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2. How would you convince your employees that working less hours, not more, is more beneficial for
them and the company?
There are a number of ways that managers can show employees that taking vacation time is important
for both the employees. According to Maslow’s Hierarchy of Needs, every person has physical or
psychological requirements that must be met to ensure survival and well-being. According to the
Practice Being a Manager
WHAT MAKES FOR MOTIVATING WORK?
Exercise Overview and Objective
In this exercise, students conduct field interviews of two individuals on the topic of motivation at work.
Students then share their findings in a short paper, and also in class discussion. The aim of this exercise is
to give students an opportunity to learn from practicing professionals on a topic of central importance to
managers—how to support strong and healthy motivation at work.
Preparation
This exercise requires extensive student preparation. Students are required to interview at least two (2)
individuals about motivation at work, and then to write a one-page paper summarizing their findings.
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healthcare), or to a particular level of management (e.g., middle managers or above). Others may wish to
allow a greater range. Non-profit organizations are keenly interested in the topic of motivation—
particularly given their mostly volunteer workforce. Some managers in professional athletic or artistic
organizations might also provide excellent insight on the topic.
One recommended qualification would be that students conduct field interviews of individuals who
changes in body language, tone, and demeanor.
Three interview questions are provided in the exercise (Step 3):
• “How would you describe your work? What are some of the things that you particularly like
about your work?
You may also wish to add or substitute questions of your own. It is strongly recommended that all
students use the same questions (structured interviews), with some room, of course, for follow-up
questions. If you allow deviations from the assigned questions, you should require that students submit
these for your approval in advance of conducting their interviews.
Finally, you may want to provide some instruction and/or coaching on professional courtesy
regarding interviews. Students should briefly and politely explain the reason for the interview, request a
In-Class Use
You should decide in advance whether you would like to review student papers ahead of the classroom
discussion. Ideally you might require papers at least one session ahead of the in-class discussion. A quick
read of the papers is often helpful in guiding the discussion. For example, many of your students may
have noted the same theme or concern across their field interviews. You may want to prepare a question
or two specific to this aspect of motivation.
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Once pairs and/or small groups have adequately processed their findings and interview experiences, you
should move to class discussion. This discussion may proceed in a number of directions, depending upon
your objectives for the topic of motivation, as well as upon the pattern of findings in your class. Overall,
Develop Your Career Potential
CUT YOUR COSTS, NOT YOUR MORALE
Purpose
In this exercise, students should explore their feelings about alternative compensation – specifically, perks
Setting It Up
This activity causes students to examine their budget, something they may not feel entirely comfortable
doing with team members. As such, it is better done as an individual exercise. Have students complete all
• Was your planned reintegration of personal perks successful in motivating you to achieve your
goal?
• If not, why do you think that was the case?
• Based on your experience, which motivational theory do you think resonates most with you?
If you want to use this activity in class, divide your class into teams of 3 students each. Tell students that
Exercises
1. First, you will need to review your expenditures. What “perks” have you built into your budget as a
student? (Think pizza and beer.) Make a list of all your non-value-added expenses. This includes
anything not directly related to your studies (like books, tuition, enrollment fees, pens, paper) or your
fixed expenses (like rent, car payments, insurance).
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friends as you cut down on your personal perks? Do you think that “retention” will even be an issue
for you? Why or why not?
4. Once you have taken the ax to your perks, how can you reincorporate them into your budget, this time
Reel to Real – Biz Flix
Because they are so short, the Biz Flix videos are best used to supplement your lesson plans. They are
designed to illustrate the content rather than convey all of the chapter concepts.
Video: Friday Night Lights
Segment Summary:
In the small town of Odessa, Texas, everyone lives for Friday nights when the high school football team,
the Permian Panthers, takes the field. The town is proud of their Panthers, led by quarterback Mike
Winchell (Lucas Black) and superstar tailback Boobie Miles (Derek Luke), and they’re used to winning.
