Motivation

Theories of Motivation

Theories of Motivation

I. Instinct/Evolutionary theoryII. Drive Reduction theoryIII. Incentive theoryIV. Optimal arousal theoryV. Humanistic theoryVI. Cognitive constancy theory

Instinct/Evolutionary

• Based on Charles Darwin’s evolutionary theory

• “Natural selection”• Our goals are to

survive and reproduce

• Proximate v. ultimate causes

Proximate v. Ultimate Causes

Proximate Cause

Ultimate Cause

Instinct/Evolutionary

• Why are we attracted to certain people?

• Why do we try to look a certain way?

• Why do we strive for success?

• What makes us take risks?

Is behavior pushed or pulled?

Drive reduction theory

• Behavior is pushed internally• A physiological need creates a

psychological drive to reestablish homeostasis

• When the physiological need increases, so does the psychological drive

• When the need is met, the drive is reduced

Drive-reducingbehaviors

(eating, drinking)

Need(e.g., for

food, water)

Drive(hunger, thirst)

Incentive Theory

• Behavior is pulled externally• Positive and negative stimuli either

lure or repel us• Our individual learning histories

determine what motivates us

So which is correct?

• We are most driven when there is both a need and an incentive

• Intrinsic v. extrinsic motivation

Optimal Arousal Theory

• Not all behaviors achieve homeostasis or fulfill a need-based drive

• Despite having biological needs satisfied, we feel driven to experience stimulation

• Everyone has an “optimal level” of arousal

• Optimal level is different for everyone and situational

Yerkes-Dodson Law*

Humanistic Theory

• Maslow’s Hierarchy– Some needs take

priority over others– People are

naturally driven to better themselves

– The order of needs is not fixed and can change based on the situation

Self-actualization needsNeed to live up to one’s

fullest and unique potential

Esteem needsNeed for self-esteem,

achievement, competence,and independence; need for

recognition and respect from others

Safety needsNeed to feel that the world is organized and

predictable; need to feel safe, secure, and stable

Belongingness and love needsNeed to love and be loved, to belong

and be accepted; need to avoid loneliness and alienation

Physiological needsNeed to satisfy hunger and thirst

Cognitive Constancy*• Beliefs that are in opposition

often produce conflict (cognitive dissonance)

• Behaviors counter to beliefs produce conflict

• The individual is motivated to reduce the tension created by conflict

– Tension reduced by changing or modifying beliefs

– Tension reduced by changing or modifying behavior