Introduction to Business

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Chapter 9 MOTIVATING EMPLOYEES

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Learning Outcomes

1. What are the basic principles of Frederick Taylor’s concept of scientific management?
2. What did Elton Mayo’s Hawthorne studies reveal about worker motivation?
3. What is Maslow’s hierarchy of needs, and how do these needs relate to employee motivation?
4. How are McGregor’s Theories X and Y and Ouchi’s Theory Z used to explain worker motivation?
5. What are the basic components of Herzberg’s motivator-hygiene theory?
6. What four contemporary theories on employee motivation offer insights into improving employee performance?
7. How can managers redesign existing jobs to increase employee motivation and performance?
8. What initiatives are organizations using today to motivate and retain employees?

Exhibit 9.3 Model of Motivation

Exhibit 9.4 Maslow’s Hierarchy of Needs

Maslow's Hierarchy of Needs

• After reviewing the description of Maslow’s Hierarchy of Needs in Section 9.3, view the first video which provides specific examples how to connect employee motivation to each level in Maslow’s pyramid.  

Table 9.1 Differences in Management Approaches

Sources: Comparison of traditional U.S. and Japanese management styles with the Theory Z approach. Based on information from Jerry D. Johnson, Austin College. Dr. Johnson was a research assistant for William Ouchi. William Ouchi, Theory Z, Avon, 1982.

Table 9.1 Differences in Management Approaches, continued

Sources: Comparison of traditional U.S. and Japanese management styles with the Theory Z approach. Based on information from Jerry D. Johnson, Austin College. Dr. Johnson was a research assistant for William Ouchi. William Ouchi, Theory Z, Avon, 1982.

Motivation in Glengarry Glen Ross

• After watching this scene discuss the processes that you would implement as a sales manager to motivate your team. Also comment on the benefits and threats of  the approach taken by the sales manager in this scene. 

Table 9.2 Herzberg’s Motivating and Hygiene Factors

Exhibit 9.6 How Expectations Can Lead to Motivation

Hofstede's Cultural Dimensions

• Within the Expanding Around the Globe box in Section 9.6, this question is asked at the end: What impact, if any, do these cultural differences have on managers managing an entirely American workforce? Explain. 
•   Perhaps the most extensive study of cultural differences was performed by Geert Hofstede, who studied people who worked for IBM in more than 50 countries. As a result of his original research, he identified four “dimensions”, as Hofstede called them, which he used could distinguish one culture from another. Later, he added fifth and sixth dimensions, in collaboration with Michael Bond and Michael Minkov. View the video summary from Mad English TV of Hofstede's Cultural Dimensions.