Unit 5 – Motivation

Session 1: Motivation and its Importance

Teaching & Training
Learning Outcome Knowledge Evaluation Performance Evaluation Method
Meaning and Importance of Definition of Motivation What is motivation?
Motivation Characteristics of What are the features of
Motivation motivation?
Interactive Lecture
Significance of Motivation Why is motivation
important for an
organisation?
Session 2: Theories of Motivation
Types of motivational Different motivational List out the different
theories theories theories of motivation.
Content theories in detail Type of Content theories What are the different
Interactive Lecture
# Maslow’s Theory types of content theories of
# Herzberg Theory motivation?
# ERG Theory
Session 3: Theories of Motivation
Process theories in detail Type of Process theories What are the different
Reinforcement theory of # Expectancy Theory types of process theories of
Motivation # Equity Theory motivation? Interactive Lecture
Reinforcement theory of What do you mean by OB
motivation? Modification?
Session 4: Theories of Motivation and Methods of Motivation
Behavioural Theories in Behavioural Theories Explain the difference
detail #McGregor Theory X and Y between Theory X and
#Ouchi Theory Z Theory Y by McGregor.
Measures of Motivation
Methods of Motivation What are the features of
Interactive Literature
# Financial Incentives Theory Z given by Ouchi?
# Non Financial Incentives What are the different
types of incentives given
by organisation?
Session 5: Methods of Motivation; Motivation and Inspiration
Methods of Motivation Job Enlargement What is the difference
Motivation and Inspiration Job Enrichment between job enlargement
Difference between and job enrichment? Interactive Literature
Motivation and Inspiration How is motivation
different from inspiration?
 Unit 5 – Motivation

In this unit we will learn about:

 What is motivation?
 What is the importance of motivation
 What are the different motivational theories?
 What are the ways by which organisations motivate their employees?
 What is the difference between motivation and inspiration?

Introduction

The biggest challenge faced by the organisations is to get the work done by their employees. This
entirely depends on the motivation levels of the employees. Their motivation is a result of their
needs and organisational expectations. If the employees are adequately motivated, the organisation
will be able to meet its objectives.

The term ‘motivation’ is derived from a latin word movere which means to move. A motive is an
inner state that encourages, activates or moves and that directs behaviour towards goals. Thus,
motivation is psychological force within an individual that sets him in motion for the achievement
of certain goals or satisfaction of certain needs.

Motives are somewhere a reflection of human needs. E.g. A factory worker knows if he will
complete his work on time, he will be rewarded with a bonus or some kind of financial incentive
which can be spent. Thus, here we can understand that needs are physiological and psychological
drives. On the other hand, drives for which an individual has money and wants to spend become
wants. The factors which are utilised for satisfying or motivating people are called incentives.

Definition of Motivation

Several authors have defined motivation in different ways.

According to Robert Dublin, “Motivation is the complex set of forces starting and keeping a
person at work in an organization.”

According to Stanley Vance, “Motivation represents an unsatisfied need which creates a state of
tension or disequilibrium, causing the individual to march in a goal-directed pattern, towards
restoring a state of equilibrium by satisfying the need.”

Characteristics of Motivation
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On the basis of the definitions of motivation discussed above, following characteristics of

motivation can be inferred and shown in Figure 8.1.

Psychological
Process

Positive
Continuous
or
Process
Negative

Characterisitcs
of Motivation

Influences Complex and

behavior Unpredictable

Pervasive
Function

Fig 8.1: Characteristics of Motivation

1. Psychological process: Motivation is a psychological process. It is the process to achieve a

desired result by stimulating and influencing the behaviour of subordinates. A manager
should carefully make an attempt to understand the needs, motives and desires of every
employee in the organization. The reason for this is that each person is different and a same
kind of motivational technique does not apply to all kinds of individuals.
2. Continuous process: Motivation is a continuous process. When one need is satisfies,
another need emerges. Therefore, motivation is an incessant process until the completion of
objectives. Therefore, it is the responsibility of the management to develop innovative
techniques, systems and methods to satisfy the changing needs of workers.
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3. Complex and unpredictable: Motivation is a complex and unpredictable task. Human

