PRS
Chapter 11:
Emotion and Motivation
 Are you here today?
 A. YES, I’m so motivated that I came to class
today.
 B. No, I’m not here today, and I can’t find
my shoes.
Brown Unit 9:
What Moves Us,
& How We Feel About It
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Copyright © Allyn & Bacon 2009
Emotion
Theories of Emotion
Three Components of Emotion




Emotion
A feeling state
characterized by
physiological
__________,
______________
behaviors, and a
______________
interpretation.
James-Lange
Cannon-Bard
Schachter-Singer
Schachter
Singer
Opponent-Process
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James-Lange
Theory of Emotion
PRS
 Emotion arises from physiological arousal
 Happiness comes from _________
 Sadness comes from _________
Sight of
oncoming
car
(perception of
stimulus)
Pounding
heart
(arousal)
Fear
(emotion)
 According to the James-Lange
theory of emotion you are
afraid because you feel your
heart pounding.
 True/False
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1
Cannon-Bard
Theory of Emotion
Sight of
oncoming
car
(perception of
stimulus)
Pounding
heart
(arousal)
Fear
(emotion)
Schachter’s Two-Factor
Theory of Emotion
 Emotion originates in
the thalamus
Body (physiological
 “Body”
systems) and “Mind”
(emotional
experience) are
_________________
activated at the same
_________
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Cognitive
label
“I’m afraid”
 Male hikers rated an attractive assistant
as being more attractive if they first saw
her on a swaying bridge over a deep
gorge, compared to ratings of her
attractiveness if they met her on solid
ground.
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Two Dimensions of Emotion
Human Emotion:
Putting the Pieces Together
Dynamics of Emotion
Opponent-Process Theory of Emotion
Positive
valence
joy
Low
arousal
High
arousal
fear
anger
Negative
valence
Fear
(emotion)
Schacter-Singer Two
factor Theory
 Emotions are produced by
an __________________,
with an ____________of
of
that arousal
sadness
Sight of
oncoming
car
(perception of
stimulus)
 Physiological
arousal
 Sweaty palms
 Increased heart
rate
 Rapid breathing
 Cognitive Label
 _______source
of arousal to a
cause.
 To have an
emotion, both
factors are
required.
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Two-factor theory
pleasant
relaxation
Pounding
heart
(arousal)
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 Every primary emotional
state triggers its _________,
opponent state.
 A positive emotional state is
followed by a negative state,
and vice versa.
 Emotional experience is
___________over time.
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2
Opponent Process
 Emotions come in ______that are
opposites of one another.
 The A-state response is ______to arise,
and
d fast
f t tto return
t
tto b
baseline.
li
 The B-state response is ________to rise
to its peak, and slow to return to baseline.
 Over repeated exposure the B-state
response grows in relative magnitude.
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Discrete Emotions
Theory
 Humans experience a small number of
distinct emotions that can combine in
complex ways
 Evolutionarily adaptive
 Emotional expressions may be the byproducts of innate motor programs
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PRS
Opponent Process
 Sauna bath experience.
 Emotional response patterns to initiation
and maturation stages
g of romantic
relationships.
 Thrill seeking behavior.
 Job burnout.
 Drug addiction.
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Physiology of Emotion
 Different emotions are associated with
somewhat __________patterns of physiological
arousal. Anger, joy and disgust feel different
subjectively and they appear to reflect different
subjectively,
biological reactions.
 Cortical activation: left hemisphere damage is
associated with __________, right hemisphere
damage is associated with __________.
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External Cues of Emotion
 According to the opponent-process theory
of emotion, all emotions come in pairs.
 True/False
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 The face is the ______of the soul
(Eckman).
 Cross-cultural data set.
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3
Culture and Emotional
Expression
Experienced Emotion
When culturally diverse people were shown basic
facial expressions, they did pretty good at
recognizing them (Ekman & Matsumoto, 1989).
