theories of motivation dr.elsayed nasser1 theories of motivation dr.elsayed nasser2 dr. elsayed...

Theories OF MOTIVATION

DR.ELSAYED NASSER 1


DR.ELSAYED NASSER 2

Dr. Elsayed Nasser

Theories Of Motivation


DR.ELSAYED NASSER 3

Learning Objectives

Explain the difference between Management & Leadership

Why motivation is important ? Define the terms management &

Leadership What theories of Motivation? 25 Factors for motivation


DR.ELSAYED NASSER 4

Management

Types:

* MANGEMENT BY FEAR

* MANAGEMNT BY PUNISHMENT

* MANAGEMNT BY STICK & CARROT

* MANAGEMENT BY CIA

* MANAGEMENT BY OBJECTIVE

* MANAGEMENT BY EMPOWEREMENT

* MANAGEMENT BY (NON-MANAGEMENT)

* ETC.


DR.ELSAYED NASSER 5

Management

Definition:

“Management is having things done through others”

(Peter Ducker)

• “Management is having things done with others & through others well & willingly”

• (Peter Ducker)


DR.ELSAYED NASSER 6

قدراته خلال من الشركة مستهدفات تحقيق هوحسن مع الآخرين ومهارات وقدرات ومهاراته

والآلآت والجهد الوقت الخمسة للموارد إستثمارةوالمال البشرية ***والموارد


DR.ELSAYED NASSER 7

Planning: Developing your plan

Directing: Implementing your plan

Controlling: Seeing that your plan was carried out

Managing


DR.ELSAYED NASSER 8

Implementing

ControllingPlanning


DR.ELSAYED NASSER 9

Implementing:•Selecting•Training•Coaching•Supervising

•Motivating•Counseling•Helping•Etc..

DecidingCommunicating

Improving

Planning:•Setting Objectives•Setting Budgets•Organization•Action Planning•Etc…

Controlling:•Measuring•Evaluating•Appraising•Correcting•Etc…


DR.ELSAYED NASSER 10

PlanningPlanning OrganizingOrganizing

DirectingDirectingControllingControlling

Set ObjectivesDetermine Sales ForceSize

SelectTerritories,RecruitingSelecting

Evaluate & control

Training & develop

Motivate

Sales Management Decision Areas

Customer Needs/wants

Compensation



Supervising salespeople

• Achieve company objectives through him & his team using his & their ability & skills

1st task ( Team building )

• 1- Recruitment & selection

• 2- Training

• 3- Development

• 4- Motivation



Leadership & management ??

LeadershipManagement



Leadership: Ability to influence people to achieve extra ordinary results without authority

• The one most important words• We _______ I• The two most important words• Thank you• The three most important words• If you please• The four most important words• What is your opinion ?• The five most important words• I am pride of you- بك فخور أنا• The six most important words• Yes I admit I made a mistake



التامة االستقامة بمبدأ التزمتعمل ما كل في

االول المبدأ:

المبدأ الثاني :

في خبيرا تكون أن في كافحعملك مجال



المبدأ الثالث :

للتأثير قوية لغة للتأثير استعمل قوية لغة استعملوفي اآلخرين نفوس وفي في اآلخرين نفوس في

األهداف األهداف توضيح توضيحالمبدأ

الرابع :وصادقا ملتزما كن

التزامك االصرار في سبيل في المخاطر تقبلفي وحتى بمواقفك وااللتزام

العسرة أوقات



المبدأ الخامس :

