Skip to main content

Motivation

  • Chapter
  • First Online:
  • 793 Accesses

Abstract

In this chapter, the authors introduce the first component of momentum in their Leadership OS model—motivation. Using both their own and previous research, they describe the social and neural underpinnings of motivation and the functions it plays in a leaders’ Operating System—how it affects people’s performance. They introduce a case study (Yvon Chouinard at Patagonia) showing the role and importance of motivation in a leaders’ OS. They then describe practical techniques leaders can use to increase the degree to which their OS enables and supports motivation. Finally, they introduce a checklist leaders can use to test the extent people experience motivation in their OS.

This is a preview of subscription content, log in via an institution.

Buying options

Chapter
USD   29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD   29.99
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Hardcover Book
USD   37.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Learn about institutional subscriptions

References

  1. N. Kinley and S. Ben-Hur, Changing employee behavior, London: Palgrave MacMillan, 2015.

    Book  Google Scholar 

  2. T. Amabile and M. Pratt, “The dynamic componential model of creativity and innovation in organizations: Making progress, making meaning,” Research in Organizational Behavior, vol. 36, pp. 157–183, 2016.

    Article  Google Scholar 

  3. S. Rick and G. Loewenstein, “Hypermotivation: Commentary on ‘the dishonesty of honest people’,” Journal of Marketing Research, vol. 45, no. 6, pp. 645–648, 2008.

    Google Scholar 

  4. B. Pelham and E. Neter, “The effect of motivation of judgment depends on the difficulty of the judgment,” Journal of Personality and Social Psychology, vol. 68, no. 4, pp. 581–594, 1995.

    Article  Google Scholar 

  5. S. Di Domenico and R. Ryan, “The emerging neuroscience of intrinsic motivation: A new frontier in self-determination research,” Frontiers in Human Neuroscience, vol. 11, p. 145, 2017.

    Google Scholar 

  6. D. Ariely, U. Gneezy, G. Loewenstein and N. Mazar, “Large stakes and big mistakes,” The Review of Economic Studies, vol. 76, no. 2, pp. 451–469, 2009.

    Article  Google Scholar 

  7. G. Jenkins Jr., A. Mitra, N. Gupta and J. Shaw, “Are financial incentives related to performance? A meta-analytic review of empirical research,” Journal of Applied Psychology, vol. 83, no. 5, pp. 777–787, 1998.

    Article  Google Scholar 

  8. G. L. Stewart, “Reward structure as a moderator of the relationship between extraversion and sales performance,” Journal of Applied Psychology, vol. 81, no. 6, pp. 619–627, 1996.

    Article  Google Scholar 

  9. D. Welsh and L. Ordóñez, “The dark side of consecutive high performance goals: Linking goal setting, depletion, and unethical behavior,” Organizational Behavior and Human Decision Processes, vol. 123, no. 2, pp. 79–89, 2014.

    Article  Google Scholar 

  10. D. Pink, Drive, Edinburgh, UK: Canongate Books, 2011.

    Google Scholar 

  11. E. Deci, “Intrinsic motivation, extrinsic reinforcement, and inequity,” Journal of Personality and Social Psychology, vol. 22, no. 1, pp. 113–120, 1972.

    Article  Google Scholar 

  12. M. Treadway, J. Buckholtz, R. Cowan, N. Woodward, R. Li, M. Ansari, R. Baldwin, A. Schwartzman, R. Kessler and D. Zald, “Dopaminergic mechanisms of individual differences in human effort-based decision-making,” The Journal of Neuroscience, vol. 32, no. 18, pp. 6170–6176, 2012.

    Article  Google Scholar 

  13. E. Berkman, “The neuroscience of goals and behavior change,” Consulting Psychology Journal: Practice and Research, vol. 70, no. 1, pp. 28–44, 2018.

    Article  Google Scholar 

  14. K. Murayama, M. Matsumoto, K. Izuma and K. Matsumoto, “Neural basis of the undermining effect of monetary reward on intrinsic motivation,” Proceedings of the National Academy of Sciences, vol. 107, no. 49, pp. 20911–20916, 2010.

    Article  Google Scholar 

  15. C. Cerasoli, J. Nicklin and M. Ford, “Intrinsic motivation and extrinsic incentives jointly predict performance: A 40-year meta-analysis,” Psychological Bulletin, vol. 140, no. 4, pp. 980–1008, 2014.

    Article  Google Scholar 

  16. D. Mobbs and W. McFarland, “The neuroscience of motivation,” NeuroLeadership Journal, vol. 3, pp. 43–52, 2010.

    Google Scholar 

  17. J. O’Doherty, J. Winston, H. Critchley, D. Perrett, D. Burt and R. Dolan, “Beauty in a smile: The role of medial orbitofrontal cortex in facial attractiveness,” Neuropsychologia, vol. 41, no. 2, pp. 147–155, 2003.

