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BA 4216Cross-cultural Studiesin Organizations
Motivating across cultures
Instructor: Çağrı Topal
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Motivation defined-1A psychological process through
which unsatisfied wants or needs lead to drives that are aimed at goals or incentives
The process through which behavior is mobilized and directed to reach certain goals
An assumed force operating inside an individual inducing him or her to choose one action or another
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Motivation defined-2Energizing and directing processDesire or need orientedPsychologicalSociological
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Universality of motivationMotivation universalHow and what motivates culturalMoney (American), respect and
power (Japanese), family connections (Latin American), improvements of quality of life (Swedish and Norwegian), welfare of community (South African), group affiliation and social harmony (Chinese)
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Maslow’s theory of hierarchy of needsLower- vs. higher- order needs• Physiological (existence)• Safety and security• Belongingness• Esteem• Self actualization and achievement
Different order of needs across cultures
Different order of needs within cultures
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Herzberg’s two-factor theoryHygiene factors• Job context• Extrinsic
Motivators• Job content• Intrinsic
More applicable when power distance low and uncertainty avoidance low
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McClelland’s achievement theoryNeed for achievementNeed for powerNeed for affiliation
Unlikely to apply to collectivist societies
Different ranking in feminine cultures
Not applicable for all in high power distance cultures
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Designing motivators-1Collectivism vs. individualism:• group membership and decisions, group-based rewards, group performance
VS.• autonomy, individual promotion and growth, individual performance
High vs. low uncertainty avoidance:• permanent jobsVS.• jobs with variety
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Designing motivators-2Femininity vs. masculinity:• quality of life, shorter and convenient working hours, paid holidays
VS.•materialism and competition, individualized incentive programs
Low vs. high power distance:• cooperation with peers, consultative decision making
VS.• loyalty and paternalism, explicit instructions, equitable compensation 9
Monetary incentivesImportant for both physiological and
psychological needsMeasure of as well as incentive for
successMore applicable in
individualist/materialist culturesApplicable in any culture during
economic downturns
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Job enrichment-job rotationWorking in different jobs in the same
organization at different timesSelf-actualization, security, power
and control, and achievement needsNot applicable in high uncertainty
avoidance, high power distance and collectivist cultures
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Job enrichment-job enlargementCombining the different jobs that
contribute to the same task into one general job
Security, status and power, achievement, and esteem needs
Not likely to be accepted in collectivist cultures
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Job designJob contentJob processesCulturally defined and constructed
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FeedbackIndividualist: more and direct
feedback, claim to success and distance from failure, private
Collectivist: indirect feedback, responsibility for failure and distance from success, public
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