wants are not definite and they change according to consequences. A worker may be
satisfied in present situation but due to his changed needs he may not be satisfied in future.
Similarly, even two persons may not be motivated with similar behaviour and facilities.
Therefore, a manager must be more conscious to motivate subordinates and to achieve
objectives.
4. Pervasive function: Motivation is the pervasive function of all levels of management.
Every manager from top to the lowest level in the management hierarchy is responsible for
motivation. A manager is largely responsible for motivating his subordinates and secondly
other subordinates in management hierarchy.
5. Influences the behaviour: The most important objective of motivation is to influence the
employees’ behaviour and thus bringing about the behavioural changes. The managers
influence the behaviour of workers and encourage them to concentrate more on their goals.
6. Positive or negative: Motivation may be positive or negative. A positive motivation
promises incentives and rewards to workers. Incentives are both financial and non financial.
Negative motivation is based on punishment for poor performance like reducing wages,
demotion, job termination etc. On the basis of requirements, manager can use both positive
and negative motivation for better performance.

Importance of Motivation

Motivating the subordinates is the fundamental duty of the manager as it ultimately helps in
fulfilling the goals of the organisation. The significance of motivation is discussed below and has
been summarised in Fig. 8.2.

1. Cooperation and Goals: Motivated employees cooperate willingly with the management
and thus contribute maximum towards the goals of the company.
2. Productivity: Motivated employees attempt to enhance their knowledge and skills. This
enables increase in the productivity.
3. High Efficiency: It has been observed that when motivated employees work sincerely
towards their given tasks; they develop a sense of belongingness which results in
conserving the organisational resources. This results in improvement in efficiency.
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4. Job Satisfaction: Higher motivation paves the way for a higher job satisfaction of the
employees. A motivated employee yearning for opportunities for satisfying needs becomes
loyal and committed towards his work and eventually the organisation.
5. Better Relations: The number of complaints and grievances reduce when the employees
are motivated.
6. Good Image: If the employees of the organisational are motivated and satisfied with the
work environment, the image of the company as a good employer boosts in the industry.

Goal
accomplishmen
t
Good
Image Productivity
Importance
of
Better Motivation
Relations Efficiency

Job
Satisfaction

Figure 8.2: Benefits of Motivation

Theories or Models of Motivation

Various theories of motivation have been classified on diverse bases in research. These have been
discussed below and shown in the figure 8.3.
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Content Theories Process Theories Reinforcement Behavioral

• Maslow 's Theory • Expectancy • OB theories
• Herzberg's • Equity Modification • McGregor X
Theory & Y theory
• McClelland • Ouchi's
Theory Theory Z
• Alderfer 's ERG
theory

Figure 8.3: Different types of Motivation theories

1. Content Theories

Content theories emphasise on the idea that motivation depends upon the individual needs.
Need could be defined as a state in person’s life that triggers action and activates behaviour.
Content theorists have gathered that there is a variation in the individual needs and hence the
motivation levels. These theories are also referred as needs theories, because they are
generally related with a view that focuses on the significance of determining 'what' motivates
us. They try to recognize what our 'needs' are and thus relate motivation to the fulfilling of
these needs. The important content theories are discussed as follows:

1.1.Maslow’s Hierarchy of Needs

Need hierarchy model developed by Abraham Maslow is one of the earliest works in the area of
motivation. This theory has classified the human needs into five categories as shown in Figure 8.4.
According to him, once a lower level need of an individual is met, he moves towards the next level
needs.
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Self Actualisation

