Chapter 7
Attribution Theory and Motivation
© 2010 Jones and Bartlett Publishers, LLC
Learning Outcomes
After completing this chapter, the student should be
able to understand:
1. The basic premises of attribution theory.
2. The differences between optimistic, pessimistic,
and hostile attribution styles.
3. The role of attributions, emotions, and
expectations in motivating employees.
4. Techniques managers can use to promote
accurate and motivational attributions.
© 2010 Jones and Bartlett Publishers, LLC
What is Attribution Theory?
A causal explanation for an event or behavior.
The basic premises of Attribution Theory is to
provide managers with a better understanding of
the highly cognitive and psychological
mechanisms that influence motivation levels.
© 2010 Jones and Bartlett Publishers, LLC
The Basic Premises of Attribution Theory:
• It is used to provide managers with a
better understanding of the highly
cognitive and psychological mechanisms
that influence motivation levels.
• What is Attribution Theory?
– It is a causal explanation for an event or
behavior.
© 2010 Jones and Bartlett Publishers, LLC
Attribution-Emotion-Behavior
Process
© 2010 Jones and Bartlett Publishers, LLC
Differences between optimistic, pessimistic, and
hostile attribution styles
Optimistic attribution style: The tendency to attribute
negative outcomes to external factors coupled with a
tendency to attribute positive outcomes to internal
factors.
Pessimistic attribution style: The tendency to attribute
negative outcomes to internal factors coupled with a
tendency to attribute positive outcomes to external
factors.
Hostile attribution style: Denotes a tendency toward
external attributions for negative outcomes.
© 2010 Jones and Bartlett Publishers, LLC
Summary of Attribution Styles
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Attributions and Motivational States
–Learned Helplessness
–Aggression
–Empowerment
–Resilience
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Summary of Attributions Associated
with and Motivational States
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Five Techniques Managers Use to
Promote Motivational Attributions
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Screening for Resilience
Attributional Training
Immunization
Increasing Psychological Closeness
Multiple Raters of Performance
© 2010 Jones and Bartlett Publishers, LLC