1. Behavioral
Approach

2. What Is Motivation?
Direction
Intensity or
driving Persistence
force
Prentice Hall, 2001 Chapter 6 2

3. Intensity

4. Direction

5. It's not that I'm so
smart, it's just that
I stay with
problems longer
.
Persistence

6. Abraham Maslow (1908-1970)
Considered to be the founder of
humanistic psychology.

7. theory of human needs had three
assumptions:
 Human needs are never completely
satisfied.
 Human behavior is purposeful and is
motivated by the need for satisfaction.
 Needs can be classified according to a
hierarchical structure of importance from
the lowest to highest.

8. Maslow’s Hierarchy of Needs
 Self-Actualization
 Esteem(appreciation)
 Social need
 Safety
 Physiological

9. Maslow’s Hierarchy of Needs
MOST NEEDS HAVE TO DO WITH
SURVIVAL PHYSICALLY AND
PSYCHOLOGICALLY
PHYSIOLOGICAL OR SURVIVAL NEEDS

10. Physical needs
What did Maslow
mean by physical
 Food needs?
 Water
What physical needs
 Air
do every person
 Shelter have?
 Clothing
These are essential for good health and well-being, and for
continuation of life.

11. Maslow’s Hierarchy of Needs
ON THE WHOLE AN INDIVIDUAL
CANNOT SATISFY ANY LEVEL
UNLESS NEEDS BELOW ARE
SATISFIED
SAFETY NEEDS
PHYSIOLOGICAL OR SURVIVAL NEEDS

12. Safety and Security Needs
 Staying well, avoiding being ill
 Avoiding danger or
Safe circumstances
 Stability

13. Maslow’s Hierarchy of Needs
SOCIAL NEED
SAFETY NEEDS
PHYSIOLOGICAL OR SURVIVAL NEEDS

14. Social needs
 Friends, family,affectionate relationships in
general, even a sense of community

15. Maslow’s Hierarchy of Needs
ESTEEM NEEDS
SOCIAL NEEDS
SAFETY NEEDS
PHYSIOLOGICAL OR SURVIVAL NEEDS

16. The Esteem needs
 Self-esteem
– The need for the respect from others, the need
for status, fame, recognition, attention,
reputation, appreciation, even dominance.
 Individual level
– Confidence, competence, dignity,achievement,
independence and freedom

17. Maslow’s Hierarchy of Needs
NEED
FOR
SELF-
ACTUALIZATION
MASLOW EMPHASIZES NEED FOR SELF
ACTUALIZATION IS
A HEALTHY INDIVIDUAL’S PRIME
MOTIVATION

18. SELF-ACTUALIZATION MEANS
ACTUALIZING
Who am I?????
How am I doing????

19. Maslow’s Hierarchy of Needs
NEED
SELF-
ACTUALIZATION
ESTEEM NEEDS
SOCIAL NEEDS
SAFETY NEEDS
PHYSIOLOGICAL OR SURVIVAL NEEDS

20. Maslow’s view on a
Self-actualized Person
 Has mental stability
 Fully explore talents
 Motivated by values

21.  Implications for Management
 Physiological needs: Provide lunch breaks,
rest breaks, and wages that are sufficient to
purchase the essentials of life.
 Safety Needs: Provide a safe working
environment and job security.
 Social Needs: Create a sense of community
via team-based projects and social events.

22.  Esteem Needs: Recognize achievements to
make employees feel appreciated and
valued. Offer job titles that convey the
importance of the position.
 Self-Actualization: Provide employees a
challenge and the opportunity to reach their
full career potential with value based
approach.

23.  Limitations of Maslow's Hierarchy
 There is evidence that contradicts the order
of needs specified by the model. For
example, some cultures appear to place
social needs before any others
 There is little evidence to suggest that
people are motivated to satisfy only one
need level at a time, except in situations
where there is a conflict between needs.

24. Maslow’s Hierarchy of Needs
General Organizational
Examples Examples
Self-
Self-
Actualization
Actualization Challenging
Self-Fulfillment Job
Needs
Needs
Status Esteem Needs
Esteem Needs Job Title
Family, Friendly work
Friendship Social Needs
Social Needs environment
Stability Security Needs
Security Needs Job security
Food,
Shelter Physiological Needs
Physiological Needs
Salary

25. Theory X and Theory Y: Douglas
McGregor
 Douglas McGregor (1906-1964)
– To understand human behavior, one must discover
the theoretical assumptions upon which behavior is
based
– Especially interested in the behavior of managers
toward workers
– “Every managerial act rests on assumptions,
generalizations, and hypotheses-
– Theory X -
– Theory Y -
– FOCUS: Manager’s assumptions about HUMAN
NATURE

26. McGregor’s Beliefs
 Employees are not machine parts to be
fixed, redesigned, or eliminated
 They are individual people in all of
their complexity

27. McGregor’s Contribution to
Management Theory
 Theory X assumptions
The average person dislikes work and will
avoid it
Most people must be controlled
People avoid responsibility and have little
ambition

28. McGregor’s Contribution to
Management Theory
 Theory Y assumptions
Physical and mental work effort are natural
Commitment is a function of proper rewards
People learn to seek responsibility
People have the ability to creatively solve
organizational problems
Employees need the freedom to utilize their potential

29. Theory X and Theory Y
Theory X Theory Y
Avoid
Work is Natural
Work
Must be Self-
Controlled Direction
Avoid Seek
Responsibility Responsibility
Good Decisions,
Seek Security creativity

30.  Theory X... management through:
force
tight controls
threats
punishments

31.  Theory Y... management through:
open systems
communication
self-managing teams