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• Motivation

- The psychological forces acting on an individual that determine:

   o Direction - possible behaviors the individual could engage in
   o Effort - how hard the individual will work
   o Persistence - whether the individual will keep trying or give up
- Explains why people behave the way they do in organizations

• Key Points

- Motivation and job performance are not synonymous
   o motivation is one of several determinants of performance
- Motivation is multifaceted
   o several motives may be operative at the same time
- People are motivated by more than just money
   o goals, other than financial goals, are operative at work

• Intrinsically Motivated Behavior

- Behavior that is performed for its own sake.
   o The source of the motivation that comes from actually engaging 
       in the behavior.
   o The sense of accomplishment and achievement derived from    
       doingthe work itself

• Extrinsically Motivated Behavior
- Behavior that is performed to acquire material or social rewards or to avoid punishment.
   o The source of the motivation is the consequences of the   
       behavior and not the behavior itself.