The Diagonal Model of Job Satisfaction and Motivation: Extracted from the Logical Comparison of Content and Process Theories
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Sales Managers' Motivation to Coach Salespeople
The current issue and full text archive of this journal is available at http://www.business.brookes.ac.uk/research/areas/coachingandmentoring/ International Journal of Evidence Based Coaching and Mentoring Vol. 8, No. 1, February 2010 Page 34 Sales Managers’ Motivation to Coach Salespeople: an exploration using expectancy theory Claudio Pousa, Université de Sherbrooke, Québec, Canada Anne Mathieu, Université de Sherbrooke, Québec, Canada Email: [email protected] Abstract Sales managers can supervise and help salespeople achieve their performance goals by using two types of behaviours: ‘coaching’ or ‘directive’ behaviour. As companies can be interested in promoting coaching in order to develop their human resources, they can find useful to understand which factors affect sales managers’ motivation to coach rather than to “direct”. Building on Vroom’s Expectancy Theory, we develop a theoretical model exploring sales managers’ motivation to show a coaching behaviour. Organizational implications are drawn from the model. Keywords: Sales coaching, Sales Managers, Motivation, Expectancy Theory Introduction In a time when organizations face increasing global competition and they struggle to maintain their market positions, the use of managerial tools that can help their sales representatives increase performance has become extremely important. Coaching, in particular, has been identified as a critical managerial role that every sales manager should employ in order to develop the sales representatives and increase their performance (Deeter-Schmelz et al, 2002; Deeter-Schmelz et al, 2008). However, sales managers do not coach all the time: they also conduct people through the use of directive behaviours, such as establishing goals, controlling, evaluating and rewarding salespeople (Honeycutt, 2002; Ingram et al, 2005). -
The Relationship Between Leadership, Orientation to Happiness and Work Motivation
LEADERSHIP, WORK MOTIVATION, AND ORIENTATION TO HAPPINESS 1 The relationship between Leadership, Orientation to Happiness and Work Motivation Estela Calderaro Pontinha Leite Universidade de Coimbra Home Tutors Prof. Dr. Leonor Pais Prof. Dr. Nuno Rebelo dos Santos Prof. Dr. Lisete Mónico Universidade de Coimbra Host Tutor Prof. Dr. Vicente Martinez-Tur Universitat de València LEADERSHIP, WORK MOTIVATION, AND ORIENTATION TO HAPPINESS 2 Contents Abstract ............................................................................................................................... 4 The relationship between Leadership, Orientation to Happiness and Work Motivation .... 5 Leadership ....................................................................................................................... 6 Work Motivation ........................................................................................................... 10 Orientation to Happiness............................................................................................... 14 Aim of the research and contribution of the study ........................................................ 18 Method .............................................................................................................................. 24 Participants .................................................................................................................... 24 Instruments ................................................................................................................... -
Bsc Chemistry
____________________________________________________________________________________________________ Subject COMMERCE Paper No and 1: Management concept and organisational behaviour Title Module No and 19: Content Theories of Motivation Title Module Tag COM_P1_M19 COMMERCE PAPER 1: Management concept and organisational behaviour MODULE No. : 19: Content Theories of Motivation ____________________________________________________________________________________________________ TABLE OF CONTENTS 1. Learning Outcomes 2. Introduction 3. Concept of Motivation 4. Theories of Motivation 4.1 Content theory of motivation 4.2 Process theory of motivation 4.3 Basic Difference between Content theories and Process Theories 5. Content theories 5.1Abraham Maslow’s Need Hierarchy theory: based on needs 5.2Clayton Alderfer’s ERG theory: based on needs 5.3 McClellands learned need theory: based on needs 5.4 Fredrick Herzberg’s two factor theory: based on factors 5.5 Douglas McGregor’s Theory X and theory Y: based on personality 5.6 Comparison between different content theories 6. Summary COMMERCE PAPER 1: Management concept and organisational behaviour MODULE No. : 19: Content Theories of Motivation ____________________________________________________________________________________________________ 1. Learning Outcomes After studying this module, we shall be able to Define the content theories of motivation Learn about different content theories of motivation. Apply the understanding of different motivation theories to enhance the contribution of the -
Motivation Is the Driving Force by Which Humans Achieve Their Goals
