MotivationMotivationChapter 11 IntroductionChapter 11 Introduction

Self Reference Effect:Self Reference Effect:

• What motivates you?What motivates you?

• What motivates your What motivates your mom/dad/pet? mom/dad/pet? (choose)(choose)

I.I. What is What is MotivationMotivation??

A A needneed or or desire (wantdesire (want that energizes and directs behavior. that energizes and directs behavior.

1.1. NeedNeed – – A physiological “push” from the inside A physiological “push” from the inside out.out.

*primary reinforcer*primary reinforcera.a. Examples?Examples?

2.2. WantWant – – A cognitive, cultural, or psychological A cognitive, cultural, or psychological “pull” from the outside in.“pull” from the outside in.

*secondary reinforcer*secondary reinforcera.a. Examples?Examples?

3.3. Instinct – Four elements to an instinct…Instinct – Four elements to an instinct…a.a. Complex behaviorComplex behaviorb.b. Rigidly patternedRigidly patternedc.c. Throughout a speciesThroughout a speciesd.d. UNLEARNEDUNLEARNED

4.4. Incentives -- Positive or Negative Incentives -- Positive or Negative ENVIRONMENTAL ENVIRONMENTAL stimuli that either lure (pull) stimuli that either lure (pull) or repel (push) us.or repel (push) us.

*Needs and wants used with a purpose of *Needs and wants used with a purpose of motivatingmotivating

Perspectives and Motivation- Perspectives and Motivation-

Biological and Behavioral Biological and Behavioral A.A. Clark Hull - Drive-Reduction TheoryClark Hull - Drive-Reduction Theory

the idea that a physiological need creates the idea that a physiological need creates an aroused tension state (a drive) that an aroused tension state (a drive) that motivates an organism to satisfy the needmotivates an organism to satisfy the need

Drive-reducingbehaviors

(eating, drinking)

Need(e.g., for

food, water)

Drive(hunger, thirst)

II.II. Perspectives and MotivationPerspectives and Motivation1.1. Drive-Reduction Theory (homeostatic model)Drive-Reduction Theory (homeostatic model)

a.a. Pushed by Pushed by needneed to to reducereduce an internal an internal drivedrive. . Hence, DRIVE REDUCTION.Hence, DRIVE REDUCTION.** Sometimes the PUSH comes from an Sometimes the PUSH comes from an association we make (learned need). association we make (learned need).

I have an internal NEED to eat. This DRIVES me to find food. I fulfill my I have an internal NEED to eat. This DRIVES me to find food. I fulfill my motivation and I eat. My hunger is REDUCED. (physiological)motivation and I eat. My hunger is REDUCED. (physiological)

I have a learned NEED to make money. I am driven to find a job. I find a I have a learned NEED to make money. I am driven to find a job. I find a job. My DRIVE is REDUCED. (behavioral)job. My DRIVE is REDUCED. (behavioral)

b.b. By reducing our drives, we maintain By reducing our drives, we maintain homeostasishomeostasis, , or a state of physiological and psychological balance.or a state of physiological and psychological balance.

c.c. Homeostasis is maintained by our internal Homeostasis is maintained by our internal set point set point ….our personal “thermostat” for physiological needs. ….our personal “thermostat” for physiological needs.

Thirst… Hunger…. Temperature… Sex Drive (Hypothalamus/Homeostasis)Thirst… Hunger…. Temperature… Sex Drive (Hypothalamus/Homeostasis)

MotivationMotivation2.2. Optimal ArousalOptimal Arousal

Rather than reducing a physiological need or tension Rather than reducing a physiological need or tension state, some motivated behaviors increase arousalstate, some motivated behaviors increase arousal

Yerkes-Dodson LawYerkes-Dodson Law There is an optimal level of arousal for the best There is an optimal level of arousal for the best

performance of any task; the more complex the task, performance of any task; the more complex the task, the lower the level of arousal that can be tolerated the lower the level of arousal that can be tolerated before performance deteriorates. before performance deteriorates.

Easy task = needs high arousalEasy task = needs high arousal Best performance = moderate level of arousalBest performance = moderate level of arousal

Perspective and Motivation Perspective and Motivation (cont.)(cont.)

2.2. Optimal Arousal TheoryOptimal Arousal Theory

a.a. Sometimes we are not motivated to Sometimes we are not motivated to REDUCE, but to INCREASE arousal. REDUCE, but to INCREASE arousal.

We do something for the sake of We do something for the sake of doing it.doing it.

