Chapter 6.1 Motivation PDF

Motivation
Prepared by Dipesh Updhyay

Topics covered
• Nature and characteristics of motivation
• Instinct and drive reduction approach
• Incentive approach
• Cognitive approach (Albert Banadura’s works i.e.
observational learning and intrinsic and extrinsic
needs))
• Physiological needs (Lower order needs of
Maslow’s hierarchy and hunger and sex)
• Socio psychological needs (higher level of Maslow’s
hierarchy of needs and McClelland’s needs for
affiliation, achievement and power)
Motivation
• Comes from the Latin word movere, which
means “to move.”
• Motivation is what “moves” people to do the
things they do
• Motivation is related to factors that direct and
energize the behavior of humans and other
organisms
3
Motivation is a process that
.
– initiates
– directs
– sustains behavior
– to satisfy physiological / psychological / social needs
or wants
Motives
 Motives – internal states that arouse and

direct behavior toward specific objects or
goals
5
Motivation Cycle
Goal Need
Incentive Drive
6
Satisfied need no longer motivates
7
Motivation Cycle
• Need: Internal deficiency; causes
• Drive: Energized motivational state (e.g., hunger,

thirst); activates/arouses some activities
• Incentives: object, situation or activity, which give

satisfaction, excite, reward, maintain and direct
behavior
• Goal: Target of motivated behavior i.e. reduction

of tension
8
Intrinsic and Extrinsic Motivation
• Intrinsic motivation causes us to participate in
an activity for our own enjoyment or satisfaction
rather than for any concrete, tangible reward
that it will bring us.
• Extrinsic motivation causes us to do something
for money, a grade, or some other concrete,
tangible reward.
• We are more apt to persevere, work harder, and
produce work of higher quality when motivation
for a task is intrinsic rather than extrinsic.
Primary and Secondary Motives
• Primary motives: lower order needs in
Maslow’s Hierarchy of Needs i.e. physiological
needs and safety/security needs
• Secondary motives: higher order needs in
Maslow’s Hierarchy of Needs i.e. Need for
affiliation, esteem needs and self actualization
needs
Theories or approaches of Motivation
• Instinct—motives are innate
• Drive—biological needs as motivation; push
motivation
• Incentive—extrinsic things; pull motivation
• Arousal—people are motivated to maintain
optimum level of arousal
• Cognitive approach
• Maslow’s hierarchy of needs
11
Instinct Approach
• Instincts: Inborn patterns of behavior that are
biologically determined rather than learned
• According to instinct approaches to motivation,
people and animals are born preprogrammed
with sets of behaviors essential to their survival
• Psychologists do not agree on what and how
many primary instincts exist
• Evolutionary approaches focus on our genetic
inheritance
12
McDougall’s List of Instincts
1. Instincts of flight: escape from danger and safety
2. Instinct for combat and pugnacity: fight and struggle
3. Instinct for repulsion: avoid distasteful and nasty object
4. Instinct of curiosity
5. Parental instinct: protect offspring
6. Instinct of appeal: protect self by raising voice
7. Instinct of construction: creativity
8. Instinct of acquisition: collect necessary items
9. Instinct of gregariousness: be in groups; social
10. Instinct of sex or copulating
11. Instinct of self assertion: one is better from others
12. Instinct of self abasement or submission: remain submissive follow others
13. Instinct of food seeking
14. Instinct of laughter: counteracting negative emotions
13
Drive-Reduction Approach
• Suggests that a lack of some basic biological
requirement such as water and food produces a drive to
obtain that requirement
• Drive
• Motivation tension, or arousal, that energized
behavior to fulfill a need
• Primary drives
• Secondary drives
14
Drive-Reduction Theory
15
Drive-Reduction Approach and
homeostasis
• Homeostasis is body’s tendency to maintain a steady
internal state
• Underlies primary drives
• Uses feedback loops
• Need for food, water, stable body temperature,
and sleep
• Not all behavior people do to seek drive reduction i.e.
many people pursue thrilling activities such as riding a
roller coaster, bungee jumping or mountain climbing
16
Arousal Approach
• Arousal refers to a general
level of alertness and
mental/physical activation
• It seeks to explain behavior in
which the goal is to maintain
or increase excitement
• People vary widely in the
optimal level of arousal they
seek out
17
Arousal
• Humans prefer to maintain a

set level of arousal
– Avoid over-arousal
– Seek stimulation
18
Incentive Approach
• Suggests motivation comes from the desire to
obtain valued external goals, or incentives
• Incentive theory to “push” and “pull” behavior
• In this view, the desirable properties of
external stimuli—whether grades, money,
affection, food, or sex—account for a person’s
motivation
19
Incentive Approach
• Organisms sometimes seek to fulfill needs
even when incentives are not apparent
• We seek to satisfy our underlying hunger
needs (the push of drive-reduction theory),
• We are drawn to food that appears very
appetizing (the pull of incentive theory)
• Drives and incentives may work together in
motivating behavior
Cognitive Approach
• It suggests that motivation is a product of
people’s thoughts, expectations, and goals
– Intrinsic motivation
– Extrinsic motivation
• Also includes Albert Banadura’s works i.e.
observational learning
21
Maslow’s Hierarchy of Needs
22
Needs for Achievement, Affiliation,
and Power
• Need for Achievement: a person who strives to
obtain satisfaction by achieving something that they
highly value i.e. good grades, money, or winning a
game
• Need for Affiliation: Striving for friendship i.e. an
interest in establishing and maintaining relationships
with other people
• Need for Power: Striving for impact on others i.e. a
tendency to seek impact, control, or influence
others in order to be seen as a powerful individual
24
Physiological and Socio Psychological
Needs
• Physiological needs (Lower order needs of

Maslow’s hierarchy and hunger and sex)
• Socio psychological needs (higher level of
Maslow’s hierarchy of needs and McClelland’s
needs for affiliation, achievement and power)

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Motivation

Prepared by Dipesh Updhyay

 Motives – internal states that arouse and

• Drive: Energized motivational state (e.g., hunger,

• Incentives: object, situation or activity, which give

• Goal: Target of motivated behavior i.e. reduction

• Humans prefer to maintain a

• Physiological needs (Lower order needs of

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