Definition: Motivation is defined as the process that initiates, guides and maintains goal-oriented behaviors. Motivation is what causes us to act, whether it is getting a glass of water to reduce thirst or reading a book to gain knowledge. It involves the biological, emotional, social and cognitive forces that activate behavior. In everyday usage, the term motivation is frequently used to describe why a person does something. For example, you might say that a student is so motivated to get into a clinical psychology program that she spends every night studying. Components of Motivation There are three major components to motivation: activation, persistence and intensity. Activation involves the decision to initiate a behavior, such as enrolling in a psychology class. Persistence is the continued effort toward a goal even though obstacles may exist, such as taking more psychology courses in order to earn a degree although it requires a significant investment of time, energy and resources. Finally, intensity can be seen in the concentration and vigor that goes into pursuing a goal. For example, one student might coast by without much effort, while another student will study regularly, participate in discussions and take advantage of research opportunities outside of class. Extrinsic Vs. Intrinsic Motivation Different types of motivation are frequently described as being either extrinsic or intrinsic. Extrinsic motivations are those that arise from outside of the individual and often involve rewards such as trophies, money, social recognition or praise. Intrinsic motivations are those that arise from within the individual, such as doing a complicated cross-word puzzle purely for the personal gratification of solving a problem. -
The Value and ROI in Employee Recognition
The Value and ROI in Employee Recognition: Linking Recognition to Improved Job Performance and Increased Business Value — The Current State and Future Needs J u n e 2 0 0 9 Contents Executive Summary ..............................................1 Introduction ...........................................................2 The Place of Recognition in the Total Reward Package .................................................................7 From Recognition to Business Value: The Recognition—Motivation—Engagement—Job .. Performance—Business Value System ..............10 Measuring the Value of Recognition ................13 Case Studies: Recognition Programs to Improve Specific Business Functions ...............................24 Conclusions: The Current State and Future Needs of Studies into the Link between Recognition and Business Value:.......................28 Appendix I: Theories of Motivation ..................31 Appendix II: The Future of Measuring the Business Value of Recognition ...........................34 References ...........................................................35 i The Value and ROI in Employee Recognition Copyright © 2009 Human Capital Institute. All rights reserved. Executive Summary Today’s economic challenges require organi- n Organizations actively seeking to improve zations to find new ways to not only reward employee engagement, including through top performers, but to motivate all workers the use of formal and informal recognition, to improve performance while maintaining or financially outperform their -
Victor Vroom's Expectancy Theory of Motivation
Victor Vroom’s Expectancy Theory of Motivation – An Evaluation Dr. Pranav Parijat Formerly Assistant Professor, School of Business and Management Jaipur National University, Jaipur Shilpi Bagga Assistant Professor School of Business and Management Jaipur National University, Jaipur ABSTRACT Motivation is the driving force behind all human efforts and is essential to all human achievements. As an aspect of management it occupies a very important place. Many theories on motivation in business management have emerged. Expectancy Theory as proposed by Victor Vroom is one of the process theories of motivation. It looks at the cognitive processes that effect motivation of people working in organizations. In this brief paper attempt has been made to look into this theory, bring out its characteristics, merits and demerits in context of business management. It has also been concluded that despite its weaknesses the Expectancy Theory is useful in many respects. Keywords: Motivation, Valence, Instrumentality, Expectancy OBJECTIVES 1. To spell out the dominant characteristics of Expectancy Theory, and 2. To understand the merits and advantages and the limitations and weaknesses of the Expectancy Theory. SOURCES OF SUBJECT MATTER 1. Books on Organizational Behaviour, Management and related areas, 2. Articles and papers on the Expectancy Theory of Motivation. RESEARCH METHODOLOGY This research is a theoretical research based on secondary sources. The nature of the research is descriptive, explanatory and analytical. INTRODUCTION In any business organization motivation is necessary whether a private or public enterprise. Humans are basically psychological beings and need inspiration whether extrinsic or intrinsic for achieving organizational as well their personal objectives and goals. In the modern world when competition, both among the individuals as well as the business organizations has assumed such high importance, motivation has become all the more necessary. -
Hierarchy of Needs – Abraham Maslow; 1943 (Content Theory)
