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MAN3025
CH13 motivation and performance
37
Management
Undergraduate 2
03/30/2010

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Term
motivation
Definition
psychological forces that determine the direction of a person's behavior in an organization, a person's level of effort, and a peron's level of persistence
Term
intrinsically motivated behavior
Definition
behavior that is performed for its own sake
Term
extrinsically motivated behavior
Definition
behavior that is performed to acquire material or social rewards or to aboid punishment
Term
prosocially motivated behavior
Definition
behavior that is performed to benefit or help others
Term
outcome
Definition
anything a person gets from a job or organization
Term
input
Definition
anything a person contributes to his or her job or organization
Term
expectancy theory
Definition
the theory that motivation will be high when workers beleive that high levels of effort lead to high performance and high perfomance leads to the attainment of desired outcomes
Term
expectancy
Definition
in expectancy theory, a perception about the extent to which effort results in a certain level of performance
Term
instrumentality
Definition
in expectancy theory, a perception about the extent to ehcih performance results in the attainment of outcomes
Term
valence
Definition
in expectancy theory, how desirable each of he outcomes available from a job or organization is to a person
Term
need
Definition
a requrirement or necessity for survival and well-being
Term
need theories
Definition
theories of motivation that focus on what needs people are trying to satisfy at work and what outcomes will satisfy those needs
Term
maslow's hierarchy of needs
Definition
an arrangement of five basic neds that, according to Maslow, motivate behavior. Maslow proposed that the lowest level of unmet needs is the prime motivator and taht only one level of needs is motivational at a time
Term
Alderfer's ERG theory
Definition
the theory that three universal needs-for existence, relatedness, and growth-constitute a hierarchy of needs and motivate behavior. Alderfer proposed that needs at more than one level can be motivational at the same time
Term
Herzberg's motivator-hygiene theory
Definition
a need theory that distinguishes between motivator needs (related to the nature of the work itself) and hygiene needs (related to the physical and psychological context in which the work is performed) and proposes that motivator needs must be met for motivation and job satisfaction to be high
Term
need for achievement
Definition
the extent to which an individual has a strong desire to perform challenging tasks well and to meet personal standards for excellent
Term
need for affiliation
Definition
the extent to which an individual is concerned about establishing and maintaining good interpersonal relation, eing liked, and having the people around him or her get along with each other
Term
need for power
Definition
the extent to which an individual desires to control or influence others
Term
equity theory
Definition
a theory of motivation that focuses on people's perceptions of the fairness of their work outomes relative to their work inputs
Term
equity
Definition
the justice, impartiality, and fairness to which all organizational
Term
inequity
Definition
lack of fairness
Term
underpayment inequity
Definition
the inequity that exists when a person perceives that his or her own outcome-input ratio is less than the ratio of a referent
Term
overpayment inequity
Definition
the inequity that exists when a person perceives that his or her own outcome-input ratio is greater than the ratio of a referent
Term
learning theories
Definition
theories that focus on increasing emplyees motivation and performance by linking the performance o desired behaviors and the atainment of goals
Term
learning
Definition
a relatively permanent change in knowledge or behavior that reults from practice experience
Term
operant conditioning theory
Definition
the theory that people learn to perform behaviors that lead to desired consequiences and learn not to perform behaviors that lead to undesired consequences
Term
positive reinforcement
Definition
giving people outcomes tey desirewhen they perform organizationally functional behaviors
Term
negative reinforcement
Definition
eliminating or removing unesired outcomes when people perform organizationally functional behaviors
Term
extinction
Definition
curtalling the performance of dysfunctional behaviors b eliminating whatever is reinforcing them
Term
punishment
Definition
administering an undesired or negative consequence when dysfunctional behavior occurs
Term
organizational behavior modification (OB MOD)
Definition
the systematic application of operant conditioning techniques to promote the performance of organizationally functional behaviors and discourage the performance of dysunctional behaviors
Term
social learning theory
Definition
a theory that takes into account how learning and motivation are influenced by people's throughts and beliefs and their observations of other poeple's behavior
Term
vicarious learning
Definition
learning that occurs when the learner becomes motivaed to perform a behavior y watching another person perform it and be reinforced for doing so; also called observational learning
Term
self-reinforcer
Definition
any desired or attractive outcome or reward that a person gives to himself or herself for good performance
Term
self-eficacy
Definition
a person's belief about his or her ability to perform a behavior successfully
Term
meri pay plan
Definition
a compensation plan that bases pay on performance
Term
employee stock option
Definition
a financial instrument that entitles the bearer to buy shares of an organization's stock at a certain price during a certain period of time or under certain conditions
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