Motivation (Part 1 of 3)

Question 1

What is motivation?

Answer 1

Motivation is the direction, intensity, and persistence of a person’s effort toward the attainment of a goal (Kanfer, 1990).

Question 2

What is the hierarchy of needs theory (Maslow)?

Answer 2

To motivate people, determine their needs. Then, treat people, reward people, structure people’s work and jobs in a way that enables them to satisfy their needs.

Each person has five sets of needs:

5. Self-actualization needs – To realize one’s full potential and life’s dreams.
6. Esteem needs – To have self-respect and respect from others.
7. Love needs (often called social needs) – To have relationships.
8. Safety needs – To have safety and security.
9. Physiological needs – To have the bare necessities.

Question 3

What does the Three Needs Theory state (by McClelland)?

Answer 3

Each person has three needs (Burnham and McClelland, 1976):

1. Needs for ACHIEVEMENT (also call achievement motivation): Need to do something better or more efficiently than before.
2. Need for POWER: Need to have an impact on others.
3. Need for AFFILIATION: Need to establish or maintain friendly relations with others.

In contrast to the hierarchy of needs theory, all three needs are present within a person at the same time. Each person may have a different amount of each need.

Question 4

What is the Thematic Apperception Test?

Answer 4

The thematic apperception test is a type of projective test (other types of projective tests include the rorschach test / inkblot test).

Question 5

Some Major Research Findings On Three Needs Theory are:

Answer 5

PEOPLE WITH HIGH NEED FOR ACHIEVEMENT:

1. Are motivated by tasks that they can take personal responsibility (doing business Q instead of rolling dice)
2. Choose medium difficulty tasks
3. Are motivated by tasks that offer immediate and specific feedback including positive feedback and negative feedback to know if they have achieved (unlike Nobel prize winners who wait a long time doing research to receive awards, etc.)
4. May struggle with being an effective manager because
   - They may be resistant to delegating
   - They may be resistant to pursuing actions above
   medium difficulty/risk
   - They may be resistant to long-term courses of action
   where feedback is delayed

PEOPLE WITH HIGH NEED FOR AFFILIATION:

1. May struggle with being an effective manager because they may be too concerned with being liked and therefore resistant to taking necessary but unpopular positions/actions.

Question 6

What happens if someone is high on any of the three needs? (Lilly et al. 2006)

Answer 6

Increases work-family conflict (i.e. difficulty balancing work demands and family demands) which increases job tension (i.e. stress) which increases turnover intentions (i.e. desire to quit).

For example, a person with a high need for achievement may stay longer at the office to finish work and a person with a high need for affiliation may stay longer at the office to finish a conversation.