Izard (1977) has isolated 10 emotions. And most of
them are present in infancy, excluding contempt,
shame and guilt.
Bob Daaemmrich/ The Image Works
Marc Grimberg/ The Image Bank
Michael Newman/ PhotoEdit
Nancy Brown/ The Image Bank
Patrick
k Donehue/ Photo Researchers, Inc.
Tom McCarthy/ Rainbow
Lew Merrim/ Photo Researchers, Inc.
Elkman & Matsumoto, Japanese and
Caucasian Facial Expression of Emotion
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How Well do People Identify
Emotions?
Putting the Pieces Together
Russell's Circumplex Model
 Which emotions are
universal, felt in all
cultures?
 __________________
__________________
__________________
 Russell identified two main
dimensions of emotion
 Emotions can be sorted
according to these
dimensions in several
cultures
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Hindu Dance
PRS
 Happiness is one of the easiest emotions
to recognize.
In classical Hindu dance, the body is trained to effectively convey 10 different emotions.
 True/False
Network Photographers/ Alamy
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4
Are There Cultural Differences in
Emotion?
 Some aspects of emotion seem
universal.
 However, cultures affect the
categorization of emotions and the
_____________that govern when and
where emotions can be __________.
The Expressive Component
Nonverbal Communication
 Electrodes placed on the
face record activity in
various muscles.
 Positive emotions
increase activity in
________.
 Negative emotions
increase activity in
_______________areas.
The Facial EMG
Electromyograph (EMG)
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The Expressive Component
Sensory Feedback
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Emotion--A Polygraph
Examination
 Facial-Feedback Hypothesis
 The hypothesis that changes in facial
expression can produce corresponding
changes
c
a ges in emotion
e ot o
 Zajonc, et al. had subjects repeat vowel
sounds.
 Making some sounds - “ah” and “e” - caused
smiling and __________mood.
 Making other sounds - “u” and “ü” - caused
frowning and ____________mood.
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Emotion-Lie Detectors
 Polygraph
 machine commonly used in attempts to
detect lies
 Records multiple channels of autonomic
arousal and is often used as a lie
liedetector test.
 Several of the physiological responses
accompanying emotion
 perspiration
 cardiovascular
 breathing changes
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Lie Detectors
 Because individuals often experience different
emotions when lying compared to telling the
truth contrasting physiological patterns may
potentially be used to detect lying
lying.
 Based on the idea that lying is _______arousing
than telling the truth.
 Problem: accomplished con artists may show
low arousal when telling huge lies. An honest
person may display more arousal than a lying
person.
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5
Emotion-Lie Detectors
Detecting Lying
 50 Innocents
 50 Theives
Percentage
80
70
60
50
40
30
20
10
0
Innocent
people
Guilty
people
Judged innocent by polygraph
Judged guilty by polygraph
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 1/3
/3 o
of innocent
oce t
declared guilty
 1/4 of guilty
declared
innocent (from
Kleinmuntz &
Szucko, 1984)
Cooperative Learning
 A person who is lying may not be able to monitor all
channels of non-verbal expression – look for interchannel discrepancies.
 Does body language conflict with verbal and facial
expression?
 Did one facial expression quickly _______a contrasting
facial pattern?
 Are the facial expressions _____________?
 Was the voice pitch too high, did they speak too
______with _____fluency, did they engage in more
sentence __________?
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fMRI: Lie Detectors?
 Thinking generally, what are some
possible confounds with a lie
detector system that is based on
physiological
h i l i l measures off arousal?
l?
 Meet with your group for 60 seconds!
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fMRI: Don’t Think About Lying
fMRI
 By mapping the neural circuits behind
deception, researchers are turning fMRI
into a new kind of lie detector that's more
probing and accurate than the polygraph.
polygraph
 Researchers believe that fMRI should be
tougher to outwit because it detects
something much harder to suppress:
_____________________________
_____________________________.
 Four regions of the brain are more
strongly activated when a person is lying
than when he is telling the truth.
