Topic 7: Content Theories (Needs)

Question 1

What is motivation? What does it affect?

Answer 1

The forces within a person that affect effort: i.e.

• Direction
• Intensity
• Persistence

Question 2

What are motivation driven by?

Answer 2

Needs. A deficiency in some need will trigger behavior to satisfy that need.

Question 3

What theories of motivation are there?

Answer 3

• Maslow’s needs hierarchy theory
• McClelland’s learned needs thoery
• Lawrence & Nohria’s four drive theory
• Motivator Hygiene thoery (proved incorrect).

Question 4

What are the needs in Maslows hierarchy? Explain as required.

Answer 4

1. Self-Actualization: Self furfillment.
2. Esteem
3. Belongingness: Need for interaction with and affection from others.
4. Safety: Security and stability.
5. Physiological

Question 5

What is the existance related growth model?

Answer 5

• Catagorizes maslows needs into Growth, Relatedness and Existence.
• Introduces the idea of frustration regression - when a higher need is frustrated, lower needs can be triggered.

Question 6

What is McClellands theory?

Answer 6

• A theory which recognises that a person’s needs can be strengthened through reinforcement, learning and social conditions.
• Considers three ‘learned’ needs:
  
  • Achievement
  • Power
  • Affiliation

Question 7

What is McClelland’s need for achievement. What incentives feed this need?

Answer 7

People with a strong need for achievement will want to

• Accomplish reasonably challanging goals through their own effort,
• Recieve recognition and unabmbigous feedback.

Money is a weak incentive unless it is an indicator of feedback. Money is a strong incentive for those without a strong ambition need.

Question 8

How do individuals with a high affiliation need operate in the workplace?

Answer 8

• Try to actively support others and smooth out workplace conflicts.
• Work well in coordinating roles and sales positions.
• Less effective at allocating scarse resources and making decision that involve conflict.

Question 9

Examine McClelland’s need for affiliation.

Answer 9

The desire to:

• seek approval from others,
• conform to their wishs and expectations
• avoid conflict and confrontation.

Question 10

What behaviors would we expect from those with a high power need (from McClellands theory)

How can we categorise these individuals?

Answer 10

• Use of persuasive communication,
• Make frequent comments, and public evaluations.

McClellend considers those who desire personal power, and those who desire power (socialised power) as a means to help others.

Question 11

What is McClelland’s need for Power?

Answer 11

The desire to exercise control over others and maintain a leadership position.

Question 12

What is the four drive theory?

Answer 12

Based on four innate drives

• To Aquire - my precious
• To Bond - love you bae
• To Learn - I don’t understand, I must spend hours reading wikipedia
• To Defend - it’s mine, fuck off

Question 13

What are the features of the drives of the four drives theory?

Answer 13

• Innate and hardwired.
• Independent.
• Can be seperated into proactive and reactive (defend is the later).

Question 14

Implications of need theories for firms?

Answer 14

• Match rewards with employee needs by offering choice
• Limited use of financial rewards as a source of motivation
• Balance the four drives