Transcript COMMUNICATION AND MOTIVATION

Chapter 9
COMMUNICATION
& MOTIVATION
by
Dr. Larry Long
Copyright 2000, Dr. Larry W. Long
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WHAT IS MOTIVATION?
• 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
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MOTIVATION CONTINUUM
x
Mentalistic
Basic Assumption:
Internal motivators
create the force behind
human behavior internal locus of
control.
Theorists
Freud
Murray
Maslow
Festinger
Motivation Continuum
x
Middle
Basic Assumption:
Motivation is a
combination of
intrinsic and extrinsic
factors - external
inhibitors & internal
stimulators.
Theorists
Osgood, et al.
Herzberg
Copyright 2000, Dr. Larry W. Long
x
Environmentalistic
Basic Assumption:
External motivators
create the force behind
human behavior external locus of
control
Theorists
Pavlov
Skinner
Locke
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Locus of control
• External
• Internal
– focus on personal
needs, issues,
concepts
– motivation caused
primarily by internal
or psychological
conditions
– 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
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Variations in locus of control
high
low
High in intrinsic
motivation; low in
extrinsic motivation
High in intrinsic
motivation; high in
extrinsic motivation
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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MENTALISTIC APPROACH
• 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
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Freud
• 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
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Maslow
• 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
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Murray
• 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
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Festinger
• Mentalistic /Middle
Theorist
• Personality Theory
• Field Theory
• Cognitive
Dissonance
– need for
homeostasis
Copyright 2000, Dr. Larry W. Long
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MIDDLE THEORIES
• 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
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Herzberg
• Middle Theorist
• Two-Factor
Theory of
Motivation
– motivational
factors
• internal needs
– hygienic factors
• environmental
• interpersonal
relations
• working conditions
Copyright 2000, Dr. Larry W. Long
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Osgood, Suci, & Tannenbaum
• Middle theorists
• Variant of
classical
conditioning
– predisposed
behavior
– response to
symbolic probes
influence future
behavior
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ENVIRONMENTALISTIC
• 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
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Skinner
• 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
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PAVLOV
• Environmentalist
• People function as
passive responders
to stimuli
• Stimuli are
information bearers
– basis for human
action
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Locke
• Environmentalist
• Goal Setting
– specific goals
– moderate level of
difficulty
– feedback provided
• Competition
– rewards
– incentives
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Communication & Motivation
• Communication
role enactment
reflects
motivational
patterns.
• No pattern is
best!
• Motivation
managers must
be flexible!
Copyright 2000, Dr. Larry W. Long
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Communication & intrinsic motivation
• 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
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Communication & extrinsic motivation
• 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
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Communication & motivational styles
Function
Professional
Motivator
Personal
Motivator
Information
Management
Objective, yet
controls
Information
Passes
information on
freely
Decision
Making
Problems &
solutions are
organization or
task based
Problems &
solutions are
employee or
need based
Behavior
Regulation
Compliance
Internalization
Conflict
Management
Win-lose
Win-win or loselose
Copyright 2000, Dr. Larry W. Long
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