Esteem Needs

Social Needs

Security Needs

Physical Needs

Fig 8.4: Hierarchy of Needs given by Maslow

 Physical or Physiological Needs: These needs include the basis needs of an individual
which include food, air, water and shelter. They are lower-order needs and they need to be
met first in order to move an individual for higher level needs.
 Safety needs: After meeting physical needs, an individual is concerned about the safety
needs which include staying in a safe and secure environment. At a work place, the
managers ensure meeting of the safety needs by providing job security, medical insurance
and safe gadgets and machines for working.
 Social or Belongingness Needs: These needs include the needs for love, affection and
interaction with people. These needs are also called affiliation needs. Social needs are
essential to humans so that they do not feel isolated and depressed. Social needs are met
through friendships, family and intimacy. A manager can work upon satisfying the social
needs by ensuring that employees are provided with cooperative teamwork, kind
supervision and sufficient work-life balance.
 Esteem Needs: These needs include two aspects- self esteem or self respect through
personal achievement and social esteem through respect and appreciation from others.
Managers should motivate their subordinates by giving those awards and appreciation
certificates for their achievements.
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 Self Actualisation Needs: It is the pursuit of reaching one's full potential as a person.
These needs are not necessarily fully satisfied owing to the exploration of new
opportunities by an individual. This depends upon the individual to individual. The
management should help in meeting these needs by providing the employees with a
challenging tasks and inviting them for decision making.

1.2. Herzberg Two-Factor theory

Frederick Herzberg developed motivation-hygiene theory on the basis of studies to understand the
factors affecting satisfaction or dissatisfaction in a work environment. These factors have been
classified as motivators and hygiene factors respectively.

 Hygiene Factors: These are the basic factors in a job and also known as extrinsic factors.
Although, they may not provide positive satisfaction but absence of these factors lead to
dissatisfaction. Examples of hygiene factors include status, job security, salary and fringe
benefits.
 Motivators: These factors are internal to the jobs that provide satisfaction. These are called
intrinsic factors. Absence of these factors may not to yield to dissatisfaction but their
presence in a job give a sense of satisfaction. Examples of motivators are job challenge,
advancement, autonomy, responsibility, etc.

1.3. McClelland’s Achievement Model

David McClelland advocated a model of motivation classifying the needs classifying as

achievement, affiliation and power. He proposed that an individual’s behaviour at any time is
guided by multiple motives. But in most situations, one or two motives are dominant and thus
motivation varies with variation of needs.

 Need for Achievement: People with a high need for achievement seek to excel and thus
tend to prefer moderate risks. They choose those tasks whereby they can take personal
responsibility for finding solutions to the problems. Achievers require regular feedback in
order to check the progress of their achievements. The management should give high
achievers challenging projects with attainable goals.
 Need for Affiliation: Those with a high need for affiliation look out for pleasant
relationships with other people and need to feel accepted by other people. Such people are
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desirous of companionship and helping each other. High affiliation individuals prefer work
that provides them with significant personal interaction. They tend to conform to the norms
of their work group. The managers should create an atmosphere of supportive interpersonal
relations for the individuals seeking for affiliation and thus such kind of group formation
leads to achievement of goals.
 Need for Power: The need for power is stated by the desire to influence others. People
seeking a need for power tend to be outspoken and forceful. They are willing to engage in
confrontation. Need for power could be one of two types - personal and institutional.
Those who need personal power want to direct others and this need is often considered as
undesirable. Persons who need institutional power want to manage the efforts of others to
promote the goals of the organization. It has been seen that managers with a high need for
institutional power tend to be more effective than those with a high need for personal
power.

1.4. Alderfer's ERG Theory

Alderfer developed a model of motivation aligning with Maslow’s motivation theory by reducing
the five needs suggested by Maslow to three needs. These needs are Existence, Relatedness and
Growth. According to Alderfer, there is no hierarchy of needs and any desire to fulfil a need can
be activated at any point in time. This results in the lower level needs not requiring to be satisfied
in order to satisfy a higher level need.

 Existence: It refers to our concern with basic material existence motivators.