 "A lie is always more ___________than
the truth.
 "You think a bit more, and fMRI picks that
up."
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6
fMRI and Counter
Terrorism
 "We can't say whether this person will one day
use a bomb.
 "But we can use fMRI to find concealed
information We can ask: 'is
information.
is X involved in
terrorist organisation Y?'."
 In the not-too-distant future, police may request
a warrant to search your brain.
 At present: 'Spin' and
____________leave no neuro-trace
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Experienced Emotion
 Moods across the day
PRS
 The modern polygraph can correctly
determining that someone is lying 100%
of the time.
 True/False.
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Experienced Emotion
 Feel-good, do_______
 phenomenon
 people’s
tendency to be
helpful when
already in a
good mood
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Emotion and Cognition
 Our moods may influence our perceptions
of _____________stimuli. We evaluate
ambiguous stimuli more favorably when in
a good mood compared to a bad mood.
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Emotion and Cognition
 Positive and negative moods influence
_________such that you tend to
selectively retrieve memories that
_____________the established mood.
 Job interview applicants (ambiguous stimuli)
can be perceived differently depending on the
affective state of the interviewer.
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Emotion and Cognition
 Creative activities are heightened by
working when in a happy mood. Happy
emotions tend to __________a wider
range of ideas and associations.
PRS
 Creative and analytic processes are not
altered by our moods.
 True/False
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Subjective Well-Being
 self-perceived
happiness or
satisfaction with life
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Satisfaction with Life Scale (SWLS)
 used along with
measures of objective
well-being
well
being
 physical and economic
indicators to evaluate
people’s quality of life
 Research on new
positive psychology is
on the rise
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Copyright © Allyn & Bacon 2009
What Makes Us Happy:
The Myths
 The prime determinant of happiness is
what happens to us
 Money makes us happy
 Happiness declines in old age
 Happiness and negative emotions lie on
opposite ends of the spectrum
 People on the West Coast are the
happiest
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What Makes Us Happy:
The Realities




Marriage
Friendships
College
Religion
Political affiliation
Exercise
 Gratitude
 Flow


Caveats:


The associations between these variables and happiness
are typically modest in magnitude, with many exceptions
These findings derive from correlational research, so the
direction of causation is unclear
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8
Does Money Buy
Happiness?
Values & Life Satisfaction
Students who valued love ______than money report higher life satisfaction. Wealth is like health: Its utter absence can breed misery, yet g
having it is no guarantee of happiness. Over a 40 year period, Americans became over twice as wealthy but no happier.
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Social-Comparison Theory
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Adaptation-Level Theory
 The theory that people evaluate
themselves by making
_____________
with others
 The theory that people evaluate
experiences in relation to current
levels to which they have become
_____________
Happiness is not relative to our past but also to our comparisons with others. Relative Deprivation is the perception that one is worse off relative to those with whom one compares oneself with.
Adaptation‐Level Phenomenon: Like adaptation to brightness, volume, and touch, people get adapted to income levels. “Satisfaction has a short half‐life” (Ryan, 1999).
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Pleasure and the Pursuit of Happiness
National Happiness Ratings
 The happiness scale : very happy (4), quite happy (3), not very
happy (2), or not at all happy (1).
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Cooperative Group Challenge









Only 6 are used.
1. somatic marker
2. two factor
3 Cannon-Bard
3.
Cannon Ba d
4. durability bias
5. mere exposure
6. display rules
7. hedonic treadmill
8. affective forecasting
9
Q1.
Q2
 Q1. When we believe that both our good
and bad moods will last longer than they
do, we are suffering from the _____.
 Q2. The ability to predict our own and
other’s happiness as called _____.
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Q3.
Q4.
 3. Cultures differ in _____, their societal
guidelines for how and when to display
emotions.
 4. Repeated exposure to a stimulus
makes us more likely to feel favorably
toward it, a phenomenon called the _____
effect.
