Part A:

The authors identify two distinct types’ and content. Needs –content- looks at what motivates us, it focuses on understanding the needs that underlie the character and strength of our desires.
Maslow’s hierarchy of needs and Herzberg’s motivation-hygiene focus on the fundamental idea that there are a number of needs beyond the basic necessities of life and that these needs have the power to motivate.
Three other needs are identified as patterns of that are important to managers. The achievement motive focuses on a specific and how to solve it. The affiliation motive stems from the need for strong personal relationships and social interaction with others.
The power motive focuses on how to obtain and exercise authority. The authors conclude their discussion of motivation by suggesting practical answers to the question “How should managers conform their attempts to motivate people to the forces or laws of motivation?”

Expectancy or asks how we are motivated; how the goals people seek at combine with the strength of their desires to create a motivational force.
Key terms defined are expectancy, valence, instrumentality, and subjective probability.

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