WORK MOTIVATION• MOTIVATION VS. BEHAVIOR VS. PERFORMANCE• PROPERTIES OF THE INTERNAL STATE: THEORIES OF WORKMOTIVATION– IRRATIONAL VIEWS OF HUMAN MOTIVATION• ANXIETY THEORY• SELF-CONSISTENCY THEORY• THE TYPE A PERSONALITY• LESSONS FROM DR. FREUD– RATIONAL MOTIVATION THEORY• EXPECTANCY THEORY• NEED THEORIES:– MASLOW– McCLELLANDANXIETY THEORY• ANXIETY VS. FEAR• TWO ANXIETY BASED PATTERNS RELEVANT TO WORK– FEAR OF FAILURE AND FEAR OF SUCCESS• FEAR OF FAILURE– TRIGGERED BY EVALUATION ANXIETY– ETIOLOGY:• STEMS FROM CHILDHOOD SOCIALIZATION PATTERNS• OFTEN REINFORCED BY ORGANIZATIONAL REWARD SYSTEMS• INCREASES TO THE EXTENT THAT THE OUTCOME IS PUBLIC ANDIMPORTANT– CONSEQUENCES• PRONOUNCED NEGATIVE EFFECT ON PERFORMANCE• AFFECTS DECISION-MAKING PREFERENCES• INHIBITS LEARNING• POLITICIZES PERFORMANCEWHAT CAN BE DONE?• DEFINE ACCEPTABLE MISTAKES– LINK ERRORS TO LEARNING– ENCOURAGE MODERATE RISKS AND EXPECT SOME FAILURES• PROVIDE CONSTRUCTIVE MEANINGFUL FEEDBACK– FOCUS ON COACHING AND IMPROVEMENT• EMPHASIZE LONG-TERM RESULTS• PUNISH SCAPEGOATING, EXCUSE MAKING AND DENIAL• INSIST ON HEARING BOTH THE GOOD AND THE BADNEWS– YOU HAVEN’T MADE ANY MISTAKES YET, YOU’RE