They expect a state championship, and nothing less. When Boobie suffers a career-ending injury in the
first game of the season, the team isn’t sure they can win without him. But Coach Gary Gaines (Billy Bob
Thornton) isn’t ready to give up yet. In this scene, Coach visits the home of his QB Mike Winchell and
tries to motivate him, even though it seems like all hope for the Panthers is lost.
Discussion Questions from Text:
1. This chapter defines motivation as “the set of forces that initiates, directs, and makes people persist in
their efforts to accomplish a goal”. Does Mike Winchell show the characteristics of this definition
early in the sequence? Did you expect him to show any of the characteristics after the sequence ends
and he returns to the team?
2. How does Coach Gaines try to motivate his QB? Do you think his approach is effective?
Coach Gaines tries to motivate Mike by covering the basics of motivation as discussed in chapter 13.
He tells him that he will need to show effort if the team is to have any shot at a winning season. He
3. Apply the various parts of goal-setting theory to this sequence. Which parts of that theory appear in
the sequence?
Goal-setting theory states that people will be motivated to the extent to which they accept specific,
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Additional Discussion Questions:
1. Does Equity theory come into play in this dialogue? If so, what could Coach Gaines do to motivate
Mike to play?
Equity theory states that people will be motivated when they perceive that they are being treated
2. In your opinion, what type of reinforcement should Coach Gaines apply to get the rest of his team
back on the field?
There are four kinds of reinforcement contingencies: positive reinforcement, negative reinforcement,
Reel to Real – Management Workplace
Management Workplace videos can support several in-class uses. In most cases you can build an entire
50-minute class around them. Alternatively, they can provide a springboard into a group lesson plan. The
Management Workplace video for Chapter 13 would be a nice companion to your introduction to the
course on the first day of classes.
Video: Living Social Escapes
Motivating Employees
Summary:
LivingSocial Escapes, which offers a range of outdoor excursions, demands high commitment from
employees. When hiring new workers, founder BramLevy offers only the most basic outline of job
Discussion Questions from Text:
1. Which needs in Maslow’s hierarchy are most important to the employees who work for LivingSocial
Escapes, and how can managers use this information to develop a highly motivated workforce?
LivingSocial Escapes is about adventure, experiences, and the great outdoors. People who work at the
social travel firm are dedicated to fulfilling high-level needs, such as self-actualization needs, esteem
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2. According to equity theory, how might a LivingSocial Escapes guide react if he or she feels
underpaid or unappreciated?
Although employees at Urban Escapes aren’t necessarily “in it for the money,” a person who feels
underpaid or unappreciated could respond in several different ways. According to equity theory,
3. What outcomes or rewards possess high valence for managers and guides who work at LivingSocial
Escapes?
According to the expectancy theory of motivation, employees find some rewards to be highly
Workplace Video Quiz
Video Segment 1
Video segment title
Motivating Employees
Start time (in sec)
0:00
Stop time (in sec)
2:19
Quiz Question 1
Which needs in Maslow’s hierarchy motivated the founders of
LivingSocial Escapes to start their own travel-adventure company?
Option a
Safety needs
Option b
Physiological needs
Option c
Self-actualization needs
Option d
None of these
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Correct option
c: Self-actualization needs
Feedback for option a
Incorrect. Self-actualization needs are the desire to realize your full
potential.
Quiz Question 2
The founders of LivingSocial Escapes had the freedom and willingness to
take personal risks in starting their own business because:
Option a
They liked the outdoors
Option b
Their lower level existence needs for safety, security, and survival were
already securely met
Option c
They had good educations
Option d
They liked to have fun
Correct option
b: Their lower level existence needs for safety, security, and survival were
already securely met
Incorrect. Studies generally show that higher-order needs will not motivate
people as long as lower-order needs remain unmet.