األفضل توقعبشرط دافعة قوة له االيجابي التفكير

الحماس من بوقود التزود المبدأ من السادس : بشؤون اهتم

أعلى تقود في تقود من حاجةاسبقياتك أن قائمة قبل مجموعتك في فكkر

نفسك في تفكرالمبدأ

:سابعالكلمة تعنيه ما افعل

القيادة – المقدمة في كن العمل أي ميدان في نجمه يتألق الناجح القائد

ويصدر مكتبه في فيختبئ العاجز القائد امااألوامر



Leadership & management

LeadershipManagement



باألتباع • القائد عالقةخير : أسد يقوده األرانب من جيش نابليون قال

.. أرنب يقوده األسود من جيش من.. أتباع لديه يكون عندما قائدا يكون القائد

..إ • أفضل أسد يقوده األسود من جيش ن

مكتسبة؟ أم فطرية القيادة هم% 3 هل فقطفطرية القيادة عندهم .الذين



=تحفيز- إدارة

+ إدارة =تحفيز

فش ل

نجاح



Performance is…

•Ability

•Motivation

•OpportunityOpportunityMotivation

Ability



Motivation and Performance

• Performance= M*A*O• M=motivation:intensity, direction, and

persistence of EFFORT in attaining a goal.• A=ability: Personal resources that can be

applied to attain a goal. depends on education, experience and training and its improvement is a slow and long process

• O=opportunity to perform absence of obstacles and providing support to attain a goal.



Why we need motivation ?

الدافع* Abilityالقدرة = Performanceاألداء*Motivation* الفرص

الثقة * Skillsالمهارة = Abilityدرة ـقــالConfidence

وبيعي تدريب = Skills ارهـهـمــال + Trainingعلمي Educationدراسة + Experiencesخبرات

***************************************

والخبرات األداء = والبيعية العلمية * الثقة* المهاراتالنجاح* الدافع فرص



Motivation

• Motivation is the willingness of a person to exert high levels of effort to satisfy some individual need or want.

• The processes by which individual’s direct , and persists their efforts toward attaining a goal.

• All human behavior is motivated by something (motivator).



Motivation…is a concept used to describe both the

extrinsic conditions that stimulate certain behavior and the intrinsic responses that demonstrate that behavior in human beings.

• Motivation is a process that stimulates a person to act.

• The Drive to Achieve a Goal

• is a process of moving Stimulate , directing ,driving oneself and others to work toward organisational objectives

• The processes by which individual’s direct , and persists their efforts toward attaining a goal.



التحفيز :

التحفيدافعية ز : واستثارة حث هو

جيد ألداء العاملين

الآخرين :الآخرين :الدافع

:الدافع

:حتى النفس تصاحب حاجة

اشباعها يتم

في بهم تحتك من كلالمؤسسة

مصطلحات مهمة

الناس تحرك التي القوة هوللفعل



يعملون ما تجاه بالرضا ويشعرون ، عملهم العاملون ليحب

ال أهداف شركةلتتحقق

نشطين محبين فاعلين أناس إدارتك في ليساعدك



Why Worry about Motivation !!

• Better Morale for Supervisors and Staff

• Good achievement

• Better Public Relations

• Fewer Accidents

• Increased Efficiency and Effectiveness

• Lower Turnover



MASLOW ABRAHAM HAROLD (1908-1970),

• was an American psychologist Maslow was born in New York City. He wrote several books, including Motivation and Personality (1954) and Toward a Psychology of Being (1962).



Theory of Abraham Maslow

• The basic human needs, according to Maslow, are:– physiological needs (Lowest need) as

hunger,thirt, sleep.etc – safety needs; as security,protection from danger.– love needs; as belonging, love,frindship. – esteem needs; as self respect,status recognation– self-actualization needs (Highest)is achieved by

few as Nageeb Mahfowz self actualised as the first arabic person to win the Nobel Prize for stories in 1988.

• unsatisfied needs equal motivator • when one need is satisfied he aspires for the next

higher one.

http://www.accel-team.com/human_relations/hrels_02_maslow.html

http://www.accel-team.com/human_relations/hrels_02_maslow.html



physiological needsMoney earned from the job العالج توفير

safety needsSecure job + stable policies على التأمين

عادل ونظام األشخاصللتوظيف وعادل لألجور

تريد ** فارما والتسريح

love needsPartially satisfied by friendship التفاعل

العمل الشركة فى اإلجتماعيعالقات وتكوين الجماعي

esteem needsour job can satisfy the esteem

needs ,participating in decision making

self-actualization needsHardest need to satisfy



2-Theory X Assumptions• can be ascribed to Sigmund Freud (1856:1939)

– People dislike of work and will avoid it if he can.

