The extrinsic motivators can have an immediate and power-
ful effect, but this will not necessarily last for long. The
intrinsic motivators, which are concerned with the quality of
working life, are likely to have a deeper and longer-term effect
because they are inherent in individuals and not imposed from
outside.
BASIC CONCEPTS OF MOTIVATION
The basic concepts of motivation are concerned with needs,
goals, reinforcement and expectations (expectancy theory).
Needs
Needs theory states that behaviour is motivated by unsatis-
fied needs. The key needs associated with work are those for
achievement, recognition, responsibility, influence and personal
growth.
Goals
Goal theory states that motivation will be increased if goal-
setting techniques are used with the following characteristics:
■ The goals should be specific.
■ They should be challenging but reachable.
■ They should be seen as fair and reasonable.
■ Individuals should participate fully in goal-setting.
■ Feedback ensures that people feel pride and satisfaction from
the experience of achieving a challenging but fair goal.
■ Feedback is used to gain commitment to even higher goals.
Reinforcement
Reinforcement theory suggests that success in achieving goals
and rewards acts as positive incentives and reinforce the
successful behaviour, which is repeated the next time a similar
need arises.
How to Motivate People 223