 Relatedness: It refers to the motivation we have for maintaining interpersonal
relationships.
 Growth: It refers to an intrinsic desire for personal development.
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Growth Needs
• Self Actualisation
• External Esteem

Relatedness
• Internal Esteem
• Social Needs

Existence
• Safety Needs
• Physical Needs

Fig 8.5: Reduction of Maslow’s needs to Alderfer’s needs

2. Process Theories
Process theories concentrate on “how” part of motivation. They describe and analyse how
behaviour is energised, directed and sustained. The theories under process theories are
discussed as follows:
2.1. Expectancy Theory

Expectancy theory was propounded opposing the Herzberg’s two-factor theory. This theory
was developed by Vroom. The theory explains the behavioural process of why individuals
choose one behavioural alternative over another. It suggests that individuals are motivated
towards objectives if they think that their performance will be rewarded for the efforts they
will put. Vroom suggested three variables in this study-Expectancy, Instrumentality and
Valence.

 Expectancy: Effort Performance

It is the confidence that better efforts will result in better performance. It is influenced by
factors like having appropriate skills for performing the job, availability of right resources,
availability of critical information and getting the required support for accomplishing the
goal.
 Instrumentality: Performance Outcome
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It is the faith that the individual will receive an award if he performs well. This depends
upon trusting the people who decide who recieves what outcome, understanding the
relationship between performance and reward and finally the transparency in the system
that decides who get what outcomes.
 Valence:
Valence is the importance associated by an individual with respect to the expected
outcome. It is an expected and not the actual satisfaction that an employee expects to
receive after achieving the goals. This is dependent on individuals’ needs, values, goals,
preferences and source of motivation.

2.2. Equity Theory

Equity theory was suggested by J.S.Adams. The assumption behind this theory is that the
employees experience strong expectations of justice, balance and fairness in treatment by
their employers. This theory propounds that individuals are motivated by a desire to be
treated equally at work.
In this theory, two variables are important namely inputs and outcomes. According to this
theory, the employee constantly assesses their level of effort against fellow workers and the
reward they receive for their effort. When the employee feels that the compensation and
treatment for his efforts are fair with reference to his skills and efforts, he feels satisfied and
motivated. The definition of equity is described in following diagram:

Fig 8.6: Adam’s definition of Equity

 Inputs: These constitute of the quality and quantity of employee’s contribution to work.
They include time, effort, loyalty, hard work, commitment, ability, adaptability, flexibility,
tolerance, determination, enthusiasm, trust in management, support from colleagues and
skills.
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 Outputs: The outputs encompass the positive and negative results that an individual gets
after putting inputs into a task. They can be tangible and intangible. Examples of outputs are
job security, esteem, salary employee benefits, praise, recognition, etc.
3. Reinforcement Theory
Reinforcement theory is the process of influencing behaviour by controlling the
consequences of the behaviour. The theory is based upon “law of effect” which means an
individual tends to repeat behaviour which is rewarded while the behaviour which gives
punishment is not repeated. They learn from the past and thus develop patterns of
behaviour to regulate the future consequences. This approach is called operant
conditioning. This theory was propagated by B.F.Skinner. Application of operant
conditioning is called Organisational behaviour modification whereby the managers focus
on positive rewards to elicit desirable behaviour.

4. Behavioural Theories
Behaviour is described as the way a person conducts themselves towards others. When
workers are treated as humans rather than machines, they take action to their particular
work situation in a constructive way by increasing individual productivity. Thus, in lines of
understanding and improving the human behaviour, McGregor and William Ouchi
suggested Theory X and Y and Theory Z respectively.

4.1.McGregor’s Theory X and Theory Y

McGregor has suggested two contrasting theories on motivation based on certain assumptions
 Theory X

Theory X revolves around the traditional approach to motivation and control. It represents
traditional stereotyped and authoritarian management style. It has following assumptions:

i. An average human being is lazy and doesn’t like to work. He will avoid work if he
can.
ii. Most human beings lack ambition and thus don’t want responsibility. They prefer to
be directed rather than to lead.
iii. Most human beings are self centred and indifferent to the organisational goals.
iv. Most people are not creative to solve organisational problems.
v. Most human beings are motivated with physiological and safety needs.
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These assumptions suggest that the human beings can be motivated by money and the
benefits required for satisfying the physical and safety needs. According to the theory,
the employees are managed by punishments and strict control. This type of motivational
process can only work in the environment whereby the work is repetitive in nature and
promotions are not frequent. McGregor advocated Theory Y refuting the assumptions
of Theory X as nowadays the employees don’t just get motivated with money and
related benefits.

