Motivation Objectives Describe the different sources of motivation

Motivation

Objectives Describe the different sources of motivation Describe self-enhancement and the techniques used to self-enhance Describe face and the techniques used to create and maintain face Understand the behavioral consequences of an emphasis on self-enhancement or an emphasis on saving face

Motivation Internal drive to do, feel, or accomplish something Theories of Motivation Instinct Theories – hunger, thirst, sex Drive-Reduction Theories – lack of something creates drive Arousal Theory – mind activation Incentive Theory – external rewards Maslow’s Hierarchy of Needs – physiological, safety, belonging/love, esteem, self-actualization

Self-Enhancement Motivation to view oneself positively Self-serving bias – I am better than average Downward social comparison – I am better than someone else Compensatory self-enhancement – It doesn’t matter if I’m not good at this because I am excellent at skipping Discounting – It doesn’t matter if I’m not good at this because this sucks anyway External attribution – Factors outside of my control interfered, otherwise I would be good Basking in Reflected Glory (BIRGing) – My favorite sports team won therefore I am good at stuff

Saving Face 6: 54 -7: 37 http: //www. youtube. com/watch? v=GI 44 DUBhs. Pc

Saving Face Social value from others gained through living up to the standards of your position (similar to: prestige, honor, reputation, dignity, respect, status, influence) Hard to get, easy to lose Threatened by: Poor performance in a role (not living up to expectations), Poor attitude (lack of graciousness, generosity, embarassing others), Error in ritual or social codes (e. g. , Inappropriate gift-giving, feast), Loss in battle or competition Guides social relationships and attitudes toward others Loss of face leads to loss of goodwill or authority

Saving Face Example from Japan You invite a friend over for lunch and offer them a choice of lunch meat in their sandwich Ignored social code of being a good host by anticipating what your guest will want, lost face Examples from China http: //www. youtube. com/watch? v=y 49 b. QGDM 99 s U. S. company sent a young, low-level businessman to a meeting with a high-level Chinese businessman Ignored connection rules, lost face

Negotiations & Face In 1971 the U. S. was trying to persuade a reluctant Japan to revalue its currency in order to redress a significant balance-of-payments problem. U. S. negotiators demanded a 17 -percent upward revaluation of the yen. The Japanese Finance Minister feigned illness and canceled his meeting with the American Secretary of the Treasury in order to avoid being forced into making concessions. Treasury Secretary Connally met instead with Deputy Minister Kashiwagi stated that seventeen percent was an unacceptable figure. He explained that in 1932 a Finance Minister had been forced to commit suicide (actually, he had been assassinated) after agreeing to a seventeen percent revaluation. Connally promptly proposed a 16. 9 -percent revaluation, which Kashiwagi accepted. "By proposing a substantially insignificant but symbolically crucial concession, the U. S. Treasury secretary had saved the honor of his counterpart, " and made it possible for the Japanese to agree. Illusion of choice saves face

Negotiations & Face You must allow others to save face Allow other party to make concessions without admitting guilt Avoid public statements of winning “Fact” statements about behavior or situation rather than “emotion” or “interpretation” statements

Examples from the Middle East (Kuwait) As a taxi driver turns a corner, a government official drives into his taxi, causing lots of damage. The taxi driver waits for the police to arrive and cite the official. At a business meeting, a high level executive takes out pictures of his family and shows them to you – you make a nice comment and then move on to talking about business.

Examples from the United States A young woman is carrying a purchased TV set out of a store without a problem. A very frail elderly gentleman insists on helping her take it to her car. As they are cleaning your teeth, your dental hygienist continues to make jokes that you don’t find funny. Your grandparents, who are on a very tight budget, give you a large sum of cash as a birthday present.

Consequences of Motivations Self-Enhancement Promotion orientation – focus on advancing / gaining, looking for ways to capitalize on what you do well Limit chances of failure by avoiding those situations Saving Face Prevention orientation – cautious approach / focus on not losing what you have Self-improvement motivation Seek out and correct shortcomings Limit situations where you might make a mistake & lose face by improving faults

Objectives Describe the motivation to conform Describe the motivation to be unique Describe the different tactics of primary vs. secondary control

Fit In vs. Be Unique Conformity – everybody does it Discussion: why do we conform to a group? What are the benefits or influences? Motivation to feel unique vs. to fit in

Control Agency – do you shape the world or does the world shape you? Primary control – increase rewards / reduce punishment by changing condition Based on personal desires / goals Secondary control – adjusting one's beliefs or interpretations in response to objective, non-modifiable conditions Modifying relaxation thoughts, expectations, silver lining,

Control Children 6 -14 years old, Thailand & U. S. went to a doctor's office to get a shot ran away, screamed vs. thought it was good for me had an accident and was physically hurt Clean the wound vs. try to relax a peer said unkind things Corrected them vs. thought about favorite things

Objectives Understand different perspectives on the value and purpose of work Understand different approaches to the company/employee relationship

Value of Work Spiritual calling vs. atonement Means of survival Duty to country

Value of Work Example from Poland: (Catholicism, noble tradition, socialism): Perception that manual work is demeaning, work is a punishment for sins, and there is no relationship between work performance and reward. Ideal is working 2 hours per day.

Proscriptions for Work U. S. A. Paternalistic / lifetime models Western European Model Ex: The President’s wife and daughters would like to shop in Paris on a Sunday afternoon. Ex: In a German shop, there is an announcement that the store is closing. You take a minute to decide which of two items to buy and walk to the register. Ex: Employer imposes restrictions on employee facial hair, tattoos, jewelry

Objectives Describe the ways that managers try to motivate employees and the effect on productivity Recognize the different common leadership styles and attitudes Describe the different perspectives on defining work success Understand the variation in personal attitude towards time and the effect on other values

Motivation & Productivity Discussion: What kinds of workplace incentive programs have worked or would work in making you more productive? If you were in charge of a department, what kind of program would you have? http: //www. youtube. com/watch? v=u 6 XAP nu. Fj. Jc&feature=related

Motivation & Productivity Money to a point Meaning Choice Cultural differences?

Time Orientation http: //www. youtube. com/watch? v=A 3 o. Ii. H 7 BL mg&feature=relmfu Discussion: What are the different time orientations? What evidence have you seen of differences culturally (other countries, other generations, other ethnic groups)?

Time Orientation Present Past Future