motivational analysis of organizations

SUPERVISORY ATTITUDES LECTURETTE 1
Douglas McGregor (1957, 1966) linked a psychological view of human motivation to a
theory of management, originating the terms “Theory X” and “Theory Y.” For
McGregor, Theory X assumptions considered the average person to be lazy and to avoid
work, necessitating that workers be controlled and led. In contrast, Theory Y
assumptions viewed workers as responsible and eager to be involved in their work.
McGregor believed that the role of management was to set up a framework so that
workers could meet their own goals by investing effort in the organization’s goals.
McGregor’s approach was based on the motivation theory of Abraham Maslow
(1943). Maslow’s hierarchy of human needs can be depicted as a pyramid, with survival
needs as the bottom layer and with security, social, esteem, and self-development needs
as successive layers (see Figure 1). Before one of these needs can be met, its underlying
needs must first be fulfilled, at least to some extent. Therefore, if the workers’ survival
and security needs are met, work that fulfills their higher needs can enable them to direct
their efforts toward organizational as well as individual goals.
Figure 1. Maslow’s Hierarchy of Human Needs
This approach is predicated on managers’ diagnosing individual workers’ needs and
offering opportunities to meet those needs. However, although specific individual needs
span a great range, the basic categories of need are few in number. In addition, involving
workers in delineating their own needs, goals, and potential rewards makes the task of
creating appropriate organizational conditions more feasible.
McGregor stated:
There are big differences in the kinds of opportunities that can be provided for people to obtain
need satisfaction. It is relatively easy to provide means (chiefly in the form of money) for need
satisfaction-at least until the supply is exhausted. You cannot, however, provide people with a
1 Based on Marshall Sashkin, “An Overview of Ten Management and Organizational Theorists,” in J.E. Jones & J.W. Pfeiffer (Eds.),
The 1981 Annual Handbook for Group Facilitators, pp. 206-221. San Diego, CA: Pfeiffer & Company, 1981.
The Pfeiffer Library Volume 19, 2nd Edition. Copyright © 1998 Jossey-Bass/Pfeiffer ❚❘ 177