OB - Chapter 7

What is motivation?

The process that accounts for an individual’s intensity, direction, and persistence of effort toward attaining a goal.

What are the three key elements of motivation?

Intensity, Direction, and Persistence.

What does intensity refer to in motivation?

How hard a person tries.

What does direction refer to in motivation?

Where effort is focused — toward organizational goals.

What does persistence refer to in motivation?

How long effort is maintained over time.

What are Maslow’s five levels of needs?

Physiological, Safety, Social, Esteem, and Self-Actualization.

What is the order of Maslow’s hierarchy?

From lowest to highest: Physiological → Safety → Social → Esteem → Self-Actualization.

What is an example of a physiological need at work?

A salary that allows basic living.

What is an example of a safety need at work?

Job security and safe working conditions.

What is an example of a social need at work?

Belonging and teamwork.

What is an example of an esteem need at work?

Recognition, promotions, respect.

What is an example of self-actualization at work?

Creative or growth opportunities.

What is McGregor’s Theory X?

The belief that people dislike work, avoid responsibility, and must be controlled.

What is McGregor’s Theory Y?

The belief that people enjoy work, seek responsibility, and can self-direct.

How do Theory X and Theory Y influence management style?

X → authoritarian control; Y → participative empowerment.

What are the two factors in Herzberg’s Two-Factor Theory?

Hygiene factors and Motivators.

What are hygiene factors?

Extrinsic elements that prevent dissatisfaction, such as pay, supervision, and company policy.

What are motivators?

Intrinsic elements that create satisfaction, such as achievement and recognition.

According to Herzberg, what creates motivation?

The presence of motivators — not just removing hygiene problems.

What are the three needs in McClelland’s Theory of Needs?

Need for Achievement (nAch), Need for Power (nPow), and Need for Affiliation (nAff).

What characterizes people high in need for achievement?

They seek challenging tasks, prefer personal responsibility, and value feedback.

What characterizes people high in need for power?

They want to control or influence others.

What characterizes people high in need for affiliation?

They desire friendly relationships and social harmony.

What is the Self-Determination Theory?

A theory that states people prefer to feel control over their actions; external rewards can reduce intrinsic motivation.

What is intrinsic motivation?

Doing something for enjoyment or personal fulfillment.

What is extrinsic motivation?

Doing something for external rewards or to avoid punishment.

What is the main idea of Goal-Setting Theory?

Specific and challenging goals lead to higher performance when combined with feedback.

What are the characteristics of effective goals?

Specific, Challenging, and include Feedback.

What does SMART stand for in goal-setting?

Specific, Measurable, Achievable, Relevant, Time-bound.

What is Self-Efficacy Theory?

The belief in one’s own ability to succeed in a task.

How can managers improve employee self-efficacy?

Through training, encouragement, and role modeling.

What is Reinforcement Theory?

Behavior is shaped by its consequences; people repeat rewarded actions.

What are the four types of reinforcement?

Positive Reinforcement, Negative Reinforcement, Punishment, and Extinction.

What is positive reinforcement?

Rewarding desirable behavior to increase its frequency.

What is negative reinforcement?

Removing an unpleasant condition after desired behavior occurs.

What is punishment?

Applying a negative outcome to reduce unwanted behavior.

What is extinction?

Withholding positive consequences to weaken unwanted behavior.

What is Expectancy Theory?

Motivation depends on whether effort leads to performance and performance leads to desired rewards.

What are the three components of Expectancy Theory?

Expectancy, Instrumentality, and Valence.

What is expectancy in Expectancy Theory?

The belief that effort will lead to performance. (“Can I do it?”)

What is instrumentality in Expectancy Theory?

The belief that performance will lead to rewards. (“Will I be rewarded?”)

What is valence in Expectancy Theory?

The value an individual places on the reward. (“Do I care about this reward?”)

What is the formula for Expectancy Theory?

Motivation = Expectancy × Instrumentality × Valence.

What happens if any part of Expectancy Theory equals zero?

Motivation equals zero.

How can managers apply Expectancy Theory?

By ensuring employees believe effort leads to performance, performance leads to rewards, and rewards are valued.

Which theories are considered early motivation theories?

Maslow’s Hierarchy, McGregor’s Theory X & Y, Herzberg’s Two-Factor, and McClelland’s Theory of Needs.

Which theories are considered contemporary motivation theories?

Self-Determination, Goal-Setting, Self-Efficacy, Reinforcement, and Expectancy Theory.

What is the main difference between hygiene factors and motivators?

Hygiene factors prevent dissatisfaction; motivators create satisfaction.

What is the main difference between intrinsic and extrinsic motivation?

Intrinsic = internal enjoyment; Extrinsic = external reward.

What is the main difference between Theory X and Theory Y?

X assumes people are lazy; Y assumes people are self-motivated.

What is the main difference between expectancy and self-efficacy?

Expectancy = belief effort leads to results; Self-efficacy = belief in ability to perform.

What is the key idea of Motivation Concepts overall?

Understanding what drives effort and how to align individual needs, goals, and rewards for better performance.