Business Psychology

Sir Noel M. Teves

Motivation
Chapter 4

Lesson Overview
y Motivation y Intrinsic and extrinsic motivation y Drive, tendency, motives, purpose y Origin of motives y Classification of motives y Theories of motivation
y Theory of sequential development y Psychoanalytic theory y Principles Governing Human Behavior y Superiority and inferiority theories y Need theory y Theory of functional autonomy of motives

Motivation
y Is the hypotesized cause of behavior: the

determinant of behaviors arousal, vigor, direction & persistence. y Is often considered an answer to the question why an action is performed. y Cause of an organism's behavior, or the reason that an organism carries out some activity y is considered the why of behavior. y It is the cause of behavior. Every movement, response, or actuation has its purpose.

Motivation
y In a human being, motivation involves both

conscious and unconscious drives. y Psychological theories must account for a primary level of motivation to satisfy basic needs, such as those for food, oxygen, and water, and for a secondary level of motivation to fulfill social needs such as companionship and achievement. y The primary needs must be satisfied before an organism can attend to secondary drives.

Motivation
y Motivation causes the individual to do something y Motivation cannot be directly observed. y Unconscious motives: we may not be conscious

or aware of our motives . y Accidents, forgetting, slips of speech and of the pen, are the signs of unconscious motivation. y Motivation also help us make prediction about our behavior.

ntrinsic and Extrinsic Motivation

ntrinsic and Extrinsic Motivation

Intrinsic motivation- refers to motivation that is driven by an interest or enjoyment in the task itself, and exists within the individual rather than relying on any external pressure Students are likely to be intrinsically motivated if they:
y attribute their educational results to internal factors that

they can control (e.g. the amount of effort they put in), y believe they can be effective agents in reaching desired goals (i.e. the results are not determined by luck), y are interested in mastering a topic, rather than just rotelearning to achieve good grades.

ntrinsic and Extrinsic Motivation

Extrinsic Motivation - comes from outside of the individual. common extrinsic motivations are rewards like money and grades, coercion and threat of punishment. competition is in general extrinsic because it encourages the performer to win and beat others, not to enjoy the intrinsic rewards of the activity. a crowd cheering on the individual and trophies are also extrinsic incentives.

Drive, Tendency, Motives, Purpose

Meanings

DRIVES
y Is typically cited as internal state that explain

actions. y Psychology . an inner urge that stimulates activity or inhibition; a basic or instinctive need: the hunger drive; sex drive.

Types of Drives
y Primary Drives y are not learned but are present in an

organism from birth or appear with growth. y Secondary Drives y are acquired by the individual organism through learning and may originate as a means of fulfilling primary drives

MOTIVES
y The goal or object of a person's actions y Something that causes a person to act

in a certain way, do a certain thing, etc.

TENDENCY
y The quality of tending towards to

something. y A natural or prevailing disposition to move, proceed, or act in some direction or toward some point, end, or result

PURPOSE
y A result which is desired to obtain & which

is kept in mind in performing an action. y The reason for which something exists or is done, made, used, etc.

ORIGIN OF MOTIVES

ORIGIN OF MOTIVES
y Motives originate either from Biological or

Psychological source or from environmental influence y A motives may arise from BIOLOGICAL NEED such as the need for food or water which will drive an individual to seek food when hungry or drink when thirsty. y ENVIRONMENTAL INFLUENCE - we react strongly to social acceptance as when we like to acquire appliances or any other thing that we see in others specially if we can afford them.

CLASSIFICATION OF MOTIVES
Motives are classified into three, namely biological motives, social motives, sexual motives and personal Motives

Biological Motives (Physiological Motives or Survival Motives)

y The biological Motives are rooted in the physical

state of the body. y This motives are triggered by lack of internal balance of physiological drives known as homeostasis. y Non-satisfaction of this biological motives, also called physiological, primary, fundamental, basic drives may lead to sickness which may eventually lead to death.

Examples Of Biological Motives

y Hunger y Thirst y Oxygen y Wrath or Cold y Sleep /Rest y Pain Avoidance y Elimination of Body Waste

Social Motives (Psychological Motives)

y Social needs stem from our desire to establish good

relation with people who surround us. y Very much aware of the positive consequences of healthy relationships we find ways and means to satisfy our social motives. y Once these motives, also called psychological, psychosocial, secondary, or learned motives, are satisfied, they will never disappear but the person will continue to feel desire to maintain or strengthen them.

Examples of Social Motives

y Achievement motive y Social acceptance/approval y Affiliation y Altruism y Status and prestige y Gregariousness y Affectional Drive y Need for Security and Safety y Dependency

Sexual Motivation
y Sexual motivation is both biological and

social. y It is biological since sexual behavior depends, in part, on physiological conditions and it is social because it involves other people. y Sexual behavior is influenced by social pressures. y Sex Urge

Personal Motives (Ego-integrative Motives)

y Human beings have personal motives which

must be satisfied. This motives build around the self .

Examples of Personal Motives

y Recognition y Prestige y Status y Power Drive y Achievement Drive y Autonomy Drive y Defensiveness Drive

Theories of Motivation

Theory of Sequential Development

y The organization of basic needs

described by Abraham H. Maslow, a social anthropologist, is helpful in understanding the variety of needs of an individual. y He present five levels arranged in a hierarchy. Arranged from lower to higher levels, they are:

Hierarchy of Needs
y Physiological needs (hunger, oxygen, thirst) y Safety and security needs (stability, security and

order) y Belongingness and love needs (affection, affiliation and identification) y Esteem and prestige needs (recognition, selfrespect, honor) y Self actualization needs (need for self-fulfillment, need to ones potentialities to the fullest)

Psychoanalytical Theory
y Sigmund Freud (Sigismund Schlomo Freud), a

Jew y Father of Psychoanalysis y Founder of Psychoanalytic School of Psychiatry y Considers personality to have three structures:
o ID o EGO o SUPEREGO

y His contention is that behavior that we manifest is

the product of these three structure.

