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Motivation Motivation

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MotivationMotivation

Motivation is a need Motivation is a need or desire that or desire that

energizesenergizes behavior behavior and and directsdirects it it

towards a goal.towards a goal.

Alan Ralston was Alan Ralston was motivated to cut his motivated to cut his arm in order to free arm in order to free himself from a rock himself from a rock

that pinned him that pinned him down.down.

Alan Ralston

AP

Photo/ R

ocky Mountain N

ews, Judy W

algren

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Perspectives on Perspectives on MotivationMotivation

Perspectives to explain motivation include Perspectives to explain motivation include the following: the following:

1.1. Instinct TheoryInstinct Theory

2.2. Drive-Reduction Drive-Reduction TheoryTheory

3.3. Arousal TheoryArousal Theory

4.4. Hierarchy of MotivesHierarchy of Motives

5.5. Self-determination Self-determination TheoryTheory

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Instincts & Evolutionary Instincts & Evolutionary PsychologyPsychology

Instincts are complex behaviors that have Instincts are complex behaviors that have fixed patterns throughout different species fixed patterns throughout different species

and are not learned (Tinbergen, 1951).and are not learned (Tinbergen, 1951).

Where the woman builds different kinds of housesthe bird builds only one kind of nest.

© A

riel Skelley/ M

asterfile

Tony B

randenburg/ Bruce C

oleman, Inc.

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Drive-Reduction TheoryDrive-Reduction Theory

When the instinct theory of motivation When the instinct theory of motivation failed it was replaced by the drive-failed it was replaced by the drive-

reduction theory. A physiological need reduction theory. A physiological need creates an aroused tension state (creates an aroused tension state (a drivea drive) ) that motivates an organism to satisfy the that motivates an organism to satisfy the

need (Hull, 1951).need (Hull, 1951).

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Drive ReductionDrive Reduction

FoodDrive

Reduction

Organism

The physiological aim of drive reduction is homeostasis, the maintenance of a steady internal state (e.g., maintenance of steady

body temperature).

Stomach FullEmpty Stomach(Food Deprived)

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IncentiveIncentive

Where our needs push, incentives (positive or negative stimuli) pull us in

reducing our drives.

A person who smells baking bread(incentive) may feel a hunger drive.

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Higher Order NeedsHigher Order Needs

Henry MurrayHenry Murray

““higher orderhigher order”” needs: not needs: not physiologically basedphysiologically based

e.g.s: Need for Affiliatione.g.s: Need for Affiliation

Need for Achievement etc.Need for Achievement etc.

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The Need to BelongThe Need to Belong

““[Man] is a social animal,[Man] is a social animal,”” (Aristotle). (Aristotle). Separation from others increases our Separation from others increases our

need to belong.need to belong.

“Cast Away,” Tom Hanks, suffersfrom social starvation.

20th C

entury Fox/ D

reamw

orks/ The K

obal Collection

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Aiding SurvivalAiding Survival

Social bonds boosted our ancestorsSocial bonds boosted our ancestors’’ survival rates. These bonds led to the survival rates. These bonds led to the

following:following:

1.1. Protecting against predators, especially for the Protecting against predators, especially for the young.young.

2.2. Procuring food.Procuring food.

3.3. Reproducing the next offspring.Reproducing the next offspring.

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Hierarchy of NeedsHierarchy of Needs

Abraham Maslow Abraham Maslow (1970) suggested that (1970) suggested that

certain needs have certain needs have priority over others. priority over others. Physiological needs Physiological needs

like breathing, thirst, like breathing, thirst, and hunger come and hunger come

before psychological before psychological needs such as needs such as

achievement, self-achievement, self-esteem, and the need esteem, and the need

for recognition.for recognition. (1908-1970)

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Hierarchy of NeedsHierarchy of Needs

Hurricane Survivors

Menahem

Kahana/ A

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/ Getty Im

agesM

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a/ Getty Im

ages

David P

ortnoy/ Getty Im

ages for Stern

Joe Skipper/ R

euters/ Corbis

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Self-Determination Self-Determination TheoryTheory

Deci & Ryan (2000)Deci & Ryan (2000)

Basic Needs:Basic Needs: Relatedness, Competence, AutonomyRelatedness, Competence, Autonomy

Motivation: Intrinsic Vs. ExtrinsicMotivation: Intrinsic Vs. Extrinsic(Autonomous Vs. Controlled self-regulation)(Autonomous Vs. Controlled self-regulation)

Autonomous motivation Autonomous motivation better goal progress and better goal progress and higher satisfactionhigher satisfaction

Excessive controlling rewards can undermine IM Excessive controlling rewards can undermine IM ((““overjustification effectoverjustification effect””))

Autonomy support Autonomy support increased autonomous motivation increased autonomous motivation

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Challenging GoalsChallenging Goals

Specific challenging goals motivate people Specific challenging goals motivate people to reach higher achievement levels, to reach higher achievement levels,

especially if there is feedback such as especially if there is feedback such as progress reports.progress reports.

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How to motivate peopleHow to motivate people

avoid stifling intrinsic motivationavoid stifling intrinsic motivation support autonomous motivationsupport autonomous motivation provide informative feedback rather provide informative feedback rather

than controlthan control find out whatfind out what’’s important to the s important to the

individualindividual