I have a WANT to run. I am motivated to run my first 5K. I have a WANT to run. I am motivated to run my first 5K. I want to run further next time. I run a 10 K. I want to run further next time. I run a 10 K. I want to run more. I run a marathon. I want to run more. I run a marathon. Running reinforced MORE running. (behavioral/learned response)Running reinforced MORE running. (behavioral/learned response)

Airplane Jump Airplane Jump

Baby exploring it’s surroundings/Sensorimotor StageBaby exploring it’s surroundings/Sensorimotor Stage

B.B. Humanistic Perspective (raise Humanistic Perspective (raise hand)hand)

1.1. Maslow’s Hierarchy of NeedsMaslow’s Hierarchy of Needs

You and your group/partner are about to You and your group/partner are about to be marooned on an unexplored island for be marooned on an unexplored island for an indefinite period of time. List 10 an indefinite period of time. List 10 things you would take with you… things you would take with you… INCLUDING people. Only ONE item per INCLUDING people. Only ONE item per line. You are going with the clothes you line. You are going with the clothes you currently have on, unless you put others currently have on, unless you put others on your list.on your list.

Maslow’s Hierarchy/Humanism (cont.)Maslow’s Hierarchy/Humanism (cont.)

C.C. Psychoanalytic Motivation (thumb)Psychoanalytic Motivation (thumb)1.1. Freud’s view of basic motivations: Freud’s view of basic motivations:

a.a. We are motivated early by self We are motivated early by self preservation and sex first. preservation and sex first. b.b. Later, we are motivated by Later, we are motivated by

aggression, wishes and aggression, wishes and fear.fear.

c.c. Sometimes, our wishes conflict Sometimes, our wishes conflict with our with our fears, leading to fears, leading to UNCONSCIOUS conflict.UNCONSCIOUS conflict. d.d. Motivations have Motivations have an unconscious an unconscious source: source:

I vow to never be in a relationship with an alcoholic or abuser, I vow to never be in a relationship with an alcoholic or abuser, but I continuously finds find myself in such relationships. but I continuously finds find myself in such relationships.

I am NOT hungry. I FEAR being fat. I WISH not to be I am NOT hungry. I FEAR being fat. I WISH not to be stressed. stressed.

I find myself eating a whole box of cookies. I feel shame or I find myself eating a whole box of cookies. I feel shame or guilt.guilt.

Hunger MotivationHunger Motivation

The Motivation to EatThe Motivation to Eat

Physiology and PsychologyPhysiology and Psychology

Motivation to Eat - HungerMotivation to Eat - Hunger

• We We needneed to eat for basic survival to eat for basic survival

• We We wantwant to eat foods that don’t to eat foods that don’t ensure our survival ensure our survival – reinforcement/comfort/culturereinforcement/comfort/culture

• We find food both We find food both intrinsicallyintrinsically (push) motivating and (push) motivating and extrinsically extrinsically (pull) motivating(pull) motivating

Was Maslow Correct?Was Maslow Correct?

• Ancel Keys’ Minnesota Ancel Keys’ Minnesota Starvation ExperimentStarvation Experiment– Baseline Calories 3200Baseline Calories 3200

per day for 3 monthsper day for 3 months– 3000 Calories of activity 3000 Calories of activity

per per dayday– Reduced to 1800 calories Reduced to 1800 calories

per per day for 3 monthsday for 3 months– Lost all other motivation Lost all other motivation

Washburn and Cannon – Washburn and Cannon – The “Push” to eatThe “Push” to eat

1. They attempted to find the PHYSIOLOGICAL motivation of

hunger.

 2. They looked for the root of hunger

PANGS in the STOMACH.

 3. What did they find?Balloon – our stomach does “pang”

when empty, but we “feel” hunger long before then

The Physiology of HungerThe Physiology of Hunger

1. SEROTONIN increases as we eat which calms us.  a. What drug manipulated this neurotransmitter?

Fen Fen 2. Glucose Levels and Hunger  a. As glucose DECREASES hunger INCREASES.  b. When hunger INCREASES the

HYPOTHALAMUS reacts. (pleasure, drives) 

Physiology of Hunger Physiology of Hunger ContinuedContinuedc. The LATERAL hypothalamus brings on the feelings of hunger.  d. I … LoVe to EAT

Lateral Stimulated = EATOVentromedial Stimulated = STOPE ….ATING

e. Lateral Hypothalamus:When cut, hunger decreased, skinny rat

  Ventromedial Hypothalamus:

When cut, hunger increased, 2X their size or MORE

Physiology of Hunger Physiology of Hunger Continued Continued Brain and Set Point*These two structures “wire” you to maintain balance

  f. Define your set point: “Weight thermostat” – set to restore lost fuel and remove excess stores of

fat   g. Hypothalamic Centers are there to MAINTAIN

this set point by increasing and decreasing HUNGER or altering your METABOLIC rate.

3. Define metabolic rate: Base resting rate of energy expenditure. Increase energy, increase calories burned.  a. Physiology describes the biological PUSH to eat.

