Theories OF MOTIVATION DR ELSAYED NASSER 1 Dr

Theories OF MOTIVATION DR. ELSAYED NASSER 1

Dr. Elsayed Nasser Theories Of Motivation Theories OF MOTIVATION DR. ELSAYED NASSER 2

Learning Objectives 4 Explain the difference between Management & Leadership 4 Why motivation is important ? 4 Define the terms management & Leadership 4 What theories of Motivation? 4 25 Factors for motivation Theories OF MOTIVATION DR. ELSAYED NASSER 3

Management Types: * MANGEMENT BY FEAR * MANAGEMNT BY PUNISHMENT * MANAGEMNT BY STICK & CARROT * MANAGEMENT BY CIA * MANAGEMENT BY OBJECTIVE * MANAGEMENT BY EMPOWEREMENT * MANAGEMENT BY (NON-MANAGEMENT) * ETC. Theories OF MOTIVATION DR. ELSAYED NASSER 4

Management Definition: “Management is having things done through others” (Peter Ducker) • “Management is having things done with others & through others well & willingly” • (Peter Ducker) Theories OF MOTIVATION DR. ELSAYED NASSER 5

Managing Planning: Developing your plan Directing: Implementing your plan Controlling: Seeing that your plan Theories OF MOTIVATION was carried out DR. ELSAYED NASSER 7

Implementing Controlling Planning Theories OF MOTIVATION DR. ELSAYED NASSER 8

Implementing: • Selecting • Training • Coaching • Supervising • Motivating • Counseling • Helping • Etc. . Deciding Communicating Improving Planning: • Setting Objectives • Setting Budgets • Organization • Action Planning • Etc… Theories OF DR. ELSAYED NASSER MOTIVATION Controlling: • Measuring • Evaluating • Appraising • Correcting • Etc… 9

ales Management Decision Area üSet Objectives üDetermine Planning Sales Force Size üSelect Organizing Territories, üRecruiting üSelecting Customer Needs/wants üEvaluate & control Controlling Theories OF MOTIVATION üMotivate Directing üTraining & üdevelop üCompensation DR. ELSAYED NASSER 10

Supervising salespeople • Achieve company objectives through him & his team using his & their ability & skills 1 st task ( Team building ) • 1 - Recruitment & selection • 2 - Training • 3 - Development • 4 - Motivation Theories OF MOTIVATION DR. ELSAYED NASSER 11

Leadership & management ? ? Management Theories OF MOTIVATION Leadership DR. ELSAYED NASSER 12

Leadership: Ability to influence people to achieve extra ordinary results without authority • The one most important words • We _______ I • The two most important words • Thank you • The three most important words • If you please • The four most important words • What is your opinion ? • The five most important words • I am pride of you- ﺃﻨﺎ ﻓﺨﻮﺭ ﺑﻚ • Theories The. OFsix most important words DR. ELSAYED NASSER • MOTIVATION Yes I admit I made a mistake 13

Leadership & management Management Theories OF MOTIVATION Leadership DR. ELSAYED NASSER 17

Performance is… • Ability Motivation Theories OF MOTIVATION • Motivation Opportunity DR. ELSAYED NASSER • Opportunity 20

Motivation and Performance • Performance= M*A*O • M=motivation: intensity, direction, and persistence of EFFORT in attaining a goal. • A=ability: Personal resources that can be applied to attain a goal. depends on education, experience and training and its improvement is a slow and long process • O=opportunity to perform absence of obstacles and providing support to attain a goal. Theories OF MOTIVATION DR. ELSAYED NASSER 21

Motivation • Motivation is the willingness of a person to exert high levels of effort to satisfy some individual need or want. • The processes by which individual’s direct , and persists their efforts toward attaining a goal. • All human behavior is motivated by something (motivator). Theories OF MOTIVATION DR. ELSAYED NASSER 23

Motivation …is a concept used to describe both the extrinsic conditions that stimulate certain behavior and the intrinsic responses that demonstrate that behavior in human beings. • Motivation is a process that stimulates a person to act. • The Drive to Achieve a Goal • is a process of moving Stimulate , directing , driving oneself and others to work toward organisational objectives • The processes by which individual’s direct , and persists their efforts toward. DR. ELSAYED attaining. NASSER a goal. Theories OF 24 MOTIVATION

Why Worry about Motivation !! • Better Morale for Supervisors and Staff • Good achievement • Better Public Relations • Fewer Accidents • Increased Efficiency and Effectiveness • Lower Turnover Theories OF MOTIVATION DR. ELSAYED NASSER 27

MASLOW ABRAHAM HAROLD (19081970), • was an American psychologist Maslow was born in New York City. He wrote several books, including Motivation and Personality (1954) and Toward a Psychology of Being (1962). Theories OF MOTIVATION DR. ELSAYED NASSER 28

Theory of Abraham Maslow • The basic human needs, according to Maslow, are: – physiological needs (Lowest need) as hunger, thirt, sleep. etc – safety needs; as security, protection from danger. – love needs; as belonging, love, frindship. – esteem needs; as self respect, status recognation – self-actualization needs (Highest)is achieved by few as Nageeb Mahfowz self actualised as the first arabic person to win the Nobel Prize for stories in 1988. • unsatisfied needs equal motivator • when one need is satisfied he aspires for the next higher one. Theories OF MOTIVATION DR. ELSAYED NASSER 29

