Key Terms
DEFINITION
Reinforcers — any consequence that, when immediately following a response, increases the probability that the behavior w
Two forms
Intrinsic and extrinsic. The difference is the origin — where the motivation comes from.
Core premise
Reinforcement conditions behavior. Internal states (thoughts, desires) are ignored.
Four major theories
1. Maslow's Hierarchy of Needs 2.
Two main theories
Equity theory and expectancy theory.
Manager application
Employees need to know whether extra effort shows up in performance appraisals, whether strong appraisals lead to real r
Example
Replacing an assembly line with modular work gives each worker more variety and responsibility.
Three factors in workplace motivation
The employee, the organization, and the manager.
Motivation
The collection of factors affecting what people choose to do and how much effort they put into it.
Intrinsic motivation
Motivation from internal sources; not tangible.
Extrinsic motivation
Motivation from external rewards; tangible.
Self-actualization
The highest Maslow level; becoming all you are capable of.
Hygiene factors (Herzberg)
Job context factors whose absence causes dissatisfaction but whose presence doesn't increase satisfaction.
Motivators (Herzberg)
Job content factors that drive higher effort; achievement, recognition, growth, responsibility, advancement, interesting
ERG theory
Alderfer's three-category model; existence, relatedness, growth.