The Acquired Needs Theory and The Expectancy Theory

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Dick Solomon’s pursuit to motivate the waitress while dining exemplifies his negligence of formal dining etiquette, and unreasonable attempts of motivating his waitress. McClelland’s Acquired Needs Theory, and the Expectancy Theory best represent Dick’s unsuccessful attempts of motivating the waitress. The Acquired Needs Theory states that “An individual’s specific needs are acquired over time and are shaped by one’s life experiences.”(NetMBA). There are three needs classified under this theory: Achievement, Affiliation, and Power. One’s motivation in particular circumstances are influenced by the three needs. Achievement stems from a desire to accomplish goals from personal effort, as results are based off of one’s efforts. Motivation is stemmed by the desire to achieve goals in the workplace. In this particular case, the waitress has a predetermined goal: to provide great service in order to receive a great tip. Dick believes that placing money on the table will incentivize the waitress, creating motivation for him to receive outstanding service. The waitress is aware that her motivation is to meet Dick’s needs, so both of them can leave at the end of the night satisfied. The need for affiliation is commonly seen in the workplace. Employees who seek affiliation adapt easily to norms in the workplace, and, at all costs, aim to avoid conflict. Furthermore, those pursuing affiliation work well in customer service. Dick is unsuccessful with avoiding conflict between him and the waitress. As seen in the video, she becomes uncomfortable and concerned with every move she makes. The waitress seeks to avoid conflict by being polite to Dick and waitressing regardless of his impolite manners. The waitress acts professional and exemplifies ... ... middle of paper ... ...ced their unethical behavior outside of the restaurant, firstly the Equity Theory applies to Harry’s influence to join Tommy collecting change. His motivation stemmed from the fairness in the situation, and the input-to-outcome ratio compared to his referent. The Reinforcement Theory influenced the brothers curiosity of how much money they could make, not thinking about the negative consequences from their behavior. When Tommy, Harry, and Dick were later seen at home, Dick was furious about his son’s receiving spare change. Tommy explained that it was by fault, however once they saw the outcome of receiving the change, they became motivated. Their explanation to Dick reinforced that he must realize that tipping incentivizes employees, it’s a reward for good service. Tipping employees motivates them to work harder, providing the customer with better service as well.
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