Work-related stressors and psychological strain in the sales force:the role of intrinsic and extrinsic motivation

The contemporary workplace appears rife with psychological strain, which can have considerable deleterious outcomes to the firm and the individual. However, research on strain in the sales force is underdeveloped. This paper reports the results of a study of the antecedents and consequences of psychological strain in the sales force, with particular attention to the roles of role ambiguity, emotional exhaustion, and intrinsic and extrinsic motivation. Emotional exhaustion is found to increase strain. Intrinsic motivation reduces strain under conditions of relatively high role ambiguity, but leads to more strain under conditions of low role ambiguity. Strain is found to have a J-shaped relationship with turnover intentions, and is linearly related to lower job satisfaction and lower job performance.

Motivating Students to Learn English: Intrinsic and Extrinsic Strategies to Meet the Needs of First Time Learners

Motivation is the key to learning. The present study is about the relationship between intrinsic and extrinsic motivation as they affect learning with regard to students who are learning EFL for the first time. Cape Verdean seventh grade students learning English for the first time are generally very enthusiastic about the language before they start learning it in the high school. However, that enthusiasm seems not to be maintained throughout the school year and oftentimes teachers hear them complain about the difficulties of mastering aspects of the language. It seems that for some reason their motivation is undermined. Why does that happen? Is it the students’ fault or the teacher’s? If it the teacher’s fault, which motivation strategies work best to cope with this problem: intrinsic or extrinsic? With this in mind I asked the question: What is the relationship between students’ needs, interests, goals and expectations to learn English as a foreign language and teachers’ roles as facilitators and motivators? There are many studies that have been carried out in the field of motivation, and up to now, there seems to be no consensus of which is the best. For the purposes of this paper, three main theories will be discussed that have prevailed in the field of motivational psychology: the behavioural, the cognitive and the humanistic theories. Within these theories sub-theories are discussed and their relationship is explained with intrinsic and extrinsic motivation regarding Cape Verdean students learning English for the first time.

Work motivation and pro-social behavior in the delivery of public services : theoretical and empirical insights

This Ph.D. dissertation seeks to study the work motivation of employees in the delivery of public services. The questioning on work motivation in public services in not new but it becomes central for governments which are now facing unprecedented public debts. The objective of this research is twofold : First, we want to see if the work motivation of employees in public services is a continuum (intrinsic and extrinsic motivations cannot coexist) or a bi-dimensional construct (intrinsic and extrinsic motivations coexist simultaneously). The research in public administration literature has focused on the concept of public service motivation, and considered motivation to be uni-dimensional (Perry and Hondeghem 2008). However, no study has yet tackled both types of motivation, the intrinsic and extrinsic ones, in the same time. This dissertation proposes, in Part I, a theoretical assessment and an empirical test of a global work motivational structure, by using a self-constructed Swiss dataset with employees from three public services, the education sector, the security sector and the public administrative services sector. Our findings suggest that work motivation in public services in not uni-dimensional but bi-dimensional, the intrinsic and extrinsic motivations coexist simultaneously and can be positively correlated (Amabile et al. 1994). Our findings show that intrinsic motivation is as important as extrinsic motivation, thus, the assumption that employees in public services are less attracted by extrinsic rewards is not confirmed for this sample. Other important finding concerns the public service motivation concept, which, as theoretically predicted, represents the major motivational dimension of employees in the delivery of public services. Second, the theory of public service motivation makes the assumption that employees in public services engage in activities that go beyond their self-interest, but never uses this construct as a determinant for their pro-social behavior. In the same time, several studies (Gregg et al. 2011 and Georgellis et al. 2011) bring evidence about the pro-social behavior of employees in public services. However, they do not identify which type of motivation is at the origin of this behavior, they only make the assumption of an intrinsically motivated behavior. We analyze the pro-social behavior of employees in public services and use the public service motivation as determinant of their pro-social behavior. We add other determinants highlighted by the theory of pro-social behavior (Bénabou and Tirole 2006), by Le Grand (2003) and by fit theories (Besley and Ghatak 2005). We test these determinants on Part II and identify for each sector of activity the positive or the negative impact on pro-social behavior of Swiss employees. Contrary to expectations, we find, for this sample, that both intrinsic and extrinsic factors have a positive impact on pro-social behavior, no crowding-out effect is identified in this sample. We confirm the hypothesis of Le Grand (2003) about the positive impact of the opportunity cost on pro-social behavior. Our results suggest a mix of action-oriented altruism and out-put oriented altruism of employees in public services. These results are relevant when designing incentives schemes for employees in the delivery of public services.

