Book authors:
R.H. Ettinger
Chapter 8
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Defining motivation
– The process that initiates, directs, and sustains
behavior to satisfy physiological or psychological
needs or wants
– Psychologists generally break motivation down into
three processes: activation, persistence, and
intensity
Activation is the initiation of motivated behavior
Persistence is the faithful and continued effort put forth in
order to achieve a goal or finish a project
Intensity refers to the focused energy and attention applied
in order to achieve a goal or complete a project
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What Is Motivation?
Instinct theories
– The notion that human behavior is motivated by
certain innate tendencies, or instincts, shared by all
individuals
– Most psychologists today reject instinct theory as
observation alone suggests that human behavior is
too richly diverse, and often too unpredictable, to be
considered fixed and invariant across the entire
species
Drive-reduction theory
– A theory of motivation suggesting that a need
creates an unpleasant state of arousal or tension
called a drive, which impels the organism to engage
in behavior that will satisfy the need and reduce the
tension
– Clark Hull
Popularized the drive-reduction theory
Believed that all living organisms have certain biological
needs that must be met if they are to survive
Arousal theory
– A theory suggesting that the aim of motivation is to
maintain an optimal level of arousal
– Arousal
A state of alertness and mental and physical activation
– When arousal is too low, stimulus motives cause
humans and other animals to increase stimulation
through sensation-seeking behavior.
– Stimulus motives
Motives that cause humans and other animals to increase
stimulation and that appear to be unlearned
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What Is Motivation?
Need for
Self-Actualization
Esteem Needs
Safety Needs
Physiological Needs
Moral development
– Research on Kohlberg’s theory
Miller and Bersoff
– Found great differences between the Indian and the
United States’ cultures
– The postconventional moral reasoning common in
India stressed interpersonal responsibilities over
obligations to further justice
– Americans emphasized a personal or rights-oriented
view over individual responsibilities to others
Drive
– A state of tension or arousal arising from a
biological need; one not based on learning
Thirst
– Thirst is a basic biological drive, for all animals must
have a continuous supply of fluid
– There are two types of thirst
Extracellular thirst-occurs when fluid is lost from the body
tissues
Intracellular thirst-involves the loss of water from inside the
body cells
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Primary Drives
Dieting
– The complexities of the processes involved in
appetite regulation and energy metabolism explain
why diets often do not work
– To be effective, any weight-loss program must help
people decrease energy intake, increase energy
expenditure, or both
– Miller and others
Found that even when obese and thin people have the
same caloric intake, thin people derive about 29% of their
calories from fats, while obese people average 35% from
fat
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Primary Drives
Eating disorders
– Anorexia nervosa
An eating disorder characterized by an overwhelming,
irrational fear of being fat, compulsive dieting to the point of
self-starvation, and excessive weight loss
Anorexia typically begins in adolescence, and most of
those afflicted are females
Anorexics’ perception of their body size is grossly distorted
No matter how emaciated they become, they continue to
perceive themselves as fat
Development of Sexuality
– Before birth
– Reproductive organs form
– Mother’s testosterone wash of fetus
– Childhood
– Sexual feelings and sexual play common
– Often with same-gendered peers
– Does NOT indicate homosexuality
Development of Sexuality
– Adolescence
– Sexual activity may begin
– Learning to engage in physical and
emotional intimacy is an important
developmental task
– Adulthood
– In the U.S., married people engage in more
sex than unmarried people
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3. Understanding Human Sexual
Behavior
Development of Sexuality
– Adolescent
Higher pregnancy rates among adolescents than in many other
developed countries
High incidence of sexually transmitted diseases
– Adulthood
Loss of a partner (divorce or death) decreases sexual
activity
Sexual activity declines with age
High Rates of Sexual Dysfunction in the U.S
– However, most report satisfying sex lives
– Sexuality is part of a healthy lifestyle
– Important to seek help for sexual problems
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B. Sexual Behavior
NO
• Peer groups in childhood may predict later sexual orientation (Bem,
“Exotic becomes erotic”)
• Some report success changing sexual orientation with therapy
• However, these studies are controversial
Social Motives
– Such as Need for affiliation & Need for achievement
– Acquired through experience and interaction with
others
Need for achievement (n Ach)
– Henry Murray
Thematic Apperception Test
– A projective test consisting of drawings of ambiguous
situations, which the test taker describes
Need for achievement
– The need to accomplish something difficult and to
perform at a high standard of excellence
Work motivation
– Industrial/organizational psychologists
Psychologists who focus on the relationship between the
workplace or organization and the worker
– Work motivation
The conditions and processes responsible for the arousal,
direction, magnitude, and maintenance of effort one puts
forth in one’s job
– Two of the most effective ways to increase
employee motivation and improve performance are
1] reinforcement and 2] goal setting
Work motivation
– Reinforcement/bonuses is first technique
– A second technique for increasing performance is
goal setting
An organization can enhance employees’ commitment to
goals
– By having them participate in the goal setting
– By making goals specific, attractive, difficult, and attainable
– By providing feedback on performance
– By rewarding the employees for attaining the goals
– I/O psychologists redesign jobs to make them more
interesting, satisfying, and attractive
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Social Motives
Work motivation
– Expectancy theory
Motivation to engage in a given activity is determined by
– Expectancy
a person’s belief that more effort will result in
improved performance
– Instrumentality
the person’s belief that doing a job well will be
noticed and rewarded
– Valence
the degree to which a person values the rewards
that are offered
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