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Q5.
Q6.
 5. The _____ theory proposes that
emotions are produced by an
undifferentiated state of arousal along
with an explanation of that arousal.
 6. The tendency for our moods to adapt
to external circumstances is called the
_____.
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10
MOTIVATION: Why are you
behaving this way???
 Motivation – ________processes that
serve to
______________________________
behavior.
What Motivates Us?
General Theories of Motivation
 Instinct theory
 The notion that behavior is propelled by universal
innate instincts – greed, sympathy, curiosity,
aggression
 Drive Theory
y
 The notion that physiological needs arouse tension that
motivates action
 Arousal Theory
 Motivations cannot be directly observed.
They must be _________from the
individual’s patterns of behavior.
 The notion that motivation comes from a need to
achieve and maintain an optimum level of arousal
 Incentive Theory (Expectancy Theory)
 The notion that we behave in ways that produce a
valued inducement
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Motivation
 __________
 complex behavior that is rigidly
patterned throughout a species
and is unlearned
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Instinct Theory
 Developed a long list of possible instincts.
 Biological determinism.
 The existence of an instinct was inferred from
the very behavior that is was suppose to
explain.
 _________________: Why does Joe get in fights?
Because he has an aggressive instinct. How do we
know that Joe has an aggressive instinct? Because
Joe gets in fights.
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Drive Theory
 Biological needs arising within our
bodies create unpleasant states of
arousal (hunger, thirst, fatigue) that
propel us to act to
_________physiological
h i l i l balance
b l
(homeostasis).
 Problem: humans appear to engage in
some behaviors designed to ________a
drive, rather than reduce it. Individuals
will skip lunch to improve the enjoyment of
a special dinner.
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Motivation
 Drive-____________Theory
 the idea that a physiological need creates an
aroused tension state (a drive) that motivates
an organism to satisfy the need
Need
(e.g., for
food, water)
Drive
(hunger, thirst)
Drive-reducing
behaviors
(eating, drinking)
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11
Motivation
Drive Reduction
Physiological aim of drive reduction is _____________– maintenance of steady internal state, e.g., maintenance of steady body temperature.
Drive
Reduction
Food
 Homeostasis
 tendency to maintain a ____________or
constant internal state
 regulation of any aspect of body
chemistry around a particular level
Empty Stomach
Stomach Full
(Food Deprived)
Organism
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Arousal Theory
PRS
 According to drive theory, people should
never be willing to skip a meal in order to
heighten their enjoyment of a forthcoming
meal.
 T/F
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Drives and Arousal: Not
Getting Ahead of the Curve
 _______________
Law there’s an
inverted U-shaped
relationship between
arousall and
d performance
f
 Our arousal level shifts
depending on time of day
 When we’re under-aroused
we frequently experience
stimulus hunger, or a drive
for stimulation
Copyright © Allyn & Bacon 2009
 Humans seek an optimal level of
arousal that is depicted by an inverted
U-shaped function.
 A moderate level of arousal results in
optimal performance for many tasks.
 You can try too ____, and also not try
_____enough.
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Incentive Theory
 Motivation is not a matter of being
pushed from within by hidden urges,
but rather a matter of being pulled from
without by __________of obtaining
d i d outcomes.
desired
t
 People lift weights, jog, and study late into
the night not because they have drives to
engage in these activities, but because
they believe that engaging in these
activities will yield results that they wish to
attain.
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12
What Motivates Us?
The Pyramid of Human Motivation
Hierarch of Needs
Abraham Maslow (1970)
suggested some needs
have priority over others.
Physiological needs like
breathing, thirst and
hunger come before than
psychological needs like
achievement, selfesteem and need for
recognition.
