Tham khảo tài liệu 'marketing manager course - chapter 12', kinh doanh - tiếp thị, kỹ năng bán hàng phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả | McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved. Chapter 12 MotivationMotivation McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved. Learning Objectives After reading this chapter, you should be able to: z Understand the basic approaches to motivation. z Use goal setting to increase employee effort. z Improve performance and solve worker performance problems by applying various motivation models. z Use reinforcement principles to achieve higher performance. z Differentiate between motivation and other possible influences on performance. McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved. Motivation z Categories of Theories: ¾ Content theories of motivation seek to understand what underlies and drives motivation ¾ Process theories of motivation seek to understand what steps can be taken to improve and maintain motivation z Types of Motivation: z Intrinsic motivation- comes from the personal satisfaction of the work itself z Extrinsic motivation – comes from the rewards that are linked to job performance, such as a paycheck McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved. Content View of Motivation Maslow’s Hierarchy of Needs Alderfer’s ERG Theory McClelland’s Need Theory Herzberg’s Two- Factor Theory McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved. MaslowMaslow’’ss HierarchyHierarchy ofof NeedsNeeds Self-actualization Esteem Needs Social Needs Safety Needs Physiological Needs McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved. Alderfer’s ERG Theory GrGroowwtthh ReRellatatiionsonshihipsps ExExiiststeennccee McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved. NeedNeed forfor McClellandMcClellandMcClelland’s’’ss AchievementAchievement (nAch)(nAch) NeedsNeeds TheoryTheory NeedNeed forfor PowerPower (nPow)(nPow) NeedNeed forfor AffiliationAffiliation (nAff)(nAff) McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights
