What is motivation?What is motivation? Coming from the Greek word “movere,”“movere,”

which means to move, motivationmotivation involves the question of whywhy people behave, think and feel the way they do.

What is motivation?What is motivation?

Motivation is having the desire and willingness to do something (e.g. becoming a professional; learning how to ride a bike)

What are the characteristics What are the characteristics of a motivated behavior?of a motivated behavior?

EnergizedEnergized to do or engage in an activity; DirectedDirected towards reaching a specific goal; SustainedSustained and intensifiedintensified feelings about

reaching that goal.

What are the kinds What are the kinds of motives?of motives?

Basic or Primary MotivesBasic or Primary Motives1. Need to adjust to

temperature2. Need to quench thirst3. Need to satisfy hunger4. Avoidance of pain5. Need for sensory

stimulation6. Need for sex

Acquired or SecondaryAcquired or Secondary1. Need to belong2. Need for love3. Need for achievement4. Need to be nurtured5. Need for safety

I. INSTINCT THEORY I. INSTINCT THEORY

William McDougall (1908):William McDougall (1908): Humans are motivated by a number of different instincts (e.g. curiosity, self-assertion).

Instincts—Instincts—are innate tendencies or biological forces that determine behavior; they are assumed to be universal throughout species.

Instincts are now redefined as fixed action fixed action patternpattern——an innate biological force that predisposes an organism to behave in a fixed way in the presence of a specific environmental condition

II. DRIVE-REDUCTION THEORYII. DRIVE-REDUCTION THEORY

Key Components:Key Components:– NeedNeed—a—a biological state in which the organism biological state in which the organism

lacks something essential for survival (e.g. lacks something essential for survival (e.g. food, water, oxygen); a deprivation that food, water, oxygen); a deprivation that energizes the drive to eliminate or reduce the energizes the drive to eliminate or reduce the deprivation.deprivation.

– DriveDrive—a state of tension produced by need —a state of tension produced by need that motivates the organism to act to reduce that motivates the organism to act to reduce that tension. that tension.

To go back to a state ofTo go back to a state of homeostasishomeostasis—once —once the need is satisfied, the body returns to a the need is satisfied, the body returns to a more balanced state or equilibrium.more balanced state or equilibrium.

Why would the organism Why would the organism want to reduce the tension?want to reduce the tension?

DRIVE-REDUCTION THEORY:DRIVE-REDUCTION THEORY:– A A needneed results in a results in a drive,drive, which is a state which is a state

of tension, that motivates the organism to of tension, that motivates the organism to act to reduce the tension and return the act to reduce the tension and return the body to body to homeostasis.homeostasis.

III. INCENTIVE THEORYIII. INCENTIVE THEORY IncentivesIncentives—are environmental factors,

such as external stimuli, reinforcers or rewards, that motivate our behavior.– Examples: Examples: grades, recognition, money, fame

Because incentivesincentives are external, external, they are thought of as pulling pulling us to obtain them;

whereas drives drives are internal, internal, they are thought of as pushing pushing us to obtain them. Hence, incentives and drives are the pull

and push of our behavior.

IV. COGNITIVE THEORYIV. COGNITIVE THEORY Extrinsic motivation—Extrinsic motivation—involves

engaging in certain behaviors or activities because of incentives or external rewards

IntrinsicIntrinsic motivationmotivation——involves engaging in involves engaging in certain behaviors or certain behaviors or activities because the activities because the behaviors themselves are behaviors themselves are personally rewarding or personally rewarding or because engaging in these because engaging in these activities fulfills our activities fulfills our beliefs or expectations.beliefs or expectations.

In summary:In summary: TheThe theory of fixed action patterns theory of fixed action patterns

(instinct)(instinct) explains the behavior of animals.explains the behavior of animals. TheThe drive-reduction theory drive-reduction theory (a pushing (a pushing

forced) explains our actions to meet forced) explains our actions to meet biological or physiological needs.biological or physiological needs.

TheThe incentive theory incentive theory (a pulling force) (a pulling force) explains why we do things to obtain explains why we do things to obtain external rewards.external rewards.

TheThe cognitive theory cognitive theory explains that we do explains that we do things to satisfy personal beliefs or meet things to satisfy personal beliefs or meet personal goals.personal goals.

