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4
                        early Theories of

                    Motivation (1950s & 1960s)





                    11-2     Compare and contrast early theories of motivation.


                       Know these early theories because they: ❶ Represent the foundation from
                       which contemporary theories grew, and ❷ Still are used by practicing managers to
                       explain employee motivation.
                 1           Maslow’s Hierarchy of Needs Theory






                             (probably best-known motivation theory)             6

                     •  Abraham Maslow—a psychologist—proposed that within every person is

                        a hierarchy of five needs:


                                             Growth, achieving potential, self-
                                             fulfillment; “be all you can be”    Self-
                                                               actualization
                                                                               Internal (self-respect, autonomy, achievement) and
                                                                 Esteem            external (status, recognition, attention)


                                       Affection, belongingness,
                                       acceptance, friendship    Social

                                                                                        Security and protection from harm; assurance
                                                                  Safety                     that physical needs will continue to be met

                           Food, drink, shelter, sex, sleep,
                           other physical requirements         Physiological

                           Exhibit 11–1  Maslow’s Hierarchy of Needs
                           Source: Maslow, Abraham H.; Frager, Robert D; Fadiman, James, Motivation and Personality, 3rd ed., ©1987. Reprinted
                           and electronically reproduced by permission of Pearson Education, Inc., New York, NY.
                     •  Each level must be substantially satisfied before the next need becomes dominant; an
                        individual moves up the hierarchy from one level to the next.

                     •  Lower-order needs are satisfied predominantly externally, and higher-order needs are

                        satisfied internally.

                     HOW is Maslow’s hierarchy used to
                        motivate employees?

                     •  Managers will do things to satisfy employees’ needs.

                     •  Remember: Once a need is substantially satisfied,              hierarchy of needs theory
                                                                                       Maslow’s theory that there is a hierarchy of five human needs:
                        it no longer motivates.                                        physiological, safety, social, esteem, and self-actualization

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