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Ch. 9: Motivation ● Motivation ­ set of forces that energize, direct, and sustain behavior ● 2 sources of motivation: ○ Push forces ­ internal from the person ■ Ex: needs for self­esteem, attitudes about self or job, goals ○ Pull forces ­ external from the environment ■ Ex: supervisor, compensation ● Rewards ○ Extrinsic ­ the payoff a person receives from others for performing a particular task ■ Ex: money, praise ○ Intrinsic ­ satisfaction a person receives from performing the particular task itself ■ Ex: joy ● Overjustification effect ­ in certain cases, extrinsic rewards may undermine intrinsic motivation ● Content perspective ○ What motivates employees ○ Personal needs that workers attempt to satisfy ○ Ex: Maslow’s hierarchy of needs ­ if a lower level need isn’t satisfied (physio), one couldn’t expect to satisfy a higher need (safety) ○ Ex: Alderfer ­ ERG (existence, relatedness, growth) ­ one can move up and down levels ● Takeaway: a worker’s motivation goes beyond a paycheck ● Self­determination theory ­ people are driven to try to grow and attain fulfillment, with their behavior and well being influenced by 3 innate needs: ○ Competence ■ “I want to feel a sense of mastery.” ○ Autonomy ■ “I want to feel independent and able to influence my environment.” ○ Relatedness ■ “I want to feel connected to other people.” ● TED Talk: Dan Pink ○ Money leads to better performance in simple/mechanical tasks ○ With more complicated tasks, more money leads to worse performance ○ How to motivate: ■ Pay people enough ■ Autonomy, mastery, purpose ■ Self­determination theory ● Process perspective ○ How motivation works ○ Ways in which variable combine to affect the amount of effort an employee is willing to put forth ● Expectancy theory ­ people are motivated by 2 things: ○ How much they want something ○ How likely they think they are to get it ● Multiplicative model ­ all variables must be high for motivation to be high ○ Identify strong rewards ○ Strengthen belief that efforts lead to rewards ○ Clarify where efforts should be directed