Chapter 17: Motivation
L017.1
Definitions
Motivation: The process by which a person’s efforts are energized, directed, and sustained
toward attaining a goal.
This definition has three key elements:
Energy: This is a measure of intensity, drive or vigor.
Direction: The high level of effort needs to be directed in ways that help the
organization achieve its goals.
Persistence: Employees must persist in putting forth effort to achieve those goals.
, L017.2
Maslow’s hierarchy of Needs theory
Maslow was a psychologist who proposed that within every person is a hierarchy of five
needs:
1. Physiological needs: A person’s needs for food, drink, shelter, sex, and other
physical requirements.
2. Safety needs: A person’s needs for security and protection from physical and
emotional harm as well as assurance that physical needs will continue to be met.
3. Social needs: A person’s needs for affection, belongingness, acceptance, and
friendship.
4. Esteem needs: A person’s needs for
internal esteem factors such as self-respect,
autonomy, and achievement and external
esteem factors such as status, recognition,
and attention.
5. Self-actualization needs: A person’s needs
for growth, achieving one’s potential, and
self-fulfillment; the drive to become what
one is capable of becoming.
How it works:
Managers need to do things that satisfy employee’s needs.
Individuals move up the hierarchy of five needs as needs are substantially
satisfied.
A need that’s substantially satisfied no longer motivates.
Lower-order needs: Physiological and safety (satisfied externally).
Higher order needs: social, esteem, and self-actualization (satisfied internally).
McGregor’s Theory X and Theory Y
Theory X manager: He/she believes people don’t like to work or won’t seek out
responsibility, so they have to be threatened and coerced to work (pay and benefits).
Theory Y manager: He/she assumes people like to work and seek out responsibility, so
they will exercise self-motivation and self-direction.
L017.1
Definitions
Motivation: The process by which a person’s efforts are energized, directed, and sustained
toward attaining a goal.
This definition has three key elements:
Energy: This is a measure of intensity, drive or vigor.
Direction: The high level of effort needs to be directed in ways that help the
organization achieve its goals.
Persistence: Employees must persist in putting forth effort to achieve those goals.
, L017.2
Maslow’s hierarchy of Needs theory
Maslow was a psychologist who proposed that within every person is a hierarchy of five
needs:
1. Physiological needs: A person’s needs for food, drink, shelter, sex, and other
physical requirements.
2. Safety needs: A person’s needs for security and protection from physical and
emotional harm as well as assurance that physical needs will continue to be met.
3. Social needs: A person’s needs for affection, belongingness, acceptance, and
friendship.
4. Esteem needs: A person’s needs for
internal esteem factors such as self-respect,
autonomy, and achievement and external
esteem factors such as status, recognition,
and attention.
5. Self-actualization needs: A person’s needs
for growth, achieving one’s potential, and
self-fulfillment; the drive to become what
one is capable of becoming.
How it works:
Managers need to do things that satisfy employee’s needs.
Individuals move up the hierarchy of five needs as needs are substantially
satisfied.
A need that’s substantially satisfied no longer motivates.
Lower-order needs: Physiological and safety (satisfied externally).
Higher order needs: social, esteem, and self-actualization (satisfied internally).
McGregor’s Theory X and Theory Y
Theory X manager: He/she believes people don’t like to work or won’t seek out
responsibility, so they have to be threatened and coerced to work (pay and benefits).
Theory Y manager: He/she assumes people like to work and seek out responsibility, so
they will exercise self-motivation and self-direction.
