3. OverviewOverview
Define MotivationDefine Motivation
Discuss The Motivation TheoryDiscuss The Motivation Theory
Discuss Maslow’s Hierarchy OfDiscuss Maslow’s Hierarchy Of
Needs ModelNeeds Model
Discuss McClelland’s Needs ModelDiscuss McClelland’s Needs Model
4. DefinitionDefinition
Webster – An Act Or Process OfWebster – An Act Or Process Of
Motivating, The Condition Of TheMotivating, The Condition Of The
One Motivated, A Force, Stimulus,One Motivated, A Force, Stimulus,
Or Influence: Incentive Or Drive.Or Influence: Incentive Or Drive.
Herbert Petri – The Concept UsedHerbert Petri – The Concept Used
To Describe The Forces Acting OnTo Describe The Forces Acting On
Or Within An Organism To InitiateOr Within An Organism To Initiate
And Direct Behavior.And Direct Behavior.
Abraham Maslow – That Which IsAbraham Maslow – That Which Is
Derived From The Needs Of TheDerived From The Needs Of The
Person.Person.
5. Motivation TheoryMotivation Theory
Accounts For Behavior By MakingAccounts For Behavior By Making
Logical Conclusions And AssumptionsLogical Conclusions And Assumptions
Seeks To Explain How These AreSeeks To Explain How These Are
Affected By The Work PeopleAffected By The Work People
Accomplish And The Situation In WhichAccomplish And The Situation In Which
They Do ItThey Do It
TypesTypes
Content TheoryContent Theory
Process TheoryProcess Theory
6. Content TheoryContent Theory
Asks What Motivates PeopleAsks What Motivates People
Explains Motivation In Terms OfExplains Motivation In Terms Of
NeedsNeeds
Specify A Variety Of NeedsSpecify A Variety Of Needs
In Some Cases Dynamic Shifts OfIn Some Cases Dynamic Shifts Of
NeedsNeeds
7. Content TheoryContent Theory
Often Referred To As “NeedsOften Referred To As “Needs
Theories”Theories”
Underlie The Strength And CharacterUnderlie The Strength And Character
Of Our Desires Or WantsOf Our Desires Or Wants
Two TypesTwo Types
Malsow’s Heirarchy Of NeedsMalsow’s Heirarchy Of Needs
8. Process TheoryProcess Theory
Asks How Motivation OccursAsks How Motivation Occurs
How And Why We Choose A ParticularHow And Why We Choose A Particular
Behavior To Meet NeedsBehavior To Meet Needs
Expectancy TheoryExpectancy Theory
9. Maslow’s Hierarchy OfMaslow’s Hierarchy Of
NeedsNeeds
PHYSIOLOGICAL
(Survival Needs)
SAFETY
(Security Needs)
SOCIAL
(Sense Of Belonging)
ESTEEM
(Recognition Of Others)
SELF-ACTUALIZATION
(Self-Fulfillment)
Goal: Discover The Unmet Need And Figure Out How To
Use It As A Lever For Motivation To Secure The Desired
Outcome.
10. Maslow’s Hierarchy OfMaslow’s Hierarchy Of
NeedsNeeds
Satisfaction Of Need Is The Means OfSatisfaction Of Need Is The Means Of
MotivationMotivation
Unmet Need Motivates BehaviorUnmet Need Motivates Behavior
Lower Level Of Need Must Be At LeastLower Level Of Need Must Be At Least
Partially Met Before Moving HigherPartially Met Before Moving Higher
We All Have The Same Five Basic NeedsWe All Have The Same Five Basic Needs
Once A Need Is Satisfied, It No LongerOnce A Need Is Satisfied, It No Longer
Motivates BehaviorMotivates Behavior
Everyone Is Always Motivated By TheEveryone Is Always Motivated By The
Next Level Of Unsatisfied Need – EitherNext Level Of Unsatisfied Need – Either
Up Or DownUp Or Down
11. InfluencesInfluences
Our Behavior Is Affected By OurOur Behavior Is Affected By Our
NeedsNeeds
People Do Different Things For ThePeople Do Different Things For The
Same ReasonSame Reason
People Do The Same Thing ForPeople Do The Same Thing For
Different ReasonsDifferent Reasons
Most Actions Have More Than OneMost Actions Have More Than One
12. LimitationsLimitations
Linear Approach Is Limited
Varies In The Cross-CulturalVaries In The Cross-Cultural
Settings Of Collectivism AndSettings Of Collectivism And
IndividualismIndividualism
Collectivism – Priority To In-Collectivism – Priority To In-
Group GoalsGroup Goals
Individualism – Priority ToIndividualism – Priority To
Personal GoalsPersonal Goals
13. McClelland’s NeedsMcClelland’s Needs
ModelModel
People Are Motivated By ThreePeople Are Motivated By Three
Basic NeedsBasic Needs
AchievementAchievement
AffiliationAffiliation
PowerPower
People Possess These Needs InPeople Possess These Needs In
Varying DegreesVarying Degrees
14. AchievementAchievement
““Finishers”Finishers”
Enjoy ChallengeEnjoy Challenge
Want Ensured SuccessWant Ensured Success
Conservative GoalsConservative Goals
Plan AheadPlan Ahead
Personal ResponsibilityPersonal Responsibility
Need Hard Data ReinforcementNeed Hard Data Reinforcement
16. PowerPower
““WinnersWinners
”” Usually Quite FluentUsually Quite Fluent
Enjoy ConflictEnjoy Conflict
Strong-Speaking SkillsStrong-Speaking Skills
Autocratic Decision MakingAutocratic Decision Making
Situations Are Win/LoseSituations Are Win/Lose
Can Make People A Means ToCan Make People A Means To
An End; Relationships LostAn End; Relationships Lost
17. SummarySummary
Defined MotivationDefined Motivation
Discussed The Motivation TheoryDiscussed The Motivation Theory
Discussed Maslow’s Hierarchy OfDiscussed Maslow’s Hierarchy Of
Needs ModelNeeds Model
Discussed McClelland’s NeedsDiscussed McClelland’s Needs
ModelModel