Exploring knowledge worker motivation in autonomous and interdependent problem solving tasks on virtual platforms

The objective of this study is to understand why virtual knowledge workers conduct autonomous tasks and interdependent problem solving tasks on virtual platforms. The study is qualitative case study including three case organizations that tap the knowledge of expert networks, and utilize virtual platforms in the work processes. Research data includes 15 interviews, that is, five experts from each case company. According to the findings there are some specific characteristics in motivation to work on tasks on online platforms. Autonomy, self-improvement, meaningful tasks, knowledge sharing, time management, variety of contacts, and variety of tasks, and projects motivate virtual knowledge workers. Factors that may enhance individuals’ engagement to work on tasks are trust, security of continuous task flow and income, feedback, meaningful tasks and tasks that contribute to self-improvement, flexibility and effectiveness in time management, and virtual tools that support social interaction. The results also indicate that there are some differences in individuals’ motivation based on the tasks’ nature. That is, knowledge sharing and variety of contacts motivated experts who worked on interdependent problem solving tasks. Then again, autonomy and variety of tasks motivated experts who worked on autonomous tasks.

L’incidence des buts d’accomplissement induits par les enseignants d’éducation physique sur la motivation de leurs élèves

Selon la théorie des buts d’accomplissement, il est possible que les attitudes et les pratiques pédagogiques des enseignants d’éducation physique influencent la motivation de leurs élèves. Dans cette étude, les objectifs étaient d’abord de documenter l’évolution annuelle de la motivation pour l’éducation physique au début du secondaire en considérant le sexe et le niveau scolaire et de vérifier ensuite la valeur prédictive des buts d’accomplissement induits par les enseignants d’éducation physique et de la perception de ces buts par les élèves sur la motivation de ces derniers, puis d’évaluer l’effet modérateur du sentiment de compétence et du sexe des élèves sur la valeur prédictive des buts d’accomplissement. Les résultats montrent qu’en général les filles sont moins motivées que les garçons dans leurs cours d’éducation physique et que cette motivation diminue avec l’âge, et ce, peu importe le sexe des élèves. Ensuite, nos résultats montrent que les attitudes et les pratiques pédagogiques des enseignants ainsi que la perception des élèves du climat induit par l’enseignant sont en mesure d’influencer certaines caractéristiques motivationnelles des élèves telles que l’adoption de buts de maîtrise et de performance-approche, la motivation intrinsèque, la motivation extrinsèque (par introjection et par régulation externe), l’amotivation et la valeur utilitaire que les élèves accordent à leurs cours d’éducation physique. Puis, il a été montré que la valeur prédictive des buts d’accomplissement et de la perception de ces buts par les élèves était modérée par le sentiment de compétence des élèves pour les variables motivationnelles suivantes : buts de maîtrise, motivation intrinsèque, amotivation et valeur utilitaire. Ainsi, les attitudes des enseignants, leurs pratiques pédagogiques et la perception du climat de classe n’ont une incidence significative que lorsque le sentiment de compétence des élèves est faible. La valeur prédictive des buts d’accomplissement et de la perception de ces buts par les élèves était aussi modérée par le sexe des élèves pour les variables motivationnelles suivantes : buts de performance-approche, buts de performance-évitement et amotivation. Quand le sexe des élèves modifie la relation, celle-ci est généralement inversée selon le sexe des élèves : elle est positive pour les garçons et négative pour les filles. Suite à cette étude, nous constatons que les enseignants d’éducation physique gagneraient à instaurer un climat de maîtrise tout en laissant place aux défis personnels des élèves et en insistant sur l’utilité de la tâche. Afin de répondre aux besoins particuliers de chacun des élèves, il serait intéressant de mettre en place des regroupements selon la compétence sportive des élèves. Ainsi, l’enseignant serait en mesure d’instaurer un climat motivationnel adapté.