 Theory Y
Theory Y assumes that people are not unreliable and lazy by nature. It has a positive view
on employee motivation and their behaviour. The management undertakes the responsibility
of helping the employees to develop and express their creative skills. The assumptions of
McGregor’s Theory Y are as follows:
i. An average person doesn’t dislike work rather work is natural as play.
ii. An average human being will exert self control and direct himself for his objectives.
iii. An average individual knows that he will be rewarded if he is committed for the
objectives. And generally these rewards are higher order needs namely ego
satisfaction and self-actualisation.
iv. An average person tends to seek responsibility and is ambitious.
v. Imagination, creativity, and ingenuity can be used to solve work problems most of
the people.
vi. Considering the present scenario of present industrial life, the intellectual potential
of an average man is only partly utilized.
Theory Y is more real and generally used in the organisations. In support of this
theory, McGregor suggested motivational practices like decentralisation, delegation,
job enlargement, participation and consultative management.

4.2. Ouchi’s Theory Z

This theory was given by William Ouchi which is based upon a comparative study of American
and Japanese management practices. He concluded that many Japanese management practices
can be adopted in American perspective. The theory is a mix of both Theory X and Theory Y
inclining more towards Theory Y as it has focuses on long term employment and job security
 Unit 5 – Motivation

and higher concern for happiness and well-being of the employees. Following should be the
features of an organisation according to Theory Z:-
 Trust, integrity and openness should be essential ingredients of an effective organisation.
 Theory Z says that involvement of employees in related matters improves their
commitment and performance.
 The leader’s role should be to coordinate the efforts of his subordinates.
 The organization and management team should ensure that measures and programs in
place should be there to develop employees.
 Employees should be given greater responsibility to make decisions and understand the
organisational aspects; they should be generalists. But still, they should also undertake
specialised job tasks.
 The organization should recognize the contributions of individuals, but always within
the context of the team as a whole.

This theory has its limitations as well as it does not provide complete solution to
motivational problems owing to difference in the environments of different organisations.
But still, it is considered as a philosophy of managing organisations.

Different Methods of Motivation

Organisations have evolved different techniques of motivating their employees which have been
generally classified into financial and non-financial incentives.

An incentive is something that stimulates a person towards some goals. It stimulates human needs
and generates the desire to perform. Therefore, an incentive is a method of motivating employees.
Incentives are directly linked to increase performance in companies.

Financial Incentives are the ones which are

linked with money. Examples of financial

incentives are wages and salaries, commission,

bonus, stock options.

Fig 8.7: Example of financial Incentive

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On the other hand, non-financial incentives

are those which are not related with money.

Examples of non-financial incentives are

status, praise, recognition, employee

involvement, etc.

Fig 8.8: Example of non-financial Incentive

Incentives have been classified into different types in the following Table 8.1.

Table 8.1: Classification of Incentives used by organisations

Financial Incentives Non-financial Incentives

Pay and allowances Status
Bonus Praise
Profit-sharing Group Incentives
Commission Participation & Involvement
Performance related Incentives Opportunity for Growth
Stock Options Suggestion System

Financial Incentives

Financial incentives also known as monetary incentives are needed for meeting the basic needs of
the employees. The usual incentives given to employees are discussed below:

1. Pay and Allowances: Pay and allowances include salary and allowances in form of
dearness allowance, house rent allowance, etc. Salaries differ from company to company
whereas allowances are dependent on various factors like inflation. Some organisations
offer a compensation including both salary and allowances while some provide a
consolidated salary.
2. Bonus: Some organisations have a tendency to distribute bonus to the employees.
Minimum bonus limit is 8.33% of salary or wages in India under the Payment of Bonus
Act, 1965.
 Unit 5 – Motivation