    Article  Google Scholar 

  18. B. Knutson, C. Adams, G. Fong and D. Hommer, “Anticipation of increasing monetary reward selectively recruits nucleus,” The Journal of Neuroscience, vol. 22, no. 9, pp. 3303–3305, 2002.

    Article  Google Scholar 

  19. M. Kang, M. Hsu, I. Krajbich, G. Loewenstein, S. McClure, J. Wang and C. Camerer, “The wick in the candle of learning: Epistemic curiosity activates reward circuitry and enhances memory,” Psychological Science, vol. 20, no. 8, pp. 963–973, 2009.

    Article  Google Scholar 

  20. F. Walumbwa, B. Avolio and W. Zhu, “How transformational leadership weaves its influence on individual job performance: The role of identification and efficacy beliefs,” Personnel Psychology, vol. 61, no. 4, pp. 792–825, 2008.

    Article  Google Scholar 

  21. S. Hannah, B. Avolio, F. Walumbwa and A. Chan, “Leader self and means efficacy: A multi-component approach,” Organizational Behavior and Human Decision Processes, vol. 118, no. 2, pp. 143–161, 2012.

    Article  Google Scholar 

  22. W. Grolnick and R. Ryan, “Autonomy in children’s learning: An experimental and individual difference investigation,” Journal of Personality and Social Psychology, vol. 52, no. 5, pp. 890–898, 1987.

    Article  Google Scholar 

  23. A. Isen, K. Daubman and G. Nowicki, “Positive affect facilitates creative problem solving,” Journal of Personality and Social Psychology, vol. 52, no. 6, pp. 1122–1131, 1987.

    Article  Google Scholar 

  24. N. D. Volkow, G. Wang, S. Kollins, S. Kollins, T. Wigal, J. Newcorn, F. Telang, J. Fowler, W. Zhu, J. Logan, M. Yeming, K. Pradhan, C. Wong and J. Swanson, “Evaluating dopamine reward pathway in ADHD: Clinical implications,” JAMA, vol. 302, no. 10, pp. 1084–1091, 2009.

    Article  Google Scholar 

  25. O. Manzano, S. Cervenka, J. Aurelija, O. Hellenä, L. Farde and U. Fredrik, “Individual differences in the proneness to have flow experiences are linked to dopamine D2-receptor availability in the dorsal striatum,” NeuroImage, vol. 67, pp. 1–6, 2013.

    Article  Google Scholar 

  26. G. Latham, E. Locke and N. Fassina, “The high performance cycle: Standing the test of time,” in Psychological Management of Individual Performance, New York, NY, Wiley, 2002, pp. 201–228.

    Google Scholar 

  27. A. Hamid, J. Pettibone, O. Mabrouk, V. Hetrick, R. Schmidt, C. M. Vander Weele, R. Kennedy, B. Aragona and J. Berke, “Mesolimbic dopamine signals the value of work,” Nature Neuroscience, vol. 19, no. 1, pp. 117–126, 2015.

    Article  Google Scholar 

  28. A. Kleingeld, H. van Mierlo and L. Arends, “The effect of goal setting on group performance: A meta-analysis,” Journal of Applied Psychology, vol. 96, no. 6, p. 1289, 2011.

    Article  Google Scholar 

  29. G. Seijts and G. Latham, “The effect of distal learning, outcome, and proximal goals on a moderately complex task,” Journal of Organizational Behavior, vol. 22, no. 3, pp. 291–307, 2001.

    Article  Google Scholar 

  30. C. Fernet, S. Austin and R. Vallerand, “The effects of work motivation on employee exhaustion and commitment: An extension of the JD-R model,” Work & Stress, vol. 26, no. 3, pp. 213–229, 2012.

    Article  Google Scholar 

  31. K. Murayama, M. Matsumoto, K. Izuma, A. Sugiura, R. Ryan, E. Deci and K. Matsumoto, “How self-determined choice facilitates performance: A key role of the ventromedial prefrontal cortex,” Cerebral Cortex, vol. 25, no. 5, pp. 1241–1251, 2015.

    Article  Google Scholar 

  32. M. Olbrecht and L. Bornmann, “Panel peer review of grant applications: What do we know from research in social psychology on judgment and decision-making in groups?,” Research Evaluation, vol. 19, no. 4, pp. 293–304, 2010.

    Article  Google Scholar 

  33. N. Kerr and J. Stanfel, “Role schemata and member motivation in task groups,” Personality and Social Psychology Bulletin, vol. 19, no. 4, pp. 432–442, 1993.

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

Authors

Rights and permissions

Reprints and permissions

Copyright information

© 2020 The Author(s)

About this chapter

Check for updates. Verify currency and authenticity via CrossMark

Cite this chapter

Kinley, N., Ben-Hur, S. (2020). Motivation. In: Leadership OS. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-030-27293-7_13

Download citation

Publish with us

Policies and ethics