Psychology, 4/e by Saul Kassin

CHAPTER 11:

Motivation

Motivation

What Motivates Us? Basic Human Motives Social Motives Motivating People at Work
Psychology, 4/e by Saul Kassin 2004 Prentice Hall

What Motivates Us?

General Theories of Motivation
Drive Theory

The notion that physiological needs arouse tension that motivates action The notion that motivation comes from a need to achieve and maintain an optimum level of arousal The notion that we behave in ways that produce a valued inducement
Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Arousal Theory

Incentive Theory

What Motivates Us?

The Pyramid of Human Motivation
Maslow's Pyramid of Needs
Heirarchy of Needs
Maslows list of basic needs that have to be satisfied before people can become self-actualized Low-level needs must be met before trying to satisfy higher-level needs Self-actualization is to fulfill ones potential

Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Basic Human Motives

Hunger and Eating
Cannon and Washburn's Hunger Experiment
Participants swallowed a balloon to record stomach contractions and pushed button to report hunger feelings. Hunger feelings came at peak of contractions. This theory has been discredited. Stomach contractions do not cause hunger. Psychology, 4/e by Saul Kassin
2004 Prentice Hall

Basic Human Motives

Hunger and Eating
The Hunger-Regulation Cycle

When blood glucose is low, people become hungry. Food raises glucose, reduces hunger and eating.
Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Basic Human Motives

Hunger and Eating
Obesity
According to U.S. health trends, 19832002, Americans are increasingly overweight. However, Americans are more health conscious in other areas. U.S. Health Trends, 1983-2002
Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Basic Human Motives

Hunger and Eating
Body Weights of Twins
Identical twins are more similar in body weight than are fraternal twins. Genetic factors play a large role in body weight.

Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Basic Human Motives

Hunger and Eating
Ideal Body Image

Which image is ideal for your sex? Which comes closest to your own body? What could dissatisfaction with ones body image cause?
Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Basic Human Motives

Hunger and Eating: Eating Disorders
Anorexia Nervosa

An eating disorder in which the person, usually an adolescent girl or young woman, limits her eating and becomes emaciated An eating disorder that is marked by cycles of binge eating followed by purging This disorder is twice as common as anorexia

Bulimia Nervosa

Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Basic Human Motives

Sexual Motivation
The Sexual-Response Cycle

Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Sexual Motivation
Origins of Homosexuality
Identical twins have highest concordance (similarity) rates for sexual orientation compared to fraternal twins and adoptive siblings.

Same pattern exists for males and females.

This suggests that sexual orientation is influenced by genes.

Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Sexual Motivation
Origins of Homosexuality
According to Bems developmental theory of homosexuality, genes determine behavior in childhood. Children who engage in gender-nonconforming activities are more likely to be attracted to the same sex in adolescence.
Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Social Motives
Belongingness Motives
Need for Affiliation

Desire to establish and maintain social contacts Desire for close relationships characterized by open and intimate communication Sharing of intimate details about oneself to another person
Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Need for Intimacy

Self-Disclosure

Social Motives
To Whom Do People Lie?

Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Social Motives
Esteem Motives
Achievement Motivation

A strong desire to accomplish difficult tasks, outperform others, and excel A strong desire to acquire prestige and influence over other people

Need for Power

Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Social Motives
Esteem Motives
Motivating Effects of Success and Failure: Matters of Culture
Success motivates Canadians while failure motivates the Japanese.

Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Motivating People at Work

Reward-Based Motivation
Many companies use incentive programs to motivate their employees:

Individualized incentives, time off or extra pay Small-group incentive plans, offering bonuses to work unit members for reaching goals Profit-sharing Recognition Programs
e.g., Employee of the Month

Possibility for promotion and raising status

Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Motivating People at Work

Intrinsic and Extrinsic Motivation
Intrinsic Motivation

An inner drive that motivates people in the absence of external reward or punishment The desire to engage in an activity for money, recognition, or other tangible benefits

Extrinsic Motivation

Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Motivating People at Work

Effects of Payment on Intrinsic Motivation
College students had 3 sessions with puzzles. Some were paid during the second session, others were not. Time spent on puzzles during breaks was recorded. If people are paid for a task they already enjoy, they may lose interest in it.
Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Motivating People at Work

Equity Motivation
Insurance workers temporarily moved to new offices Those sent to higher-status offices showed increased performance Those sent to lower-status offices showed decreased performance

Psychology, 4/e by Saul Kassin 2004 Prentice Hall

Motivating People at Work

Equity Motivation
Equity Theory

People want the ratio between input and outcome to be roughly the same for themselves as for others

Psychology, 4/e by Saul Kassin 2004 Prentice Hall