Les individus motivés sont-ils plus performants? : examen des liens entre la quantité et la qualité de la motivation au travail et la performance individuelle au travail.

Le thème de la motivation au travail en lien avec la performance des employés captive l’intérêt des théoriciens, des chercheurs, des praticiens et des gestionnaires depuis déjà près d’un siècle. L’engouement pour l’étude de ces concepts a permis de faire des avancées scientifiques notables permettant de mieux éclairer la pratique. Cependant, on constate que la popularité de la motivation présente également certains enjeux. Notamment, la pluralité des théories rend le domaine presque étourdissant par ses connaissances éparses et ses résultats équivoques. En premier lieu, cette thèse présente une méta-analyse multithéorique réalisée à partir d’études effectuées sur le terrain examinant les liens entre la motivation au travail et la performance des travailleurs entre 1985 et 2010. Les résultats de ce bilan nous indiquent que, peu importe la théorie motivationnelle employée, la force et la direction de la relation motivation-performance sont similaires plutôt que différentes. Parmi les variables modératrices examinées, seule la source des mesures s’est révélée significative indiquant que la relation entre les variables d’intérêt est plus forte lorsque les mesures proviennent de la même source – dans notre étude elles s’avèrent toutes autodéclarées – comparativement à lorsqu’elles sont recueillies auprès de sources différentes. En second lieu, une étude en laboratoire a permis d’observer que la motivation peut évoluer sur une période très courte, soit de moins de 90 minutes, à partir de 3 mesures de motivation réparties dans le temps d’expérimentation. Plus spécifiquement, l’étude de la motivation par type et par quantité, en considérant le facteur temps, nous renseigne que la motivation intrinsèque a augmenté tandis que la motivation extrinsèque et l’amotivation ont connu une diminution. Cette étude, considérant une perspective multidimensionnelle et dynamique de la motivation, telle que proposée par le cadre conceptuel de la théorie de l’autodétermination, montre que l’évolution de la motivation de tous les participants à l’étude est semblable, peu importe leur performance. En plus de permettre l’avancement des connaissances dans le domaine de la motivation et de la performance au travail, cette thèse se démarque à plusieurs égards. D’un côté, il s’agit de la première méta-analyse multithéorique de la motivation qui soit réalisée. De l’autre côté, l’étude en laboratoire a examiné simultanément, le type et la quantité de la motivation à l’aide d’un devis à mesures répétées alors que la majorité des études se concentrent soit sur la quantité, soit sur le type et néglige souvent de considérer la variable temps. En outre, cette étude en laboratoire a été réalisée à partir d’une activité à haut potentiel de validité écologique, s’apparentant à une tâche de sélection de candidats en ressources humaines. En somme, cette thèse apporte un éclairage intéressant tant sur le plan des connaissances concernant les variables modératrices déterminantes impliquées dans les relations motivation-performance et sur le plan du rythme des variations des types de motivation que sur le plan de l’utilisation optimale et complémentaire de techniques de recherche sophistiquées. L’ensemble des recommandations découlant de ces deux études concernant la recherche et l’intervention est présenté en conclusion.

Predicting long-term growth in students' mathematics achievement: the unique contributions of motivation and cognitive strategies

This research examined how motivation (perceived control, intrinsic motivation, and extrinsic motivation), cognitive learning strategies (deep and surface strategies), and intelligence jointly predict long-term growth in students' mathematics achievement over 5 years. Using longitudinal data from six annual waves (Grades 5 through 10; Mage = 11.7 years at baseline; N = 3,530), latent growth curve modeling was employed to analyze growth in achievement. Results showed that the initial level of achievement was strongly related to intelligence, with motivation and cognitive strategies explaining additional variance. In contrast, intelligence had no relation with the growth of achievement over years, whereas motivation and learning strategies were predictors of growth. These findings highlight the importance of motivation and learning strategies in facilitating adolescents' development of mathematical competencies.

