• people dislike work & will avoid it when possible • workers must be threatened with punishment to work • workers prefer to be directed, avoid responsibility, have little ambition & want security • motivators are fear & money Theory Y • people naturally like work • people work toward goals • commitment depends on rewards • people seek responsibility • people use imagination, cleverness & creativity to solve problems • the average person’ s intellectual potential is only partially realized • people are motivated by a variety of rewards
norm” • Equity norm relative to coworkers: "comparison other" • If employees feel they are treated unfairly (outputs unequal to inputs)? – Cognitive distortion – Alter inputs/outputs – Leave organization
Different people value inputs & outputs differently • OK for senior employees to earn more, but too much inequality is demotivating • Perceptions of inputs/outputs may be inaccurate