3. Motivation
Factors that direct and energize behavior of
humans and other organisms
Motives - particular desired goals that underlie
behavior
Exemplified in behavior
Steer one’s choice of activities
Forces that direct future behavior
5. Instinct approach
Inborn pattern of behavior
Biologically determined not learned
Born with preprogrammed set of behavior
essential for survival
Provide energy that channels behavior in
appropriate directions
6.
7. Drawbacks
No agreement on nature & number of primary
instinct
18 instinct (McDougall, 1908)
5,759 instinct (Bernard, 1924)
Can’t explain development of specific behavior
pattern of a given species
However focus on evolution and genetic
inheritance
8. Drive-reduction approaches
Hull, 1943
Lack of some basic biological requirement produce a
drive to obtain that requirement
Drive- a motivational tension or arousal that
energizes behavior to fulfill some need
Primary drives: related to biological needs of body or
species as a whole; hunger, thirst, sleepiness, sex
Secondary drives: created by prior experience and
learning: achievement, affiliation, power
9.
10. Homeostasis
Try to satisfy primary drive by reducing the
need underlying it
Body has a tendency to maintain a steady
internal state
Operates through feedback loops bring
deviations in body function back to an optimal
state
11.
12. Drawbacks
Inadequate to explain behavior to maintain or
even increase level of excitement or arousal
Curiosity and thrill seeking behavior
13. Arousal Approaches
Try to maintain a certain level of stimulation
and activity
Increasing or reducing them as necessary
14.
15. Incentive approaches
Based on Operant Conditioning Theory
Stem from the desire to obtain valued external
goals or incentives
Desirable properties of external stimuli
account for a person’s motivation
Act as an anticipated reward or incentive
Punishment
16.
17. Drawbacks
Not a complete explanation of motivation
seek to fulfill needs even when incentives
are not apparent
Internal drives proposed by drive-reduction
theory work in tandem with the external
incentives theory to “push” and “pull”
behavior
18. Cognitive approaches
Product of people’s thoughts and expectations
– their cognition
Intrinsic motivation: participate for our own
enjoyment
Extrinsic motivation: for any concrete, tangible
reward
19. Maslow’s Hierarchy of Motivation
Motivation progresses up the pyramid from
the broadest, most fundamental biological
need to higher order ones.
Certain primary, lower order needs, at the
bottom level, must be satisfied before more
sophisticated, higher, order needs, in order to
work effectively.
20. Lower and higher order need
Basic physiological need
Safety & security
Then, need for love and belongingness
Strive for esteem, to develop a sense of self-worth
by knowing that other know and value
one’s competence, comes next.
Highest-level need, self-actualization – a state
of self fulfillment.
21. Hierarchy of Needs
Need Level Description Examples
Self-
Actualization
Realize one’s
full potential
Use abilities
to the fullest
Esteem
Feel good
about oneself
Promotions
& recognition
Belongingness
Social
interaction, love
Interpersonal
relations, parties
Safety Security, stability
Job security,
health insurance
Physiological
Food, water,
shelter
Basic pay level
to buy items
22.
23. Drawbacks
Unable to validate the specific ordering
Difficult to measure self-actualization
Important:
Highlights the complexity of human needs
Emphasizes that until more basic biological
needs are met, people will be unconcerned
with higher order needs.
24. Secondary Drive
Need for achievement: striving for success
Astable, learned characteristic in which a
person obtains satisfaction by striving for and
attaining a level of excellence.
25. People with high achievement need
Seek out situation to compete with standard to
prove success
Tend to avoid situation where success is easy
or unlikely
Take task of intermediate difficulty
Produce positive outcome in success oriented
society
Indicates future economic and occupational
success
26. Personality & Motivation
Internal Locus of Control
External Locus of Control
Type-A personality
Type-B personality
27. Need for Affiliation
Striving for friendship
Interest in establishing and maintaining
relationships with other people.
People with higher affiliation need:
Emphasize desire to maintain or reinstate
friendships
Show concern over being rejected by friends
Sensitive to relationships with others
More time with friends- gender difference
28.
29. Need for Power
Striving for impact on others
Atendency to seek impact, control, or
influence over others,
To be seen as a powerful individual
People with strong need for power:
Apt to belong to organizations and seek office
Work in professions that fulfill power need
Gender differences exist
30. References
1. Kaplan & Sadock's Synopsis of Psychiatry:
Behavioral Sciences, 10th Edition
2. Psychology, 6th Edition- Andrew B. Crider
3. Understanding Psychology, 10th Edition- Feldman
4. Principles of Marketing, 11th Edition- Kotler