Motivating Employees

Human Behavior in
Time ：3:00-5:00pm
Leadership Techniques

CHAPTER 4
CHAPTER OBJECTIVES
1

5
 Developed by Victor H. Vroom, who
explains that motivation is a product of
how much one wants something and
one's estimate of the probability that a
certain action will lead to it.
 Expectancy Model
f o r m u l a

valence x expectancy = motivation

 Valence

The strength of a
person's preference
Expectancy
for one outcome in
The strength of belief
relation to others.
that a given act will be
followed by particular
outcomes.
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 Valence
-1 0 1

Expectancy
0 1

FIGURE 4-1 Range of valence and

expectancy.

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 FIGURE 4-2
Operation of the
expectancy
model.

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HOW THE MODEL
WORKS?
The valence-expectancy
relationship may exist
in an infinite number of
combinations.
FIGURE 4-3
Combinations
of valence Expectancy
and
High Low
expectancy.
Positive:
Strong motivation Moderate motivation
High
(e.g., .8 x .8 = .64) (e.g., .8 x .3 = .24)
Moderate motivation Weak motivation
Valence

Low
(e.g., .3 x .8 = .24) (e.g., .3x .3 = .09)
Negative:
Strong avoidance Moderate avoidance
High (e.g., -.8 x .8 = -.64) (e.g., -.8 x .3 = -.24)
Moderate avoidance Weak avoidance
Low
(e.g., -.3 x .8 = -.24) (e.g., -.3 x .3 = -.09)
States that behavior depends on its
consequences. It is achieved
through operant conditioning. Its
various approaches include positive
and negative reinforcement,
shaping, and extinction.
FIGURE 4-4 Key terms used in
behavior modification.
 Key term Definition
Operant conditioning A type of reinforcement to modify behavior by it's consequences.
Law of effect Tendency of a person to repeat behavior that is accompanied by
favorable consequences and not to repeat behavior that is
accompanied by unfavorable consequences.
Positive reinforcement A favorable consequence that accompanies behavior and
encourages repetition of the behavior.
Negative reinforcement Removal of an unfavorable consequence that accompanies behavior.
Shaping Successive reinforcements as behavior comes closer to the desired
behavior.
Punishment An unfavorable consequence that accompanies behavior and
discourages repetition of the behavior.
Extinction No significant consequence accompanying behavior.
Reinforcement schedules Frequency with which reinforcement accompanies a desired
behavior.

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FIGURE 4-5 Types
of reinforcement
schedules.
 Reinforcement schedule Example A piece rate of 10 cents is paid for
1. Continuous. Reinforcement each acceptable piece produced.
accompanying each correct behavior
2. Partial. Reinforcement following only
some of the correct behaviors.
a. Time intervals A paycheck arrives every two weeks.
• Fixed interval. Reinforcement
after a certain period of time
The safety department makes safety checks
• Variable interval. Reinforcement
of every department four times a year on a
after a variety of time periods
random basis.
b. Ratio
• Fixed ratio. Reinforcement after a
Sales employees are given a bonus after
certain number of correct
responses. every fifth automobile sold.
• Variable ratio. Reinforcement
after a variable number of There is a lottery for employees who have
correct responses. not been absent during the week.

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Application of behavior
modification
The major benefit of behavior
modification is that it allows more
scientific analysis than cognitive
models because it focuses on specific
consequences rather than intangible,
internal human needs.
 • Use positive reinforcement whenever possible.
• Use punishment only in unusual circumstances.
• Ignore undesirable behavior to allow its extinction.
• Use shaping procedures to develop correct
complex behavior.
• Minimize the time between the correct response
and reinforcement.
• Provide reinforcement frequently.

FIGURE 4-6 Some

guidelines for applying
behavior modification
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Criticism
Behavior modification
often is criticized
regarding its philosophy
and methods.
INTERPRETING MOTIVATIONAL
MODELS
All the models have strengths and
weaknesses, supporters, and
detractors.
 Cognitive models dominate thinking about
motivation, but behavior modification is finding
increasing use. Most attention has been given to
type A motivation (micromotivation); but in
order to build a complete motivational
environment, more emphasis must be given to
type B motivation (macromotivation).
Thank you!