Hierarchy of Needs – Abraham Maslow; 1943 (Content Theory) What is the Theory? Maslow’s hierarchy of needs is a theory in psychology proposed by the American psychologist Abraham Maslow in his 1943 paper “A Theory of Human Motivation”. Maslow developed a theory that suggests we are motivated to satisfy five basic needs. These needs are arranged in a hierarchy. Maslow suggests that we seek first to satisfy the lowest level of needs. Once this is done, we seek to satisfy each higher level of need until we have satisfied all five needs. While modern research shows some shortcomings with this theory, Maslow’s Hierarchy of Needs Theory remains an important and simple motivation tool for managers to understand and apply. The Hierarchy of Needs is as follows: 1. Physiological Needs (basic issues of survival such as salary, stable employment, able to eat/drink/sleep well) 2. Security Needs (stable physical and emotional environment issues such as benefits, pension, safe work environment, and fair work practices; job security) 3. “Belongingness” Needs (social acceptance issues such as friendship or cooperation on the job; feeling part of a group/team) 4. Esteem Needs (positive self-image and respect and recognition issues such as job titles, nice work spaces, and prestigious job assignments; being recognised for achievements/improvements) 5. Self-Actualization Needs (achievement issues such as workplace autonomy, challenging work, and subject matter expert status on the job, the need for personal growth and development) Extracts taken from https://managementisajourney.com/motivation-applying-maslows-hierarchy-of-needs-theory/ 1 Hierarchy of Needs – Abraham Maslow; 1943 (Content Theory) How to Apply this Theory to the Workplace 1. -
Chapter Title Work Motivation: Directing, Energizing, and Maintaining Effort (And Research)
Chapter Title Work Motivation: Directing, Energizing, and Maintaining Effort (and Research) Authors’ Names Adam M. Grant and Jihae Shin [email protected] and [email protected] Authors’ Affiliation The Wharton School, University of Pennsylvania Abstract This chapter provides an overview of contemporary research on work motivation. We start by identifying the central premises, controversies, and unanswered questions related to five core theoretical perspectives on work motivation: expectancy theory, equity theory, goal-setting theory, job design, and self-determination theory. We then discuss four current topics and new directions: collective motivation and organizing, temporal dynamics, creativity, and the effects of rewards. Keywords Work motivation, expectancy theory, equity theory, goal-setting, job design, self-determination theory, organizing, creativity, rewards Citation: Grant, A. M., & Shin, J. 2011. Work motivation: Directing, energizing, and maintaining effort (and research). Forthcoming in R. M. Ryan (Ed.), Oxford handbook of motivation . Oxford University Press. Work Motivation 2 Introduction Work motivation is an important phenomenon for both scholars and practitioners to understand. It helps to explain what drove Thomas Edison to invent the first light bulb, Florence Nightingale to improve nursing practices, Nelson Mandela to become the president of South Africa, Benjamin Franklin to create fire and police departments, Maya Angelou to write poetry, and Michelangelo to paint the Sistine Chapel. Knowledge of work motivation also has the potential to shed light on major collective accomplishments such as discovering flight, landing on the moon, curing river blindness, and inventing the telephone and the computer. Underlying all of these accomplishments is a desire to take action. Work motivation is described as the psychological processes that direct, energize, and maintain action toward a job, task, role, or project (Campbell & Pritchard, 1976; Kanfer, 1990). -
Work Motivation, Job Satisfaction, and Organisational Commitment of Library Personnel in Academic and Research Libraries in Oyo State, Nigeria
University of Nebraska - Lincoln DigitalCommons@University of Nebraska - Lincoln Library Philosophy and Practice (e-journal) Libraries at University of Nebraska-Lincoln April 2007 Work Motivation, Job Satisfaction, and Organisational Commitment of Library Personnel in Academic and Research Libraries in Oyo State, Nigeria Adeyinka Tella University of Botswana, [email protected] C.O. Ayeni Federal College of Forestry Library, Ibadan, Nigeria S.O. Popoola University of Ibadan, Nigeria Follow this and additional works at: https://digitalcommons.unl.edu/libphilprac Part of the Library and Information Science Commons Tella, Adeyinka; Ayeni, C.O.; and Popoola, S.O., "Work Motivation, Job Satisfaction, and Organisational Commitment of Library Personnel in Academic and Research Libraries in Oyo State, Nigeria" (2007). Library Philosophy and Practice (e-journal). 118. https://digitalcommons.unl.edu/libphilprac/118 Library Philosophy and Practice 2007 ISSN 1522-0222 Work Motivation, Job Satisfaction, and Organisational Commitment of Library Personnel in Academic and Research Libraries in Oyo State, Nigeria Adeyinka Tella Department of Library and Information Studies University of Botswana Gaborone C.O. Ayeni Federal College of Forestry Library Ibadan, Nigeria S. O. Popoola, Ph.D. Department of Library Archival and Information Studies Faculty of Education University of Ibadan, Nigeria Introduction The management of people at work is an integral part of the management process. To understand the critical importance of people in the organization is to recognize that the human element and the organization are synonymous. An well-managed organization usually sees an average worker as the root source of quality and productivity gains. Such organizations do not look to capital investment, but to employees, as the fundamental source of improvement. -