Maslow’s Hierarchy of NeedsMaslow’s Hierarchy of Needs Abraham MaslowAbraham Maslow believed that our believed that our

needs are arranged in a hierarchy.needs are arranged in a hierarchy. We satisfy our biological needs We satisfy our biological needs

first before we turn our attention first before we turn our attention and energy to fulfilling personal and energy to fulfilling personal and social needs.and social needs.

Maslow’s Maslow’s hierarchy of needshierarchy of needs is is represented by a pyramid and represented by a pyramid and shows the order in satisfying shows the order in satisfying biological and social needs.biological and social needs.

Biological needs—are physiological Biological needs—are physiological requirements that are critical to our survival requirements that are critical to our survival and physical well-being.and physical well-being.– Examples: food, water, oxygen, sleep, Examples: food, water, oxygen, sleep,

avoidance of pain and sexavoidance of pain and sex

Social needs—are needs that are acquired Social needs—are needs that are acquired through learning and experience.through learning and experience.– Examples: affiliation, nurturance, play, Examples: affiliation, nurturance, play,

dominance, achievementdominance, achievement

Two Kinds of Needs:Two Kinds of Needs:

Maslow’s Hierarchy of NeedsMaslow’s Hierarchy of Needs

Maslow’s Hierarchy of Needs Self-actualization

Esteem

Social Needs

Safety Needs

Physiological

Higher Order Needs

Lower Order Needs

• Physiological needs—Physiological needs—includes food, includes food, water, sleep, sex, etc. necessary for water, sleep, sex, etc. necessary for basic survival.basic survival.– Examples:Examples: People who are homeless People who are homeless

would be especially concerned with would be especially concerned with satisfying their physiological needs.satisfying their physiological needs.

Level 1. Physiological needsLevel 1. Physiological needs

Level 2. Safety and security needsLevel 2. Safety and security needs• Safety and security needs—Safety and security needs—the need the need

for protection from harm.for protection from harm.– Examples:Examples: People who live in dangerous People who live in dangerous

communities will be concerned about communities will be concerned about satisfying their safety needs.satisfying their safety needs.

Level 3. Love and belongingness needsLevel 3. Love and belongingness needs

• Love and belongingness needs—Love and belongingness needs—the the need for affiliation and acceptance by need for affiliation and acceptance by others.others.– Examples: Examples: Adolescents and young adults Adolescents and young adults

who are beginning to form serious who are beginning to form serious relationships would be interested in relationships would be interested in satisfying their need for love and satisfying their need for love and belongingness.belongingness.

Level 4. Esteem needsLevel 4. Esteem needs

• EsteemEsteem needs—the need for achievement, needs—the need for achievement, competency, gaining approval and competency, gaining approval and recognition.recognition.– Examples:Examples: During early and middle adulthood, During early and middle adulthood,

people are concerned with achieving their people are concerned with achieving their goals and establishing their careers.goals and establishing their careers.

Level 5. Self-actualization needsLevel 5. Self-actualization needs

• Self-actualization Self-actualization needs—needs—the need to the need to fulfill one’s unique fulfill one’s unique potential as a human potential as a human being; this is the being; this is the highest and most highest and most elusive kind of need elusive kind of need and because it is and because it is difficult and difficult and challenging, only a challenging, only a few individuals are few individuals are able to reach this able to reach this level.level.

Maslow’s Hierarchy of Needs Applied in Work Setting

Self Actualization

Esteem

Social Needs

Safety

Physiological

Challenging work

Participation in decision making

Promotions to higher status quo

Recognition from bosses

Friendly co-workers

Interaction with customers

Job security

Safe working conditions

Reasonable work hours

Physical comfort on the job

REFLECTION: REFLECTION: What motivates me most?What motivates me most?

• Write a short reflection paper on the things that Write a short reflection paper on the things that motivate you most:motivate you most:– To achieveTo achieve– To loveTo love– To go on with your lifeTo go on with your life

• Rank the following list of values in terms of how Rank the following list of values in terms of how important are they as your guiding principles :important are they as your guiding principles :– A comfortable lifeA comfortable life —An exciting life—An exciting life– A sense of accomplishmentA sense of accomplishment —A world at peace —A world at peace– A world of beautyA world of beauty —Equality —Equality– Family securityFamily security —Freedom —Freedom– HappinessHappiness —Inner harmony —Inner harmony– Mature loveMature love —National security —National security– PleasurePleasure —Salvation —Salvation– Self-respectSelf-respect —Social recognition —Social recognition– True friendshipTrue friendship —Wisdom —Wisdom