Exhibit 11.2 is that this is a basic model of work motivation and performance. In practice,it’s almost impossible to talk about one without mentioning the other. Not surprisingly,managers often assume motivation to be the only determinant of performance,saying things such as “You performance was really terrible last quarter. What’s the matter? Aren’t you as motivated as you used to be?” In fact, motivation is just one of three primary determinants of job performance. In industrial psychology,job performance is frequently represented by this equation
In Exhibit 11.2 we started with a very basic model of motivation in which effort leads to job performance. But managers want to know, “What leads to effort” and they will try almost anything they can to find the answer.