Motivation
Motivation is what drive an individual to perform better.
Intrinsic
Extrinsic

Main approach
Industrial engineering
Human relations
Work itself
Motivational theories
Maslow’s hierarchy of needs
Hertzberg (hygiene factors and motivators)
Schein
McGregor Theory X and Y
Vroom’s Expectancy theory
Content and process theories

Examples of motivators
Financial
Non-financial
Job design

Q14 Scenario: Theories of motivation

PQR Ltd is a firm providing computer maintenance services. It employs a number of engineers on flexible contract agreement: a basic number of guaranteed hours per week, supplemented by freelance work. It also employs full-time office staff.
Ben is one of the engineers: in his late twenties, married with two young children, and studying computer programming part-time. Anne is a book-keeper: 50 years old, widowed and living alone, she had several years’ book-keeping experience with a larger company before leaving work to raise children.
You are mentor to one of the staff managers, Brigitte Bosch. She has recently attended a seminar on motivational theory and has come to ask your help. ‘I wanted to know how to motivate people like Anne and Ben, and I’ve been asked to revaluate our reward system,’ she says, ‘but what with ‘content’ and ‘process’ and ‘X’ and ‘Y’, I was just confused. The only theory I found easy to grasp was the hierarchy of needs: perhaps I can use that?
Require:
(a) Distinguish between content and process theories of motivation. 6marks
(b) Explain Theory X and Theory Y. 6marks
(c) Critically evaluate Maslow’s hierarchy of needs theory. 6marks
(d) Identify the likely motivational issues for Anne and Ben. 10marks
(e) Outline the management objectives of an effective reward system 12marks
Total Marks=40

“Leadership is an interpersonal influence directed towards the achievement of a goal or goals.”

Three important parts of this definition are:
Interpersonal
Influence
Goal

Leadership theories
Classical theories
Trait theories
Activity-based theories (Adair’s model)
contingency-based theories
(Fiedler’s contingency model)

Modern theories
contingency-based theories
(Hersey-Blanchard theories
Handy’s best fit approach)
style (behavioral) theories
(White and Lippitt
Blake and Mouton
McGregor )
continuum of leadership behavior theories
(Tannenbaum and Schmidt’s leadership continuum)
Ashridge Management college

The skills of a leader
Intelligence
Confidence
Decisiveness
Strategic thinking
Entrepreneurial ability
Communication ability

Q15 Managers and leaders
“Managers are necessary; leaders are essential.” (Viscount Slim)
Required
(a) Describe what is meant by the term “leadership” (4 Marks)
(b) Distinguish between “management” and “leadership” activities. (6 Marks)
(c) Explain why “leadership”is important in business organization. (5 Marks).
Total Marks = 15 marks

Interpersonal skills
Inspiring
Motivating
Leading
Controlling

Ways of gaining commitment from staff
Aggressive and assertive behavior
Aggressive
Assertive
Passive