Feedback for option c
Incorrect. Studies generally show that higher-order needs will not motivate
Feedback for option d
Incorrect. Studies generally show that higher-order needs will not motivate
Quiz Question 3
When the founders of LivingSocial Escapes describe what motivated them
to start their own outdoor adventures business, they always emphasize:
Option a
Intrinsic rewards
Option b
Extrinsic rewards
Option c
The desire to achieve challenging goals
Option d
Money
Correct option
a: Intrinsic rewards
Feedback for option a
performing a task or activity for its own sake.
Feedback for option c
Incorrect. Intrinsic rewards are the natural rewards associated with
Feedback for option d
Incorrect. Intrinsic rewards are the natural rewards associated with
Correct. Intrinsic rewards are the natural rewards associated with
Video Segment 2
Video segment title
Motivating Employees
Start time (in sec)
2:20
Stop time (in sec)
4:22
for option b
Incorrect. Self-actualization needs are the desire to realize your full
potential.
Feedback for option d
Incorrect. Self-actualization needs are the desire to realize your full
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Quiz Question 1
Based on information in the segment, which of the following would
constitute a motivator that delivers job satisfaction for employees of
LivingSocial Escapes?
Feedback for option b
Incorrect. The staff at LivingSocial Escapes is motivated primarily by the
satisfaction they get from doing the work.
Feedback for option c
Incorrect. The staff at LivingSocial Escapes is motivated primarily by the
satisfaction they get from doing the work.
Feedback for option d
Correct. The staff at LivingSocial Escapes is motivated primarily by the
satisfaction they get from doing the work.
Quiz Question 2
Option a
Expectancy theory
Option b
Equity theory
Option c
Herzberg’s two-factor motivator-hygiene theory
Option d
Correct option
a: Expectancy theory
Travel guides at LivingSocial Escapes believe that if they plan and conduct
successful trips they will reap rewards, including greater job freedom and
recognition. Believing there’s a causal link between personal efforts and
Feedback for option a
Feedback for option b
Incorrect. Expectancy theory says that people will be motivated to the
extent to which they believe that their efforts will lead to good
performance, that good performance will be rewarded, and that they will
be offered attractive rewards.
Feedback for option c
Feedback for option d
Incorrect. Expectancy theory says that people will be motivated to the
Incorrect. Expectancy theory says that people will be motivated to the
extent to which they believe that their efforts will lead to good
Quiz Question 3
Maia Josebachvili states that travel guides at LivingSocial Escapes are
“given ownership” to plan and conduct their own trips as they see fit, with
minimal oversight from managers. This is an example of motivating
employees through:
Option a
Job rotation
Option b
Positive reinforcement
Option c
Empowerment
Option d
Goal setting
Correct option
c: Empowerment
Option a
Good salary
Option b
Good relationships with co-workers
Option c
Job security
Option d
The work itself
Correct option
d: The work itself
Feedback for option a
Incorrect. The staff at LivingSocial Escapes is motivated primarily by the
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Feedback for option b
Incorrect. Empowerment is feeling of intrinsic motivation in which
workers perceive their work to have meaning and perceive themselves to
be competent, to have an impact, and to be capable of self-determination.
Video Segment 3
Video segment title
Motivating Employees
Start time (in sec)
4:25
Stop time (in sec)
6:01
Quiz Question 1
According to equity theory, if a guide at LivingSocial Escapes feels
underpaid or unappreciated, he or she could be expected to do any of the
following except:
Option a
Make less of an effort on the job (decrease inputs)
Option b
Ask manager for a raise or promotion (increase outcomes)
Option c
Stay put (maintain the status quo)
Option d
Correct option
c: Stay put (maintain the status quo)
Feedback for option b
Incorrect. Maintaining the status quo is not an expected response for an
individual who feels inequity.
Feedback for option c
Correct. Maintaining the status quo is not an expected response for an
individual who feels inequity.
Feedback for option d
Incorrect. Maintaining the status quo is not an expected response for an
individual who feels inequity.
