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Behavioral Approach
Prentice Hall, 2001
What Is Motivation?
Direction
PersistenceIntensity or
driving force
Intensity
Direction
It's not that I'm so smart, it's just that
I stay with problems longer
.
Persistence
Abraham Maslow (1908-1970) Considered to be the founder of
humanistic psychology.
theory of human needs had three assumptions:
Human needs are never completely satisfied.
Human behavior is purposeful and is motivated by the need for satisfaction.
Needs can be classified according to a hierarchical structure of importance from the lowest to highest.
Self-Actualization Esteem(appreciation) Social need Safety Physiological
Maslow’s Hierarchy of Needs
Maslow’s Hierarchy of Needs
PHYSIOLOGICAL OR SURVIVAL NEEDS
MOST NEEDS HAVE TO DO WITHSURVIVAL PHYSICALLY AND
PSYCHOLOGICALLY
Physical needs
Food Water Air Shelter Clothing
These are essential for good health and well-being, and for continuation of life.
What did Maslow mean by physical needs?
What physical needs do every person have?
Maslow’s Hierarchy of Needs
PHYSIOLOGICAL OR SURVIVAL NEEDS
SAFETY NEEDS
ON THE WHOLE AN INDIVIDUALCANNOT SATISFY ANY LEVELUNLESS NEEDS BELOW ARE
SATISFIED
Safety and Security Needs
Staying well, avoiding being ill Avoiding danger or
Safe circumstances Stability
Maslow’s Hierarchy of Needs
PHYSIOLOGICAL OR SURVIVAL NEEDS
SAFETY NEEDS
SOCIAL NEED
Social needs
Friends, family,affectionate relationships in general, even a sense of community
Maslow’s Hierarchy of Needs
SOCIAL NEEDS
PHYSIOLOGICAL OR SURVIVAL NEEDS
SAFETY NEEDS
ESTEEM NEEDS
The Esteem needs
Self-esteem– The need for the respect from others, the need
for status, fame, recognition, attention, reputation, appreciation, even dominance.
Individual level– Confidence, competence, dignity,achievement,
independence and freedom
Maslow’s Hierarchy of Needs
SELF-ACTUALIZATION
NEEDFOR
MASLOW EMPHASIZES NEED FOR SELF ACTUALIZATION IS
A HEALTHY INDIVIDUAL’S PRIMEMOTIVATION
SELF-ACTUALIZATION MEANS ACTUALIZING
Who am I?????How am I doing????
Maslow’s Hierarchy of Needs
PHYSIOLOGICAL OR SURVIVAL NEEDS
SAFETY NEEDS
SOCIAL NEEDS
ESTEEM NEEDS
SELF-ACTUALIZATION
NEED
Maslow’s view on a Self-actualized Person
Has mental stability Fully explore talents Motivated by values
Implications for Management Physiological needs: Provide lunch breaks,
rest breaks, and wages that are sufficient to purchase the essentials of life.
Safety Needs: Provide a safe working environment and job security.
Social Needs: Create a sense of community via team-based projects and social events.
Esteem Needs: Recognize achievements to make employees feel appreciated and valued. Offer job titles that convey the importance of the position.
Self-Actualization: Provide employees a challenge and the opportunity to reach their full career potential with value based approach.
Limitations of Maslow's Hierarchy There is evidence that contradicts the order
of needs specified by the model. For example, some cultures appear to place social needs before any others
There is little evidence to suggest that people are motivated to satisfy only one need level at a time, except in situations where there is a conflict between needs.
Maslow’s Hierarchy of Needs
Self-Actualization
Needs
Esteem Needs
Social Needs
Security Needs
Physiological Needs
General Examples
Organizational Examples
Self-FulfillmentChallenging Job
Self-Actualization
NeedsStatus Job TitleEsteem NeedsFamily,Friendship
Friendly work environmentSocial Needs
Stability Job securitySecurity NeedsFood,Shelter SalaryPhysiological Needs
Theory X and Theory Y: Douglas McGregor
Douglas McGregor (1906-1964)– To understand human behavior, one must discover
the theoretical assumptions upon which behavior is based
– Especially interested in the behavior of managers toward workers
– “Every managerial act rests on assumptions, generalizations, and hypotheses-
– Theory X -– Theory Y -– FOCUS: Manager’s assumptions about HUMAN
NATURE
McGregor’s Beliefs
Employees are not machine parts to be fixed, redesigned, or eliminated
They are individual people in all of their complexity
McGregor’s Contribution to Management Theory
Theory X assumptionsThe average person dislikes work and will
avoid itMost people must be controlledPeople avoid responsibility and have little
ambition
McGregor’s Contribution to Management Theory
Theory Y assumptionsPhysical and mental work effort are naturalCommitment is a function of proper rewardsPeople learn to seek responsibilityPeople have the ability to creatively solve
organizational problemsEmployees need the freedom to utilize their potential
Theory X and Theory Y
Theory YTheory YTheory XTheory X
Work is NaturalWork is Natural
Self-Direction
Self-Direction
SeekResponsibility
SeekResponsibility
Good Decisions,creativity
Good Decisions,creativity
AvoidWork
AvoidWork
Must be Controlled
Must be Controlled
AvoidResponsibility
AvoidResponsibility
Seek SecuritySeek Security
Theory X... management through:
force
tight controls
threats
punishments
Theory Y... management through:
open systems
communication
self-managing teams