1. Motivation Definition Pg 154
   1. Characteristics Pg 154
      1. Effort Pg 154
      2. Persistance Pg 154
      3. Direction Pg 155
      4. Goals Pg 155
   2. Types
      1. Extrinsic motivation Pg 155
      2. Intrinsic motivation Pg 155
      3. Self Determination theory Pg 156
2. Motivation and Performance Pg 156
   1. General cognitive ability Pg 156
   2. Emotional Intelligence Pg 157
      1. Perceiving emotions accurately in oneself and others Pg 158
      2. Using emotions to facilitate thinking Pg 158
      3. Understanding emotions, emotional language, and the signals conveyed by emotions Pg 158
      4. Managing emotions so as to attain specific goals Pg 158
   3. Motivation-performance relationship Pg 159
3. Need theories of work motivation Pg 159
   1. Types
      1. Maslow's hierarchy of needs Pg 159
      2. Alderfer's ERG theory Pg 161
      3. McClelland's theory of needs Pg 162
   2. Research support Pg 163
   3. Managerial implications of need theories Pg 163
      1. Appreciate diversity Pg 163
      2. Appreciate intrinsic motivation Pg 163
4. Process theories of work motivation Pg 164
   1. Expectancy theory Pg 164
      1. Components
         1. Outcomes Pg 164
         2. Instrumentality Pg 164
         3. Valence Pg 164
         4. Expectancy Pg 165
         5. Force Pg 165
      2. Research support Pg 167
      3. Managerial implications of expectancy theory Pg 167
         1. Boost expectancies Pg 167
         2. Clarify reward contingencies Pg 168
         3. Appreciate diverse needs Pg 168
   2. Equity theory Pg 168
      1. Gender and equity Pg 169
      2. Research support Pg 169
      3. Managerial implications of equity theory Pg 170
   3. Goal setting theory Pg 170
      1. What goals are motivational? Pg 170
         1. Goal specificity Pg 171
         2. Goal challenge Pg 171
         3. Goal commitment Pg 171
         4. Goal feedback Pg 171
      2. Enhancing goal commitment Pg 171
         1. Participation Pg 172
         2. Rewards Pg 172
         3. Supportiveness Pg 172
      3. Goal orientation and proximity Pg 173
      4. Research support Pg 173
      5. Managerial implications of goal setting theory Pg 174
5. Translating theories across cultures Pg 175