Quiz Question 2
Which of the following would not be a tactic for boosting employee
productivity and motivation at LivingSocial Escapes?
Option a
Assign tasks that have a meaningful impact on others or on the
organization’s success
Option b
Set specific task goals and measure performance results
Option c
Offer better benefits packages
Option d
Offer greater freedom and control over planning trips
Correct option
c: Offer better employee benefits packages
Feedback for option a
Incorrect. According to company managers, employees are motivated
primarily by a sense of accomplishment, rather than financial measures.
Feedback for option b
Incorrect. According to company managers, employees are motivated
primarily by a sense of accomplishment, rather than financial measures.
Feedback for option c
Correct. Empowerment is feeling of intrinsic motivation in which workers
competent, to have an impact, and to be capable of self-determination.
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Quiz Question 3
Based on information from the clip, the following work incentive would
likely be a valence for most LivingSocial employees:
Option a
Travel perks
Option b
Freedom to make unique contributions to the service and brand
Option c
Opportunity to grow career within a fast-growing small business
Option d
All of these
Review Questions
1. Identify the elements of motivation. What is the relationship between job performance, motivation,
ability, and situational constraints?
Motivation is the set of forces that initiates, directs, and makes people persist in their efforts to
accomplish a goal. Three components of motivation are:
2. How can managers use the basic principles of needs and rewards to motivate employees?
Needs are physical or psychological requirements that must be met to ensure survival and well being.
Employees seek to fulfill needs and may use the workplace to do so.
Lower-level needs include:
Higher-level needs include:
Correct option
d: All of these
3. How do employee perceptions of fairness affect motivation?
Equity theory says that people will be motivated at work when they perceive that they are being
treated fairly. In particular, equity theory stresses the importance of perceptions. So, regardless of the
4. Describe the components of equity theory. What role does justice play in equity theory?
Equity theory states that people will be motivated when they perceive that they are being treated
fairly. The basic components of equity theory are inputs, outcomes, and referents. Inputs are the
5. What is the underlying tenet of expectancy theory?
Expectancy theory states that people will be motivated to the extent to which they believe that their
6. Define valence, expectancy, and instrumentality, and describe their relationship.
Valence is the attractiveness or desirability of a reward or outcome. Expectancy is the perceived
relationship between effort and performance. Instrumentality is the perceived relationship between
performance and rewards. Expectancy theory holds that for people to be motivated, all three variables
308
Motivation = Valence × Expectancy × Instrumentality
7. How does reinforcement theory work?
Reinforcement theory 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
8. Identify and describe the different schedules for delivering reinforcement. What should managers
consider most when deciding which schedule to use?
There are two kinds of reinforcement schedules, continuous and intermittent. With continuous
reinforcement schedules, a consequence follows every instance of a behavior. For example,
employees working on a piece-rate pay system earn money (consequence) for every part they
manufacture (behavior). The more they produce, the more they earn. By contrast, with intermittent
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9. What are the components of goal-setting theory?
progress is being made toward the accomplishment of a goal.
10. How can managers use goal-setting theory to motivate employees?
To motivate employees using goal-setting theory, managers should assign specific and challenging
Additional Assignments and Activities
Out-of-Class Project: “Motivation Research.” The basic project begins with students making a list of
financial, non-financial, and social rewards that can be tied to performance in college. Then, have
Out-of-Class Project: “Motivation Theories.” One idea to teach motivation theory is to have students
do the teaching. Divide the class into groups of 4-5 students, each group representing one theory of
motivation. Ask students to prepare a 15-minute lesson plan to teach the theory to class. Each group
should: 1) Define the theory of motivation; 2) Explain the major components of each theory; 3) Give any
examples to illustrate the definitions and explanations; and 4) Use a hypothetical situation at a workplace
to explain how managers should motivate employees using this theory.
workplace. How does the researcher use the theories of motivation discussed in this chapter? What
practical applications has the researcher found to motivate employees in the workplace?