– Most people must be controlled , directed and threatened before they will work hard enough.

– Most workers prefer to be directed because they do not like responsibility and want security above all.

– These assumptions :• tough management • punishments • tight controls

– These are "wrong" because man needs more than financial rewards at work.



Dangers of punishment

• Create fear

• Losing the work efforts.

• Seeking protection through informal groups.

• Best employees may leave work.



3-Theory Y Assumptions

• Assumptions– The worker naturally enjoy work.

– Man will exercise self- directed and self- controlled if he is committed to the aims of the organization.

• man learns under proper conditions, not only to accept but to seek responsibility. • Imagination, and creativity can be

used to solve work problems by a large number of employees.



4-Frederick Herzberg Theory Hygiene / Motivation Theory

Tow Factor Theory

• This is based on analysis of the interviews of 200 employees. According to this theory,

Peoples needs are of two types:• Extrinsic factor (hygiene factors)

• Intrinsic factor (motivator factors)

http://www.accel-team.com/human_relations/hrels_05_herzberg.html

http://www.accel-team.com/human_relations/hrels_05_herzberg.html



• Extrinsic factor (hygiene factors)Factor outside the job.

– Salary – Security– policies– Supervision – Interpersonal relations – Working conditions

Unsatisfactory hygiene factors can act as de-motivators, but if satisfactory, their motivational effect is limited.

Hygiene / Motivation Theory



Hygiene / Motivation Theory

• Intrinsic factor (motivators)

Factor inside the job.– Recognition – Responsibility – Advancement – Growth and development– Achievement– Work itself



achievement

Recognition

Work itself

Responsibility

AdvancementCompany policy

and administration

Relationship with supervisor

Work condition

Supervision

Security

Personal life

Relationship with peers

Salary

Percentage frequency

Events on the job that led to extreme satisfaction

Events on the job that led to extreme dissatisfaction

0 10 20 30 40 50 60102030405060



Herzberg’s Motivation-Hygiene Theory

• Two independent scales:

– Satisfaction and No Satisfaction

• These are the motivators

– Dissatisfaction and No Dissatisfaction • Hygiene or maintenance factors



Salary SecurityPoliciesSupervision Interpersonal relations Working conditions

Jobperformance

Motivators

Hygiene

Recognition Work itselfResponsibility Advancement Growth and developmentachievement

CAN RAISE

CAN LOWER



5- ERG Theory

• 3 groups of core needs – Existence ( physiological and safety )– Relatedness ( social ) – Growth – intrinsic desire for personal

development ( esteem – self actualization )

• ERG demonstrates that

More than one need may be operative at the same time



6-Equity Theory

•Motivation decreases when employees feel under-rewarded by comparison to

CoworkersNeighborsSelf in an earlier state



7-Enhancing Motivation

Management by Objectives (MBO)

Participative management and empowerment

Modified work schedules

Work-share programs

Flextime programs



8-McClelland’s Needs Theory

• The need for Achievement: اإلنجاز– is the drive to accomplish challenging goals.

• The need for Power: والنفوذ– is the desire to control others; to influence others’

behavior according to one’s wishes.

• The need for Affiliation ( belonging ):اإلنتماء– is the desire for close relationships with others.



9-Covey theoryالتوازن نظرية

0

50

100الجانبالروحي

الجانبالعقلي

التحقيقالشخصي

المال

العالقات

الصحة

Series1



الدكتور السيد ناصر

حاصل على ماجيستير إدارة األعمال م جامعة ميزوري األمريكية •2010أكتوبر

جامعة القاهرة 2010حاصل على دبلومة الموارد البشرية يناير • مارس حاصل على دبلومة إدارة األعمال من كلية كامبريدج•

2008 2007حاصل على دبلومة تدريب مدربين من كلية كامبريدج مايو • خبرة في مجال التسويق والدعاية باإلمارات العربية ودولة 18•

قطر ومصر [email protected]

http://kenanaonline.com/DrElsayedNasser

أكاديمية المهارات المتقدمة للتنمية البشريةدورات الدكتور / السيد ناصر

نظريات التحفيز

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