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Chapter 

13

  Motivation

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as  co-determinants  of  motivational  strength  while 

those  other  than  reinforcement  theory  also  high-

light  the  importance  of  self-efficacy,  task  or  goal 

clarity and motivational learning’.

Summary of motivation theories

A  summary  of  motivation  theories  is  set  out  in 

Table 13.1.

Conclusions on motivation theory

All the theories referred to above make some contri-

bution  to  an  understanding  of  the  processes  that 

affect motivation. But instrumentality theory provides 

only  a  simplistic  explanation  of  how  motivation 

works. Needs and content theories are more sophis-

ticated  but  have  their  limitations. As  Gerhart  and 

Rynes (2003: 53) commented:

Although the ideas developed by Maslow, 

Herzberg and Deci have had considerable appeal 

to many people, the prevailing view in the 

academic literature is that the specific predictions 

of these theories is not supported by empirical 

evidence. On the other hand it would be a mistake 

to underestimate the influence that these theories 

have had on research and practice. Pfeffer, Kohn 

and others continue to base their argument 

regarding the ineffectiveness of money as a 

motivator on such theories.

But, bearing in mind the reservations set out earlier, 

needs theory still offers an indication of the factors 

that  motivate  people  and  content  theory  provides 

useful explanations of how motivation takes place. 

And while instrumentality and reinforcement theo-

ries may be simplistic they still explain some aspects 

of how rewards affect motivation and performance 

and they continue to exert influence on the beliefs 

of  some  people  about  the  power  of  incentives  to 

motivate people. Herzberg’s research may be flawed 

but  he  still  contributed  to  the  recognition  of  the 

importance of job design.

Motivation theory can explain what makes peo-

ple tick at work but it is also necessary to consider 

two other aspects of the impact of motivation – its 

relationship with job satisfaction and the effect of 

money  on  motivation.  Strategies  for  motivation 

based on the lessons learnt from motivation theory 

are considered at the end of this chapter.