Copyright 2000, Dr. Larry W. Long 1

• Motivation is a force that energizes, maintains, and controls human behavior
P = f (ability x motivation)
• Crucial question
is not whether a worker is motivated, but
how a worker is motivated Copyright 2000, Dr. Larry W. Long 2

x
Mentalistic
Basic Assumption:
Internal motivators create the force behind human behavior internal locus of control .
Theorists
Freud
Murray
Maslow
Festinger
x
Middle x
Environmentalistic
Basic Assumption:
Motivation is a combination of intrinsic and extrinsic factors external inhibitors & internal stimulators .
Basic Assumption:
External motivators create the force behind human behavior external locus of control
Theorists
Osgood, et al.
Herzberg
Theorists
Pavlov
Skinner
Locke
Copyright 2000, Dr. Larry W. Long 3

• Internal
– focus on personal needs, issues, concepts
– motivation caused primarily by internal or psychological conditions
• External
– focus on task needs, issues, concepts
– motivation caused primarily by environment or external conditions
Individuals vary in their respective loci of control, although one (internal or external) tends to be dominant.
Copyright 2000, Dr. Larry W. Long 4

high
High in intrinsic motivation; low in extrinsic motivation
High in intrinsic motivation; high in extrinsic motivation low
Low in intrinsic motivation; low in extrinsic motivation
Low in intrinsic motivation; high in extrinsic motivation low Extrinsic
Copyright 2000, Dr. Larry W. Long high
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• Assumes:
– behavior is a result of internal need or drive.
– P = f (internal motivators)
– any attempts to alter behavior by external conditions will fail.
– Internal locus of control
• Requires management to create conditions were workers motivate themselves, rather than management “push” workers.
Copyright 2000, Dr. Larry W. Long 6

• Mentalistic
• Three parts of mind:
– Id = includes instincts
– Ego = in charge of satisfying human needs
– Superego = values and beliefs
Copyright 2000, Dr. Larry W. Long 7

• Mentalistic
• Hierarchy of Needs
– operate at different levels
– satisfy base needs and move up accordingly
– needs are internal and mental
Copyright 2000, Dr. Larry W. Long 8

• Mentalistic
• List of Needs
– achievement
– aggressive
– autonomous
– make-up for failures
– affiliate with others
– dominate environment
– to be understood
Copyright 2000, Dr. Larry W. Long 9

• Mentalistic /Middle
Theorist
• Personality Theory
• Field Theory
• Cognitive
Dissonance
– need for homeostasis
Copyright 2000, Dr. Larry W. Long 10

• Reject ideological purism.
• Believe behavior is motivated by both external and internal motivators.
– P = f (external motivators x internal motivators)
Copyright 2000, Dr. Larry W. Long 11

• Middle Theorist
• Two-Factor
Theory of
Motivation
– motivational factors
• internal needs
– hygienic factors
• environmental
• interpersonal relations
• working conditions
Copyright 2000, Dr. Larry W. Long 12

• Middle theorists
• Variant of classical conditioning
– predisposed behavior
– response to symbolic probes influence future behavior
Copyright 2000, Dr. Larry W. Long 13

• Places emphasis on environment because it is measurable and can be defined objectively.
• P = f (external motivators)
• Use of rewards and punishments .
• Assumes external locus of control
Copyright 2000, Dr. Larry W. Long 14

• Environmentalist
• At first, “operators” produced randomly
• Then become reinforced responses to the environment
• Was concerned that psychologists used intangible constructs
Copyright 2000, Dr. Larry W. Long 15

• Environmentalist
• People function as passive responders to stimuli
• Stimuli are information bearers
– basis for human action
Copyright 2000, Dr. Larry W. Long 16

• Environmentalist
• Goal Setting
– specific goals
– moderate level of difficulty
– feedback provided
• Competition
– rewards
– incentives
Copyright 2000, Dr. Larry W. Long 17

• Communication role enactment reflects motivational patterns.
• No pattern is best!
• Motivation managers must be flexible!
Copyright 2000, Dr. Larry W. Long 18

• Intrinsically motivated people view organizations as more “open” than extrinsically motivated people
• persons with an internal locus of control prefer open communication
Copyright 2000, Dr. Larry W. Long 19

• External locus of control persons prefer specified, rule-governed communication role behaviors
• Authoritarian styles of management work well with extrinsically motivated workers
Copyright 2000, Dr. Larry W. Long 20

Function
Information
Management
Professional
Motivator
Objective, yet controls
Information
Personal
Motivator
Passes information on freely
Decision
Making
Problems & solutions are organization or task based
Problems & solutions are employee or need based
Behavior
Regulation
Conflict
Management
Compliance
Win-lose
Copyright 2000, Dr. Larry W. Long
Internalization
Win-win or loselose
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