Providing extrinsic reward for test performance undermines long-term memory acquisition

Based on numerous studies showing that testing studied material can improve long-term retention more than restudying the same material, it is often suggested that the number of tests in education should be increased to enhance knowledge acquisition. However, testing in real-life educational settings often entails a high degree of extrinsic motivation of learners due to the common practice of placing important consequences on the outcome of a test. Such an effect on the motivation of learners may undermine the beneficial effects of testing on long-term memory because it has been shown that extrinsic motivation can reduce the quality of learning. To examine this issue, participants learned foreign language vocabulary words, followed by an immediate test in which one-third of the words were tested and one-third restudied. To manipulate extrinsic motivation during immediate testing, participants received either monetary reward contingent on test performance or no reward. After 1 week, memory for all words was tested. In the immediate test, reward reduced correct recall and increased commission errors, indicating that reward reduced the number of items that can benefit from successful retrieval. The results in the delayed test revealed that reward additionally reduced the gain received from successful retrieval because memory for initially successfully retrieved words was lower in the reward condition. However, testing was still more effective than restudying under reward conditions because reward undermined long-term memory for concurrently restudied material as well. These findings indicate that providing performance–contingent reward in a test can undermine long-term knowledge acquisition.

Understanding "Just Enough" Computer Users: Motivation Style and Proficiency

Among daily computer users who are proficient, some are flexible at accomplishing unfamiliar tasks on their own and others have difficulty. Software designers and evaluators involved with Human Computer Interaction (HCI) should account for any group of proficient daily users that are shown to stumble over unfamiliar tasks. We define "Just Enough" (JE) users as proficient daily computer users with predominantly extrinsic motivation style who know just enough to get what they want or need from the computer. We hypothesize that JE users have difficulty with unfamiliar computer tasks and skill transfer, whereas intrinsically motivated daily users accomplish unfamiliar tasks readily. Intrinsic motivation can be characterized by interest, enjoyment, and choice and extrinsic motivation is externally regulated. In our study we identified users by motivation style and then did ethnographic observations. Our results confirm that JE users do have difficulty accomplishing unfamiliar tasks on their own but had fewer problems with near skill transfer. In contrast, intrinsically motivated users had no trouble with unfamiliar tasks nor with near skill transfer. This supports our assertion that JE users know enough to get routine tasks done and can transfer that knowledge, but become unproductive when faced with unfamiliar tasks. This study combines quantitative and qualitative methods. We identified 66 daily users by motivation style using an inventory adapted from Deci and Ryan (Ryan and Deci 2000) and from Guay, Vallerand, and Blanchard (Guay et al. 2000). We used qualitative ethnographic methods with a think aloud protocol to observe nine extrinsic users and seven intrinsic users. Observation sessions had three customized phases where the researcher directed the participant to: 1) confirm the participant's proficiency; 2) test the participant accomplishing unfamiliar tasks; and 3) test transfer of existing skills to unfamiliar software.

Motivation and Learning in Mathematics Pre-service Teachers

Based on a review of literature of conceptual and procedural knowledge in relation to intrinsic and extrinsic motivation, the purpose of this study was to test the relationship between conceptual and procedural knowledge and intrinsic and extrinsic motivation. Thirty-eight education students with a mathematics focus (elementary or secondary) in their junior, senior, or fifth year completed a survey with a Likert scale measuring their preference to learning (conceptual or procedural) and their motivation type (intrinsic or extrinsic). Findings showed that secondary mathematics focused students were more likely to prefer learning mathematics conceptually than elementary mathematics focused students. However, secondary and elementary mathematics focused students showed an equal preference for learning mathematics procedurally and sequentially. Elementary and secondary students reported similar intrinsic and extrinsic motivation. Extrinsically motivated students preferred procedural learning more than conceptual learning. While there was no statistically significant preference with intrinsically motivated students, there was a trend favoring preference of conceptual learning over procedural learning. These results tend to support the hypothesis that mathematics focused students who prefer conceptual learning are more intrinsically motivated, and mathematics focused students who prefer procedural learning are more extrinsically motivated.

Diabetic patient education and motivation. Available in 2 volumes.

