslow & ERG
Maslow’s Need Hierarchy :
• Prepotency- We move up in an order—once one need is met you move to the next
(self-actualization is top of the pyramid)
• Maslow (a humanist)- 5 levels of “needs” (need=when its unmet it drives our
behavior)
1. Physiological Needs
2. Safety Needs
3. Social Needs (connection to others)
4. Esteem Needs
5. Self-Actualization (totally aware of who you are—driven primarily by principle)
ERG :
• Growth Needs (self-actualization and esteem)
• Relatedness Needs (belongingness)
• Existence Needs (physiological and safety)
Growth Needs   Relatedness Needs   Existence Needs
**Frustration Regression : Being unhappy/frustrated in one level will drop you to a lower level (i.e. a
break-up binge)
McClelland’s Needs (and TAT) Tests:
• Achievement : Need to compete toward a certain standard of excellence.
• Affiliation : Need to be liked and stay on good terms with others (goes with
agreeableness)
• Power : Need to influence people and events
o Personal Power
o Institutional Power
o Often narcissists
Herzberg Two Factor Theory (satisfiers and motivators)
1. Motivators/Satisfiers
a. Achievement
b. Recognition
c. Responsibility
d. Opportunity to advance

e. Nature of work
f. Personal growth
2. Hygiene Factors/Dis-satisfiers
a. Technical supervision
b. Policies
c. Status
d. Security
• Both: Salary and interpersonal relationships
Expectancy Theory :
• A “within person” theory
• MF = E x Σ(I x V)
• MF = Motivational Force to Perform
• E = Expectancy or subjective probability that effort will lead to performance.
• I = Instrumentality, or the subjective probability that a given level of performance
will lead to certain outcomes.
• V= Valence, or the anticipated satisfaction with those outcomes (most important)
• Best thought of as a within person theory
• If any of the three components is zero – there is no motivational force.
• Valence has been shown to be the most important single factor, but all three work best
when considered together.
• Doesn’t hold so true for people high on Concern for Others.
• Implications : In order to motivate people…
o People must believe that effort will lead to performance
o People must believe that performance will lead to outcomes
o And People must anticipate that they will be satisfied with those outcomes.
Equity Theory (plus distributive and interpersonal justice)
• Inequity exists when we experience either more or less than others.
• Motivation is based on reducing the inequity.
• Inequity leads to :
o Increase or decrease one’s own outputs
o Change one’s own outcomes
o Distort perceptions of one’s own inputs and outcomes.
o Distort the inputs or outcomes of comparison other.