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Chapter 10: Motivating People
Final Terms
40
Management
Undergraduate 3
04/25/2012

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Term
Motivation
Definition
forces that energize, direct, and sustain a person's efforts
Term
To motivate people, managers must:
Definition
join the organization, remain in the organization, come to work regularly, perform
Term
Goal-Setting Theory
Definition
motivation theory stating that people have conscious goals that energize them and direct their thoughts and behaviors toward a particular end.
Term
Stretch Goals
Definition
targets that are particularly demanding, sometimes even thought to be impossible: vertical, aligned with current activities, horizontal, involve development
Term
Reinforcement Theory
Definition
states that behavior is a function of its consequences, that behaviors followed by positive consequences will occur more frequently, and that behaviors followed by negative consequences, or not followed by positive consequences, will occur less frequently.
Term
Law of Effect
Definition
law formulated by Edward Thorndike in 1911 stating that behavior that is followed by positive consequences will likely be repeated
Term
Reinforcers
Definition
positive consequences that motivate behavior
Term
Positive Reinforcement
Definition
applying consequences that increase the likelihood that a person will repeat the behavior that led to it
Term
Negative Reinforcement
Definition
removing or withholding an undesirable consequence
Term
Punishment
Definition
administering aversive consequence
Term
Extinction
Definition
withdrawing or failing to provide a reinforcing consequence
Term
Expectancy Theory
Definition
people will be motivated to the extent to which they believe that their effort will lead to good performance, that good performance will be rewarded, and they will be offered attractive rewards, people make conscious choices about their motivation
Term
Expectancy
Definition
Employees' perception of the likelihood that their efforts will enable them to attain their performance goals
Term
Instrumentality
Definition
the perceived likelihood that performance will be followed by a particular outcome
Term
Valence
Definition
the value an outcome holds for the person contemplating it: positive or negative
Term
Needs
Definition
physical or psychological requirements that must be met to ensure survival and well being
Term
Unmet Needs
Definition
creates an uncomfortable, internal state of tension that must be resolved
Term
Maslow's Need Hierarchy
Definition
a conception of human needs organizing needs into a hierarchy of 5 major types: Sefl-actualization, Ego, Social, Safety, Physiological
Term
Alderfer's ERG Theory
Definition
human needs theory postulating that people have 3 basic sets of needs that can operate simultaneously
Term
Existence Needs
Definition
all material and physiological desires
Term
Relatedness Needs
Definition
involve relationships with other people and are satisfied through the process of mutually sharing thoughts of feelings
Term
Growth Needs
Definition
motivate people to productively or creatively change themselves or their environment
Term
Need for Achievement
Definition
characterized by strong orientation toward accomplishment and an obsession with success and goal attainment
Term
Need for Affiliation
Definition
reflects a strong desire to be liked by other people
Term
Need for Power
Definition
a desire to influence or control other people: Personalized, Socialized
Term
Extrinsic Rewards
Definition
rewards given to a person by the boss, the company, or some other person
Term
Intrinsic Reward
Definition
reward a worker derives directly from performing the job itself
Term
Job Rotation
Definition
periodically moving workers from one specialized job to another
Term
Job Enlargement
Definition
increasing the number of tasks performed by a worker
Term
Job Enrichment
Definition
adding more tasks and authority an employee's job
Term
Hygiene Factors
Definition
characteristics of the workplace, such as company policies, working conditions, pay, co-workers, and supervision, that can make people dissatisfied
Term
Motivators
Definition
factors that make a job more motivating, such as the nature of work itself, additional job responsibilities, opportunities for personal growth and recognition, and feeling of achievement
Term
Autonomy
Definition
independence and discretion in making decisions
Term
Feedback
Definition
information about job performance
Term
Growth need strength
Definition
degree to which individuals want personal and psychological development, person's growth need strength will help determine just how effective a job enrichment program might be
Term
Empowerment
Definition
process of sharing power with employees, thereby enhancing their confidence in their ability to perform their jobs and their belief that they are influential contributors to the organization
Term
Equity Theory
Definition
theory stating that people assess how fairly they have been treated according to two key factors: outcomes and inputs
Term
Procedural Justice
Definition
using far process in decision making and making sure others know that the process was as fair as possible
Term
Quality of Work Life Programs
Definition
programs designed to create a workplace that enhances employee well-being
Term
Psychological Contract
Definition
set of perceptions of what employees owe their employers, and what their employers owe them
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