Theories OF MOTIVATION DR. ELSAYED NASSER 30

physiological needs safety needs love needs Money earned from the job ﺍﻟﻌﻼﺝ ﺗﻮﻓﻴﺮ Secure job + stable policies ﺍﻟﺘﺄﻤﻴﻦ ﻋﻠﻰ ﺍﻷﺸﺨﺎﺹ ﻭﻧﻈﺎﻡ ﻋﺎﺩﻝ ﻟﻸﺠﻮﺭ ﻭﻋﺎﺩﻝ ﻟﻠﺘﻮﻇﻴﻒ ﻭﺍﻟﺘﺴﺮﻳﺢ ** ﻓﺎﺭﻣﺎ ﺗﺮﻳﺪ Partially satisfied by friendship ﺍﻹﺟﺘﻤﺎﻋﻲ ﺍﻟﺘﻔﺎﻋﻞ ﻓﻰ ﺍﻟﺸﺮﻛﺔ ﺍﻟﻌﻤﻞ ﺍﻟﺠﻤﺎﻋﻲ ﻭﺗﻜﻮﻳﻦ ﻋﻼﻗﺎﺕ esteem needs our job can satisfy the esteem needs , participating in decision making Theories OF DR. ELSAYED NASSER self-actualization needs Hardest need to satisfy MOTIVATION 31

2 -Theory X Assumptions • can be ascribed to Sigmund Freud (1856: 1939) – People dislike of work and will avoid it if he can. – Most people must be controlled , directed and threatened before they will work hard enough. – Most workers prefer to be directed because they do not like responsibility and want security above all. – These assumptions : • tough management • punishments • tight controls – These are "wrong" because man needs more than financial rewards at work. Theories OF MOTIVATION DR. ELSAYED NASSER 32

Dangers of punishment • Create fear • Losing the work efforts. • Seeking protection through informal groups. • Best employees may leave work. Theories OF MOTIVATION DR. ELSAYED NASSER 33

3 -Theory Y Assumptions • Assumptions – The worker naturally enjoy work. – Man will exercise self- directed and self- controlled if he is committed to the aims of the organization. • man learns under proper conditions, not only to accept but to seek responsibility. • Imagination, and creativity can be used to solve work problems by a large number of employees. Theories OF MOTIVATION DR. ELSAYED NASSER 34

4 -Frederick Herzberg Theory Hygiene / Motivation Theory Tow Factor Theory • This is based on analysis of the interviews of 200 employees. According to this theory, Peoples needs are of two types: • Extrinsic factor (hygiene factors) • Intrinsic factor (motivator factors) Theories OF MOTIVATION DR. ELSAYED NASSER 35

Hygiene / Motivation Theory • Extrinsic factor (hygiene factors) Factor outside the job. – – – Salary Security policies Supervision Interpersonal relations Working conditions Unsatisfactory hygiene factors can act as demotivators, but if satisfactory, their motivational effect is limited. Theories OF MOTIVATION DR. ELSAYED NASSER 36

Hygiene / Motivation Theory • Intrinsic factor (motivators) Factor inside the job. – Recognition – Responsibility – Advancement – Growth and development – Achievement – Work itself Theories OF MOTIVATION DR. ELSAYED NASSER 37

Events on the job that led to extreme dissatisfaction Events on the job that led to extreme satisfaction achievement Recognition Work itself Responsibility Advancement Company policy and administration Supervision Relationship with supervisor Work condition Salary Relationship with peers Personal life Security 60 Theories OF MOTIVATION 50 40 30 20 10 20 Percentage frequency DR. ELSAYED NASSER 30 40 50 60 38

Herzberg’s Motivation-Hygiene Theory • Two independent scales: – Satisfaction and No Satisfaction • These are the motivators – Dissatisfaction and No Dissatisfaction • Hygiene or maintenance factors Theories OF MOTIVATION DR. ELSAYED NASSER 39

Hygiene Salary Security Policies Supervision Interpersonal relations Working conditions R E W N A C Job performance LO Theories OF MOTIVATION AN SE I A R C Recognition Work itself Responsibility Advancement Growth and development achievement Motivators DR. ELSAYED NASSER 40

5 - ERG Theory • 3 groups of core needs – Existence ( physiological and safety ) – Relatedness ( social ) – Growth – intrinsic desire for personal development ( esteem – self actualization ) • ERG demonstrates that More than one need may be operative at the same time Theories OF MOTIVATION DR. ELSAYED NASSER 41

6 -Equity Theory • Motivation decreases when employees feel under-rewarded by comparison to Coworkers Neighbors Self in an earlier state Theories OF MOTIVATION DR. ELSAYED NASSER 42

7 -Enhancing Motivation u. Management by Objectives (MBO) u. Participative management and empowerment u. Modified work schedules Work-share programs Flextime programs Theories OF MOTIVATION DR. ELSAYED NASSER 43

8 -Mc. Clelland’s Needs Theory • The need for Achievement: ﺍﻹﻧﺠﺎﺯ – is the drive to accomplish challenging goals. • The need for Power: ﻭﺍﻟﻨﻔﻮﺫ – is the desire to control others; to influence others’ behavior according to one’s wishes. • The need for Affiliation ( belonging ): ﺍﻹﻧﺘﻤﺎﺀ – is the desire for close relationships with others. Theories OF MOTIVATION DR. ELSAYED NASSER 44

9 -Covey theory ﻧﻈﺮﻳﺔ ﺍﻟﺘﻮﺍﺯﻥ Theories OF MOTIVATION DR. ELSAYED NASSER 45