Chapter 20
Motivation
From an organisation point of view, motivation is the willingness of an employee to achieve
organisational goals.
The Motivation Process
The motivation process comprises an inner state of mind that channels (or moves) an employee’s
behaviour and energy towards the attainment of organisational goals.
The motivation process consists of the following interdependent elements:
Need
Motive
Behaviour
Consequence
Satisfaction
Dissatisfaction
Feedback
The variables that determine performance are:
Motivation (goal or desire)
Ability (training, knowledge and skills)
The opportunity to Perform
Motivation x Ability x Opportunity = Performance
Motivation Theories
Content Theories
Process Theories
Reinforcement Theories
, Content Theories
Focuses on the needs of people, people have needs that they wish to satisfy, which in turn direct
their behaviour towards satisfying these needs
1. Maslow’s hierarchy of needs
a. Assumptions:
i. A need that has been satisfied is not a motivator, therefore only unsatisfied
needs can influence behaviour
ii. People’s needs form a hierarchy in the order of the importance of their
needs
b. Five levels of the hierarchy of needs:
i. Physiological needs (food, water and warmth)
ii. Security needs (security and protection)
iii. Social needs (love, friendship, acceptance)
iv. Esteem needs (need for self-respect and recognition)
v. Self-actualisation needs (challenging jobs)
2. The ERG theory
a. Clayton Alderfer suggested that more than one level of need can motivate a person
at the same time:
i. Existence need (encompasses physiological and physical needs)
ii. Relatedness (corresponds with social needs)
iii. Growth (relates to esteem and self-actualisation needs)
b. Alderfer also added the aspect of frustration-regression, referring to a person getting
frustrated when a need remains unsatisfied, and thus reverting to satisfying a lower
level need
3. Herzberg’s two-factor Motivation Theory
a. Focuses on the relationship between job frustration and productivity, and is based
on the work of Frederick Herzberg.
b. Distinguishes between factors that lead to job satisfaction (motivator factors) and job
dissatisfaction (hygiene factors)
i. Motivator: Job content factors such as recognition and achievement
ii. Hygiene: Job context and include factors such as salary and working
conditions
4. Acquired needs model
a. McClelland’s achievement motivation theory postulates that different needs
predominate in different people.
b. Three different needs:
i. The need for achievement
ii. The need for affiliation
iii. The need for power
Motivation
From an organisation point of view, motivation is the willingness of an employee to achieve
organisational goals.
The Motivation Process
The motivation process comprises an inner state of mind that channels (or moves) an employee’s
behaviour and energy towards the attainment of organisational goals.
The motivation process consists of the following interdependent elements:
Need
Motive
Behaviour
Consequence
Satisfaction
Dissatisfaction
Feedback
The variables that determine performance are:
Motivation (goal or desire)
Ability (training, knowledge and skills)
The opportunity to Perform
Motivation x Ability x Opportunity = Performance
Motivation Theories
Content Theories
Process Theories
Reinforcement Theories
, Content Theories
Focuses on the needs of people, people have needs that they wish to satisfy, which in turn direct
their behaviour towards satisfying these needs
1. Maslow’s hierarchy of needs
a. Assumptions:
i. A need that has been satisfied is not a motivator, therefore only unsatisfied
needs can influence behaviour
ii. People’s needs form a hierarchy in the order of the importance of their
needs
b. Five levels of the hierarchy of needs:
i. Physiological needs (food, water and warmth)
ii. Security needs (security and protection)
iii. Social needs (love, friendship, acceptance)
iv. Esteem needs (need for self-respect and recognition)
v. Self-actualisation needs (challenging jobs)
2. The ERG theory
a. Clayton Alderfer suggested that more than one level of need can motivate a person
at the same time:
i. Existence need (encompasses physiological and physical needs)
ii. Relatedness (corresponds with social needs)
iii. Growth (relates to esteem and self-actualisation needs)
b. Alderfer also added the aspect of frustration-regression, referring to a person getting
frustrated when a need remains unsatisfied, and thus reverting to satisfying a lower
level need
3. Herzberg’s two-factor Motivation Theory
a. Focuses on the relationship between job frustration and productivity, and is based
on the work of Frederick Herzberg.
b. Distinguishes between factors that lead to job satisfaction (motivator factors) and job
dissatisfaction (hygiene factors)
i. Motivator: Job content factors such as recognition and achievement
ii. Hygiene: Job context and include factors such as salary and working
conditions
4. Acquired needs model
a. McClelland’s achievement motivation theory postulates that different needs
predominate in different people.
b. Three different needs:
i. The need for achievement
ii. The need for affiliation
iii. The need for power