The Changing Workforce Expectancy Theory and Expectations
obert F. Kennedy, in 1966 said, “Few will have the greatness mobile, are less connected to their community, and do not have as Members of Generation X (born between 1965 and 1980) expect that between want and work, or rewards and expectations. Individuals to bend history itself; but each of us can work to change much organizational loyalty as their older colleagues. Moreover, they will be given opportunities to seek personal and professional make both rational and irrational judgments based on an effort- a small portion of events, and in the total of all those acts they consider retirement as “self-driven investment opportunities.” growth, and the flexibility to pursue a balance between work and reward probability calculation and align their work performance R 1 will be written the history of this generation.” Although Kennedy Simply put, in today’s workplace, the lure of government pension life away from work. Additionally, they generally value recognition accordingly. The theory explains why some employees have high was not speaking about public servants, his observations are still and job security is not enough to retain quality employees.4 and opportunities to work in teams. Generation Y (1976-1995 or job satisfaction with lower turnover intention, average satisfaction applicable. Individually, public servants leave a small imprint on Attitudes regarding work and career are generational. A 1960s 1982–2001, depending on the source) seek opportunities that enable with average intention, and low satisfaction with higher turnover history; their collective impact is the foundation of government survey asked what gave life the most meaning. 13% believed them to perform meaningful work. -
Boswell Et Al., 2010
Running head: SCHOOLS OF PSYCHOTHERAPY 1 Schools of Psychotherapy and the Beginnings of a Scientific Approach James F. Boswell, Brian A. Sharpless, Leslie S. Greenberg, Laurie Heatherington, Jonathan D. Huppert, Jacques P. Barber, Marvin R. Goldfried, and Louis G. Castonguay Running head: SCHOOLS OF PSYCHOTHERAPY 2 Abstract The theoretical, clinical, and empirical foundations of psychotherapy come from five primary movements that still exist today, continue to evolve, and remain scientifically productive: psychodynamic, cognitive-behavioral, humanistic, systemic, and integrative. The goal of this chapter is to examine the philosophical, clinical, and scientific underpinnings of each of these major traditions in detail. Experts in these five approaches will describe: (a) the model of psychopathology (especially focusing upon etiological and maintenance factors emphasized in assessment and case formulation); (b) the focus and specific techniques used in treatment planning and implementation; (c) the hypothesized therapeutic mechanisms of change; and (d) the outcome literature/empirical support for each modality. We conclude with a look toward the future of the science of psychotherapy and the scientist-practitioner model of psychotherapy. Keywords : psychotherapy, psychodynamic therapy, cognitive-behavior therapy, humanistic therapy, systemic therapy, integrative therapy Running head: SCHOOLS OF PSYCHOTHERAPY 3 Schools of Psychotherapy and the Beginnings of a Scientific Approach If defined as a “talking cure,” psychotherapy has a very long -
Teachers Job Satisfaction and Motivation for School Effectiveness: an Assessment
Teachers Job Satisfaction and Motivation for School Effectiveness: An Assessment Nwachukwu Prince Ololube University of Helsinki Finland. Abstract Significantly, job satisfaction and motivation are very essential to the continuing growth of educational systems around the world and they rank alongside professional knowledge and skills, center competencies, educational resources as well as strategies, in genuinely determining educational success and performance. This study assessed the differences and relationship between the level of teachers’ job satisfaction, motivation and their teaching performance in Rivers State of Nigeria. A questionnaire titled ‘TEJOSAMOQ’ was used to collect data for the study. While the data for the study was analyzed using multiple statistical procedures: mean point value, standard deviation, and variance, t-test of significance and One-way-analysis of variance (ANOVA). The survey results revealed that teacher related sources of job satisfaction seem to have a greater impact on teaching performance, as teachers are also dissatisfied with the educational policies and administration, pay and fringe benefits, material rewards and advancement. Background to the Study The relevance of job satisfaction and motivation are very crucial to the long-term growth of any educational system around the world. They probably rank alongside professional knowledge and skills, center competencies, educational resources and strategies as the veritable determinants of educational success and performance. Professional knowledge, skills and center competencies occur when one feels effective in one’s behavior. In other words, professional knowledge, skills and competencies can be seen when one is taking on and mastering challenging tasks directed at educational success and performance (Filak & Sheldon, 2003). The above factors are closely similar to efficacy, and, of course, it is well known that many teachers lose or fail to develop self-efficacy within educational settings (Dweck, 1999).