14.3 Process Theories of Motivation

Motivation theories explain what drives employee behavior and how to enhance performance. Process theories focus on the cognitive aspects of motivation, examining how individuals make decisions about their actions in the workplace.

Key process theories include operant conditioning, equity theory, goal-setting theory, and expectancy theory. These frameworks provide managers with practical tools to boost motivation through reinforcement, fair treatment, clear goals, and aligning efforts with valued outcomes.

Process Theories of Motivation

Components of process motivation theories

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• Operant conditioning theory developed by B.F. Skinner suggests behavior is a function of its consequences and can be shaped through reinforcement and punishment
  • Reinforcement strengthens behavior through positive reinforcement (adding a pleasant stimulus such as praise) or negative reinforcement (removing an unpleasant stimulus such as an undesirable task)
  • Punishment weakens behavior through positive punishment (adding an unpleasant stimulus such as a reprimand) or negative punishment (removing a pleasant stimulus such as a privilege)
• Equity theory proposed by J. Stacy Adams posits that employees compare their input/output ratio to others and inequity leads to tension and motivation to restore balance
  • Inputs include factors such as effort, skills, and experience while outputs encompass rewards, recognition, and status
  • Underrewarded employees may decrease inputs (reduce effort) or seek more outputs (ask for a raise) to restore equity
  • Overrewarded employees may increase inputs (work harder) or rationalize the inequity to reduce tension
• Goal-setting theory developed by Edwin Locke and Gary Latham emphasizes the motivational power of specific, challenging goals
  • Goals affect performance by directing attention, mobilizing effort, increasing persistence, and encouraging strategy development
  • Feedback on goal progress and employee commitment to the goals are important for goal effectiveness
• Expectancy theory proposed by Victor Vroom suggests motivation depends on expectancy (belief effort leads to performance), instrumentality (belief performance leads to outcomes), and valence (perceived value of outcomes)
  • Motivation can be calculated as $Motivation = Expectancy × Instrumentality × Valence$
  • Individuals make choices among alternatives to maximize their expected satisfaction based on the motivational force of each option

Goal-setting for employee motivation

• Set specific, clear goals (increase sales by 10%) rather than vague or "do your best" goals to provide direction and enable progress tracking
• Ensure goals are challenging but attainable as stretch goals can inspire higher performance but impossible goals can demotivate
  • Example: incrementally increasing production targets from 100 to 110 units per hour rather than jumping to 200
• Provide regular feedback on progress towards goals through metrics (sales figures) or check-ins to allow for goal adjustment and maintain motivation
• Encourage employee participation in goal setting through discussions or suggestions to increase goal commitment and acceptance
• Consider individual differences in goal preference as some prefer learning goals (develop a new skill) while others favor performance goals (exceed sales targets)
• Use goals to prioritize and coordinate work efforts by aligning individual, team, and department goals with organizational objectives
  • Example: tie individual project milestones to company-wide strategic initiatives
• Offer support and resources needed to achieve goals such as training, equipment, or mentorship to enable goal attainment

Expectancy theory in workplace scenarios

• Employees assess their ability to perform a task (expectancy), so provide training and resources to boost confidence and ensure job demands match employee skills
  • Example: offer software training before expecting employees to use a new CRM system
• Employees consider whether performance will lead to desired outcomes (instrumentality), so clearly link performance to rewards and recognition and follow through on promised rewards
  • Example: specify in advance that the top sales performer will earn a bonus and announce the winner publicly
• Employees evaluate the attractiveness of potential outcomes (valence), so offer rewards that are valued by the individual, considering both intrinsic and extrinsic motivation
  • Example: let employees choose between extra vacation days or a gift card for achieving a goal
• Managers can influence motivation by adjusting expectancy (clarify performance expectations), instrumentality (strengthen performance-reward link), and valence (offer desirable rewards)
  • Example: explain exactly how many products must be sold to earn each tier of rewards in a sales incentive program
• Employees may choose among behavioral options based on motivational force calculated as $Motivation = Expectancy × Instrumentality × Valence$, pursuing the option with the highest force
  • Example: an employee may choose to focus on individual tasks (high expectancy of completion) rather than team projects (low instrumentality for individual rewards) based on motivational force

Additional Motivation Theories

• Self-determination theory proposes that individuals have three innate psychological needs: autonomy, competence, and relatedness
  • Cognitive evaluation theory, a sub-theory of self-determination theory, focuses on how external factors affect intrinsic motivation
• Job characteristics model identifies five core job dimensions that influence motivation: skill variety, task identity, task significance, autonomy, and feedback