3. Profit Sharing: Under profit sharing scheme, the employees are given a certain share in the
profits of the company when the profits increase beyond a given limit. This conduct of the
management induces the workers to perform more hard to gain their share of company’s
profits.
4. Commission: Commission is the variable part of compensation. This is generally given as a
percentage of sales to the sales personnel as per their contribution to the sales. The
commission rate varies from organisation to organisation.
5. Performance linked incentives: Organisations also provide salary/wages linked incentives
where the amount of incentive is associated with the performance of the employee.
6. Stock options: There are many companies which offer this kind of financial incentives. The
stock options give employees the right to purchase company’s shares at a future date on a
predetermined price. The companies offer shares in lieu of profits to the employees which
make them co-owners of the companies and hence a higher sense of belongingness in the
organisation.

Non-Financial Incentives

Financial incentives are linked to money which is meant for meeting basic needs and hence they
can motivate the employees to a certain extent. Employees cannot be always be satisfied by
financial needs. The management also uses non-financial incentives to motivate the employees.
These are explained as follows:

1. Status: Status means rank in the society. It is also applicable in organisational structure
whereby the individuals are given designations or positions as per their abilities, skills and
experience. This is a way of promotion which provides motivation to the employees.

2. Praise: Praise is more effective than any other incentive. However, this incentive should be
used with great care because praising an incompetent worker would create resentment
among competent workers. Of course, a pat on the back of an incompetent worker may act
as an incentive to him for improvement.
3. Group Incentives: At times, group incentives act as more effective than individual
incentives to motivate the employees. Particularly, when the prestige or even existence of a
group is at stake, the group members work with a team spirit. This result in high morale and
sequentially, increases in its productivity.
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4. Participation & Involvement: Involving workers to participate in management gives

worker’s a psychological satisfaction that their voices are also heard. This imbibes a sense
of importance among the workers.
5. Opportunity for Growth: When the employees are provided proper opportunities for
growth and career advancement and opportunity to develop their personality, they feel
motivated and become more committed to the organizational goals.
6. Suggestion System: Many organizations which use the suggestion system make use of cash
awards for useful suggestions. Sometimes, they publish the workers name with his
photograph in the company’s magazine or newsletter. This motivates the workers to be in
search for something which can be of greater use to the organization.

Job Enrichment

Job enrichment basically means adding the contents to a job leading to increased responsibility,
scope and challenge in its performance. This concept was pioneered by Frederick Herzberg in
1968. It is also referred as vertical loading of the job. He suggested that the management should
make following efforts to enrich the job:-

i. By providing more freedom to the employees regarding the decision about pace and
techniques at the place of work.
ii. By encouraging participation from the employees
iii. By increasing the responsibility for the job.
iv. By giving continuous feedback to the employees.
v. By instilling a feeling of achievement.

It has been observed that the executives working at the higher levels often prefer to job enrichment
because it makes job more challenging. They derive higher satisfaction by performing more and
more challenging jobs. Thus, job enrichment as an incentive stimulates the executives to exert for
achievement of their objectives.

Job Enlargement

Job enlargement is a technique by which scope of the job is increased by increasing the number of
tasks associated with the job but at the same level in the organisation. It is the horizontal expansion
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of job as it includes performing a variety of jobs or operations at the same time. It is done to reduce
monotony in a job.

E.g. A person is administration who is doing typing work may also be assigned the tasks of
drafting letters, sorting of incoming mail and filing the letters.

Advantages of Job Enlargement

1. Variety of tasks: In job enlargement, horizontal loading of the tasks is there. Increasing the
number of tasks can reduce the level of boredom of the employees.
2. Optimum utilisation of abilities: Enlarged jobs ensure better utilisation of the physical and
mental skills abilities of the workers.
3. Worker paced control: The workers enjoy his work more, if they control the pace of their
tasks. This reduces fatigue and exertion.
4. Meaningful feedback: Enlarged jobs allow for a meaningful performance feedback. It
becomes more motivating when it is tied to evaluations and organisational rewards.