Diabetes mellitus is a condition which requires a high degree of patient cooperation in self-management to achieve optimal glycaemic control. The concept of patient education, to enhance the treatment and management of diabetes, is well recognised. Several diabetes education programmes have already been described, but increased knowledge of diabetes did not necessarily result in improved self-mangement or glycaemic control. Other factors, such as attitudes and motivations, may therefore be particuarly important. The aims of the present study were to investigate the influence of patients' attitudes to diabetes, and to develop motivational aspects which enable the application of knowledge to enhance self-management and compliance with treatment. Thirty-one insulin-dependent diabetic (IDD) patients entered into a 12 month educational programme, particularly designed to increase motivation. Patients' attitudes to diabetes, their knowledge and self-management skills were assessed using questionnaires and practical tests, and parameters of glycaemic control were measured. The progress of these patients was compared at intervals with a close matched group of 25 control IFF patients who continued to receive routine clinic care. Patients completing the educational programme achieved better glycaemic control (p< 0.05), greater knowledge (p< 0.001), more favourable attitudes (p< 0.03) and increased competence in management skills (p< 0.02) compared with the control group. Evaluation procedures indicated that the programme was acceptable to the patients, and was successful in terms of increasing patient motivation. Six months after completion of the programme, glycaemic control deteriorated, although knowledge, attitudes and management skills were unchanged. This might reflect the withdrawal of extrinsic motivation, attention and supervision provided during the programme. It is recommended that consideration be given to the development of patients' intrinsic motivation to achieve maximum benefit from diabetes education programmes.

A motivação de alunos no contexto da progressão continuada

This study investigated the intrinsic and extrinsic motivacional orientations of students in the context of the educational continuous progression. The sample was composed of 160 subjects of second, fourth, sixth and eighth grades of the elementary school. Data was collected by means of the presentation of histories involving the intrinsic, extrinsic motivation and the educational continuous progression system. Subjects were interviewed individually. Their answers were transcribed verbatim and submitted to content analysis. Results indicated that a expressive percentage of students did not know the educational system of continuous progression. Students revealed a predominantly intrinsic motivation orientation with advances in age and in school grade level, even though knowing that they will not repeat any school grade. This study pointed out the importance of deepening our knowledge concerning the impact of the educational continuous progression in students' motivation to learn.

Motivação intrinseca e o estado mental flow em corredores de rua

Universidade Estadual de Campinas . Faculdade de Educação Física

Motivação intrinseca e extrinseca nas aulas de educação fisica

Universidade Estadual de Campinas . Faculdade de Educação Física

Motivação e percepção do envolvimento parental na prática desportiva de jovens nadadores

RESUMO: O envolvimento parental no desporto é determinante no processo de formação desportiva dos jovens desportistas. Pelo facto de existirem poucos instrumentos de avaliação neste assunto, a adaptação e validação do Parental Involvement Sport Questionnaire (PISQ) para o idioma Português, tornou-se fundamental para colmatar esta lacuna. Assim, o presente estudo pretende alcançar dois objectivos principais: a) traduzir e adaptar o PISQ ao idioma Português do Brasil e, deste modo, iniciar o processo de validação do referido instrumento; b) analisar a relação entre a percepção dos jovens sobre o envolvimento parental na sua prática de natação e a motivação destes jovens nadadores. Um total de 114 nadadores participaram deste estudo, com idades compreendidas entre os 12 e 20 anos [ M = 14.67; DP = 8.29], para aferir utilizamos a versão Portuguesa do PISQ e do Sport Motivation Scale (SMS). Como principais resultados, a versão portuguesa do PISQ apresentou um Alpha de Cronbach deos comportamentos directivos dos pais mostraram reduzir a motivação intrínsica – saber, a motivação intrínsica pela prática e a motivação extrínsica – introjectada, e aumentar a amotivação dos jovens desportistas. ABSTRACT: The parental involvement in sport is crucial in the process of sports training of young athletes and, because there are few instruments for assessing this issue, the adaptation and validation of the Parental Involvement Sport Questionnaire (PISQ) for the Portuguese language, it became essential to bridge this gap. Thus, this study aims to achieve two main objectives: a) translate and adapt the PISQ to the Portuguese language of Brazil and thus begin the process of validation of that instrument, b) analyze the relationship between the perception of young people about the involvement parental in their practice of swimming, and the motivation of these young swimmers. A total of 114 swimmers participated in this study, aged between 12 and 20 years [M = 14.67, SD = 8.29], we used to measure the Portuguese version of PISQ and the Sport Motivation Scale (SMS). As main results, the Portuguese version of PISQ showed a Cronbach’s Alpha of , directive behaviors of the parents shown to reduce intrinsic and extrinsic motivation, and increase the amotivation of the young athletes.