Psychology of HungerPsychology of Hunger

Internal EaterInternal Eater

• Maintains Set PointMaintains Set Point

• Listens to Listens to hypothalamus and hypothalamus and body when eatingbody when eating– Starts when hungryStarts when hungry– Stops when fullStops when full

External EaterExternal Eater

• Pulled by external Pulled by external cues to eatcues to eat– CultureCulture– Reinforcements/Reinforcements/

RewardsRewards– EmotionEmotion– StressStress– Sensation (smell/sight)Sensation (smell/sight)

• Ignores Set PointIgnores Set Point

• May over or under eatMay over or under eat

Achievement Achievement MotivationMotivation

The motivation to accomplish, The motivation to accomplish, master, control, and attain master, control, and attain

high standards. high standards.

ComparisonComparison

Hunger and SexHunger and Sex

• Hunger and sex are Hunger and sex are both INTERNAL and both INTERNAL and EXTERNAL motivatorsEXTERNAL motivators– We learn to be We learn to be

motivated by these motivated by these (pull)(pull)

– We are physiologically We are physiologically motivated by these motivated by these (push)(push)

AchievementAchievement• Achievement, on the Achievement, on the

other hand, is purely other hand, is purely INTERNAL. INTERNAL. – We learn to want (pulled) We learn to want (pulled)

to achieve through our to achieve through our experiences. We are never experiences. We are never physiologically driven physiologically driven (pushed) to achieve.(pushed) to achieve.

– It also qualifies as a type of It also qualifies as a type of OPTIMAL AROUSALOPTIMAL AROUSAL• Achievement breeds MORE Achievement breeds MORE

desire/want to achievedesire/want to achieve

Sources of Achievement Sources of Achievement MotivationMotivationEmotional Roots - associate achievement with positive emotions (conditioning/behavioral)

– take the EXTRINSIC and make it INTRINSIC

Cognitive Roots - help person to attribute (mentally) achievement with one’s own efforts and high expectations

– take the EXTRINSIC and make it INTRINSIC

Sources of Achievement Sources of Achievement MotivationMotivationParental Influences - help children to make the associations and attributions EARLY and consistently over time – think acquisition and shaping.  Birth Order (Adler?) -

– first children have a higher need for achievement– later children (second onward) have a higher need

for social interaction and are more likely to support non-traditional ideas

Sources of Achievement Sources of Achievement MotivationMotivationIntrinsic Motivation vs. Extrinsic Motivation  Which is MORE motivating?BOTH – Walter Mischel – Stanford Marshmallow

1. Extrinsic in shaping/acquisition (at first)Teach to use effort/delay gratificationTeach to control impulsivity

http://www.ted.com/talks/joachim_de_posada_says_don_t_eat_the_marshmallow_yet.html

2. Intrinsic in maintaining long-term

•  Self-discipline is higher predictor of achievement

Achievement Motivation in Achievement Motivation in the Work Placethe Work Place

Industrial/Organizational Industrial/Organizational Psychology and AchievementPsychology and Achievement

Work Place MotivationWork Place Motivation

How the emotional, cognitive, and How the emotional, cognitive, and parental roots of fostering INTRINSIC parental roots of fostering INTRINSIC motivation apply?motivation apply?

Provide a sense of:Provide a sense of:

recognition (cognitive)recognition (cognitive)

affiliation (emotion)affiliation (emotion)

accomplishment (extrinsic/intrinsic)accomplishment (extrinsic/intrinsic)

Work Place MotivationWork Place Motivation

How to foster all three?How to foster all three?

Set specific and challenging goals Set specific and challenging goals with with CLEAR objectives. CLEAR objectives. (accomplishment)(accomplishment)

Provide feedback throughout the Provide feedback throughout the process (recognition and affiliation)process (recognition and affiliation)

Leadership Style – Leadership Style – to build all threeto build all three

Task LeaderTask Leader

• ACCOMPLISHMENTACCOMPLISHMENT– Goal-orientedGoal-oriented– OrganizedOrganized– Focus on goalsFocus on goals– Set Standards – clearlySet Standards – clearly– DIRECTIVE (men)DIRECTIVE (men)

• Tend to think THEORY Tend to think THEORY XXWorkers are X Workers are X

(extrinsically) motivated(extrinsically) motivated

Workers error-proneWorkers error-prone

Social LeaderSocial Leader• AFFILIATION and AFFILIATION and

RECOGNITIONRECOGNITION– Mediates conflictMediates conflict– SupportiveSupportive– Build teamworkBuild teamwork– Group-orientedGroup-oriented– DEMOCRATIC (women)DEMOCRATIC (women)

• Tend to think Theory YTend to think Theory YWorkers are intrinsically Workers are intrinsically

motivatedmotivated

Workers strive to be the bestWorkers strive to be the best

Your Teachers?Your Teachers?

• Theory X or Theory Y?Theory X or Theory Y?

• Social or Task?Social or Task?