CHAPTER 8: THE MOTIVATION TO WORK

Learning Objectives

Module 8.1 Understand the early history of motivation theory in I-O psychology. Identify motivational theories using the metaphors described in the text. Understand the importance and meaning of motivation and its links with performance.

Module 8.2 Identify the classic approaches to motivational theories. Explain the premise of Maslow’s need hierarchy theory. Explain Vroom’s Valence Instrumentality Expectancy theory. Explain the premise of Equity Theory.

Module 8.3 Describe why goal setting theory is considered a Person-as-Intentional Approach. Explain Control Theory and the concept of self-regulation. Identify the four separate avenues that can be used to develop self-efficacy. Identify the common themes found in modern approaches to motivation theory.

Module 8.4 Identify the four types of motivational practices managers employ across all cultures. Understand generational differences and how they relate to work motivation. Describe three types of motivational interventions used in applied settings.

Chapter Outline Module 8.1 An Introduction to Motivation The Central Position of Motivation in Psychology A Brief History of Motivation Theory in I-O Psychology Metaphors for Motivation Person as Machine Person as Scientist The Meaning and Importance of Motivation in the Workplace Motivation and Performance Motivation and Work–Life Balance Motivation and Personality Module 8.2 Motivational Theories—Classic Approaches Person-as-Machine Theories An Internal Mechanical Theory: Maslow’s Need Theory An External Mechanical Theory: Reinforcement Theory Person-as-Scientist Theories Vroom’s VIE Theory Equity Theory Module 8.3 Modern Approaches to Work Motivation Person-as Intentional Approaches Goal-Setting Theory Control Theories and the Concept of Self-Regulation The Concept of Self-Efficacy in Modern Motivation Theory Action Theory Common Themes in Modern Approaches A New Motivational Topic: The Entrepreneur Module 8.4 Practical Issues in Motivation Can Motivation Be Measured? Cross-Cultural Issues in Motivation Generational Differences and Work Motivation Motivational Interventions Contingent Rewards Job Enrichment ProMES

Glossary Terms for Chapter 8

This list of key terms and important concepts from Chapter 8 can be used in conjunction with reviewing the material in the textbook. After reviewing Chapter 8 in the textbook, define each of the following key terms and important concepts fully. Check your answers with the textbook, and review terms with which you have difficulty. Good luck!

Module 8.1 motivation instinct need drive behaviorist approach field theory group dynamics person as machine person as scientist limited rationality person as judge work-life balance locus of control

Module 8.2 Maslow’s need theory two-factor theory hygiene needs motivator needs reinforcement theory contingent reward intermittent reward continuous reward Path-Goal theory of Motivation VIE theory valence instrumentality expectancy dissonance theory equity theory inputs outcomes comparison other outcome/input ratio

Module 8.3 person-as-intentional approach goal setting theory feedback loop control theory self-regulation self-efficacy action theory (Rubicon Theory) action process action structure

Module 8.4 Motivational Trait Questionnaire (MTQ) job enrichment ProMES indicators

Practice Questions for Chapter 8

Multiple Choice Items: Please choose the correct answer to the following questions. Answers are shown at the end of the chapter in this Study Guide.

1. Motivation concerns the conditions responsible for variations in intensity, quality, and ______of ongoing behavior. a. amplitude b. satisfaction c. direction d. learning 2. What type of motivational approach placed the emphasis for behavior and directed activity directly on the environment? a. Behaviorist approach b. Instrumental approach c. Nature approach d. Environmental approach

3. Which theory proposed that various forces in the psychological environment have valence? a. Instinct theory b. Maslow’s need theory c. Field theory d. Metaphor theory

4. What is the basic model for considering the role of motivation in performance? a. Performance = (Motivation x Ability) + Situational constraints b. Performance = (Motivation x Ability) – Situational constraints c. Performance = (Motivation x Situational constraints) + Ability d. Performance = (Motivation / Situational constraints) + Ability

5. Maslow’s model fits the person-as-machine metaphor well. Which of the following is false concerning the model? a. A person will respond to whatever satisfies the lowest level unfulfilled need. b. Workers in the same department are assumed to be at the same needs level. c. The behavior of the individual is unconscious and automatic. d. An employer needs to know at what need level a worker is operating.

6. What is a major problem associated with using contingent reinforcement? a. The approach cannot consistently predict motivation. b. The approach makes too many assumptions of behavior. c. The approach has little or no role for any cognitive activity. d. The approach is not applicable in today’s workplace.

7. What is the theory called that suggests that tension exists when individuals hold incompatible thoughts? a. Dissonance theory b. Equity theory c. Comparison theory d. Incompatibility theory

8. The feedback loop in goal setting theory deals with the discrepancy between: a. Actual goal accomplishment and expected goal accomplishment of peers. b. Actual goal accomplishment and the failures the person has experienced. c. Actual goal accomplishment and the goal to which the person was committed. d. Actual goal accomplishment and the actual goal accomplishment of peers. 9. Managers, across all cultures, tend to employ all of the following motivational practices except: a. Quality improvement interventions b. Differential distribution of rewards c. Setting goals and making decisions for employees. d. Design and redesign of jobs and organizations.

Chapter 8 Exercises

Exercise 8.1. Given what you have learned about Need Theory in this chapter, identify which of Abraham Maslow’s needs is alluded to in each of the following quotes. Explain why you choose that particular need level for each quote.

“You’ve reached the pinnacle of success as soon as you become uninterested in money, compliments, or publicity” (Dr. O. A. Battista, chemist)

______

Sign: “Don’t cross this field unless you can do it in 9.9 seconds. The bull can do it in 10.” ______

“There is more credit & satisfaction in being a 1st-rate truck driver than a 10th-rate executive” (B.C. Forbes, American Publisher, 1880-1954) ______

“The best parachute packers are those who jump themselves.” ______

“The greatest use of life is to spend it for something that will outlast it” - William James (1842-1910), Father of Psychology ______Exercise 8.2. Many individuals see themselves as a “go to” person in trying situations. Construct a scenario using what you have learned about the concept of self-efficacy to explain how these individuals may have become so confident.

Exercise 8.3. If you were elected as the chair of a fundraising effort in your community, and you would be using all volunteers to gather the funds, which theory of motivation would you choose to accomplish this goal through your staff? How would you apply this theory? Alternatively, which motivational theory would be least useful in this situation? Why?

Answer Key for Multiple Choice Questions for Chapter 8 1. c 2. a 3. c 4. b 5. b 6. c 7. a 8. c 9. c