Disadvantages of Job Enlargement

1. Increases work burden: - Job enlargement increases the work of the employee and every
organisation does not provide incentives or extra salary for additional work. Therefore, the
efforts of the individual may remain unrecognized.
2. Increases frustration of the employee: - In many cases employees end up being frustrated
because increased activities do not result in increased salaries.
3. Problem with union members: - Many union members may misunderstand job enlargement
as exploitation of worker and may object it.

Difference between motivation and inspiration

S No. Motivation Inspiration

Motivation is external as the individual is Inspiration is internal as it comes from
1. persuaded by someone else. within the individual.
The encouragement comes from someone
else by offering rewards both of financial The encouragement and ideas come from
2. and non financial nature. the individual itself.
Motivation is a short lived phenomenon
3. lasts as long as the reward is there. Inspiration stays for long term.
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Inspiration is service oriented as the

Motivation is self oriented as the outcomes matter to those who are being
4. outcomes matter to the individual. served. It promotes partnership.
5. Motivation is competitive by nature. Inspiration is collaborative by nature.

Summary

 Motivation is the complex set of forces starting and keeping a person at work in an
organization.
 Motivating the employees is the fundamental duty of the management as it helps in
accomplishing the goals of the organisation.
 Different types of motivational theories are content theories, process theories,
Reinforcement theory and Behavioural theories.
 Firms motivate employees using financial incentives and non-financial incentives.
 Job enlargement and Job enrichment are also tools of motivation.
 Motivation process is facilitated by external parties while inspiration is internal.
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Keywords:-Motivation, Organisational Goals, Theory, Incentives, Job enlargement, Job

Enrichment

Self-Test Questions

I. Choose the correct answer:

1. Maslow's hierarchy of needs includes all EXCEPT which of the following?
a) Cognition b) Physiological c)Safety d) Belongingness e)Esteem
2. In Maslow's hierarchy of needs, food, water and sleep are considered _____ motives.
a) Safety b) Self-actualization c) Physiological d) Social e) Esteem
3. In Vroom's theory, motivation is a product of
a) Expectancy b) Instrumentality c) Valence d) All of the above
4. Hygiene factors are similar to the..................needs identified by the Hierarchy of Needs.
a) Higher order b) Three-tiered c) Lower order d) None of the above
II. Fill in the blanks:
1. The ................... theories are perspectives of motivation that identify specific needs that
energize behaviour.
2. ......................... is attributed with the development of the Two-Factor theory of motivation.
3. The energizing force that activates behaviour and provides purpose and direction to that
behaviour is known as..................
4. ..................................... theory is considered to deal with consequences.
III. True or False
1. The highest level of need in Maslow's hierarchy of need theory is the need for growth and
self-expression.
2. Process theories emphasize the needs that motivate people.
3. Equity theory has three referent categories: other, system and self.
4. People with a high need for affiliation prefer cooperative situations to competitive ones.
IV. Answer the following briefly:
1. What are the characteristics of motivation?
2. What is the difference between job enlargement and job enrichment?
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3. What are the different kinds of non-financial incentives given by companies?

4. How is motivation different from motivation?
V. Answer in detail:
Explain in detail the different types of motivation theories.
VI. Case Study on Motivation
Amit Verma joined ABC Technologies in January after having worked at HKY Computers
where he had worked as an Software developer. Amit felt that ABC offered better career
prospects, as it was growing much faster than HKY which was a relatively smaller company.
Amit joined as a Senior Software Developer at ABC Technologies with a good pay hike. He
joined Archita Mehta's five-member team. While she was efficient at what she did and
extremely intelligent, she had neither the time nor the leaning to groom her team members.
Time and again, Amit found himself thinking of Ram Kapoor, his old boss, and of how he had
been such a positive influence. Archita, on the other hand, even without actively doing
anything, had managed to significantly lower his motivation levels.

Q 1. What could be the reasons for Amit was feeling disillusioned? Answer the questions using
Maslow’s hierarchy of needs?

Q 2. What should Amit do to overcome his tension? What can a team leader do to ensure high
levels of motivation among his/her team members?