Principles Governing Human Behavior

y The Pleasure Principle y Reality Principle y Tension-Reduction Principle y Polarity or Duality Principle y Repetition-Compulsion Principle

The Pleasure Principle

y Man is a pleasure-seeking animal,... it is not

a duty to seek pleasure but rather ... that every act is motivated by the desire for pleasure and to some degree by the avoidance of pain. y Being in a pleasant state of existence (euphoria) is a basic principle of Freud.

Reality Principle
y Man not only seeks pleasures but is likewise

bound by limits of reality which tell him that upon occasion he must postpone an immediate pleasure in favor of more important future pleasures. y Thus he still seeks pleasure but is also realistic and creates a hierarchical form of pleasure; later pleasures judged more important, take precedence over current ones deemed less important.

Tension-Reduction Principle
y Man will become tightened up in somewhat the

same fashion as a rubber band or rope pulled in opposite directions. y In this state, the material man is unhappy because pleasure tears him apart. y The way to avoid this painful force is to reduce the tension or to remove it, or to become so strong that the pressure becomes relatively weak and tolerable

Polarity or Duality Principle

y Everything in life is manifested in two dissimilar

qualities: right-wrong; good-bad; up-down; manwoman; life-death; etc. y We are continuously being confronted with having to make decisions between doing or not doing certain activities. y Man's attempt to maintain some form of homeostasis which he cannot, forces him to be between the two opposing forces.

Polarity or Duality Principle

y The dimension of speed may be added to the

quality of motion or direction of motion as we travel between these poles. y Concurrently, the quicker the trip from one pole to the other, the quicker is the rebound. Thus the more rapidly we make up our mind about something, the more rapidly we find that we have changed to the other side.

Polarity or Duality Principle

y The concept of pole reversal is illustrated in

the terminology of psychoanalysis sadism (pleasure from making others suffer) and masochism (pleasure from making self suffer).

Repetition-Compulsion Principle
y Man is a habit forming animal. He is

inclined to repeat that which is successful. y The longer he does so, the more fixed this becomes as his modus operandi in daily life.

Superiority And Inferiority Theory

y Was advanced by Alfred Adler a disciple of

Sigmund Freud and later rejected the psychoanalytic theory

y there are seven principles of human behavior

which present accurately the salient features of Adler's work.

These are the principles of:

(1) Inferiority, (2) Superiority, (3) Style of life (4) Creative self (5) Conscious self, (6) Fictional goals (7) Social interest

Inferiority Principle
y Adler believes that man is born into the world

feeling incomplete and unfulfilled, with a deep sense of inferiority. y Most humanity wants to go beyond where it is, but once having attained a desired goal, one has only temporary feeling of satisfaction. y The moment human being can see something bigger and beyond where he is at that moment, he again feels inferior, unfulfilled, or incomplete the entire process which from inferiority to efforts for a new attainment process again.

Superiority Principle
y Superiority does not mean power over men

, but that each human is trying to be superior within himself. y Superior therefore mean Superior over oneself . y It is a prime mover or serves a drive to every persons live to achieved his/her goal

Need Theory
y David McClelland proposed that an individuals

specific need are acquired over time and are shaped by ones life experiences. y Most of these needs can be classed as either:
y Achievement y Affiliation y Power

Achievers
y Seek to excel and appreciate frequent

recognition of how well they are doing. They will avoid low risk activities that have no chance of gain. They also will avoid high risks where there is a significant chance of failure.

Affiliation seekers y Look for harmonious relationships with other people. They will thus tend to conform and shy away from standing out. The seek approval rather than recognition.

Power seekers
y Want power either to control other people

(for their own goals) or to achieve higher goals (for the greater good). They seek neither recognition nor approval from others -- only agreement and compliance.

Need Theory (Henry Murray)

y This theory was advanced by Henry Murray, an

American who constructed a projective test known as Thematic Apperception Test (TAT) to measure the psychological needs of man. y He was able to identify 20 needs which he believes are present in almost every individual although they may vary in strength and intensity. y Some of these needs are the need for achievement, affiliation, aggression, autonomy, dependence, dominance, exhibition, succorance, etc.

Need Theory (Henry Murray)

y It is said that no other theorist has provided a complete

taxonomy of needs as has Murray. y The need concept has been the form of Murray's conceptual efforts. He defines need as a construct (a convenient fiction or a hypothetical concept) which stands for a force in the brain region a force which organizes perception, intellection, and action in such a way as to transform in a certain direction an existing, unsatisfying situation. y Murray grants that when a need is aroused, the individual is in a state of tension, and satisfaction of the need involves reduction of tension

Theory of Functional Autonomy of Motives

y A theory advanced by Gordon Alport (1937)

y States that the motives of a person develop

in his attempt to satisfy another motives, continue to function autonomously, despite the absence of further reinforcement of psychological condition originally responsible for them

Theory of Functional Autonomy of Motives

y Franciso et al . (1969) y Cite the example of a man whose original motive

for working is to earn a living but who may insist on staying on his job even though circumstances no longer require him to do so. y This may be due to the gradual emergence of new motives like the need for recognition and for activity.