___________of Needs
 Maslow’s list of basic needs that have to be
satisfied before people can become selfactualized
 Low-level needs must be met before trying to satisfy
higher-level needs
 Self-actualization is to fulfill one’s potential
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(1908‐1970)
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Maslow
Hierarch of Needs
Joe Skipper/ Reuters/ Corbis
Mario Tama/ Getty Images
oy/ Getty Images for Stern
David Portno
Menahem
m Kahana/ AFP/ Getty Images
Hurricane Survivors
 The idea that needs arise and are
satisfied in a particular order is not
always __________.
 People sometimes seek to satisfy higher
needs
d even when
h lower
l
needs
d in
i the
th
hierarchy have not been fully met. Some
individuals with a terminal illness may
strive to complete a great book or
painting…to try to achieve something
meaningful…to have been all that they
were able to be.
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Motivation Research
PRS
 Maslow proposed that self-actualized
people are necessarily selfish and
manipulative of others.
 T/F
 Hunger and feeding
 Sexuality
 Aggression
 Social
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13
Motivation-Hunger
 Stomach contractions accompany our feelings of hunger
Glucose: C6H12O6
Glucose level in the blood is maintained. Insulin decreases glucose in blood making us feel hungry. Glucose
 the form of sugar that
circulates in the blood
 provides the major source of
energy for body tissues
 when its level is low, we feel
hunger
Glucose Molecule
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Hunger and Eating
Glucose & Brain
Levels of glucose in
the blood are
monitored by
receptors (neurons) in
the
h stomach,
h liver,
l
intestines, they send
signals to the
______________in the
brain.
The Hunger-Regulation Cycle
Rat Hypothalamus
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 When blood glucose is low, people become hungry.
 Food raises glucose, reduces hunger and eating.
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Hypothalamic Centers
Lateral hypothalamus (LH) brings on hunger
(stimulation). Destroy it and the animal has no
interest in eating. Reduction of blood glucose
stimulates orexin in LH which leads to ravenous
eating in rats.
Ventromedial hypothalamus (VMH) depresses
hunger (stimulation). Destroy it and the animal
eats ____________.
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Richard Howard
Hypothalamic Centers
14
Hunger
Set-Point Theory
Manipulating lateral and ventromedial hypothalamus and alters the body’s “weight thermostat.”
If weight is lost – food intake increases and energy expenditure decreases. If weight is gained – the opposite takes place.
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 Under feeding – _______________
 Over feeding – __________
 If you eat just one extra carrot a day (20
calories), you will gain 2 pounds a year, 20
pounds a decade. Thus the regulation of
food intake must to very precise to defend a
set body weight.
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Eating Disorders
PRS
 The hypothalamus is thought to play a
prominent role in the regulation of
hunger.
 T/F
 _____________Nervosa
 when a normal-weight person diets and
becomes significantly (>15%) underweight,
yet, still feeling fat, continues to starve
 usually an adolescent female
 _____________Nervosa
 disorder characterized by episodes of
overeating, usually of high-calorie foods,
followed by vomiting, laxative use, fasting, or
excessive exercise
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Eating Disorders
Body Image (Women)
Anorexia Nervosa: Characterized by a
normal-weight person (usually adolescent
women) losing weight continuously and
yet feeling overweight
overweight.
Lisa O’Connor/ Zuma/ Corbis
Reprinted by permission of The New England
Journal of Medicine, 207, (Oct 5, 1932), 613-617.
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Western culture tends to over‐emphasize thin body image than other cultures.
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15
Hunger and Eating
Obesity
Obesity
A disorder characterized by excessive
overweight. Obesity increases risk and health
issues like cardiovascular diseases, diabetes
hypertension, arthritis, and back problems.
http://www.cyberdiet.com
 According to U.S.
health trends, 19832002, Americans are
increasingly
___________.
 However, Americans
are more health
conscious in other
areas.
U.S. Health Trends, 1983-2002
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Hunger and Eating
Body Weights of Twins
 Identical twins are
more similar in body
g than are
weight
fraternal twins.
 Genetic factors play
a ______role in
body weight.
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Stress, food cues and
appetite
 Stress: average body weight individuals
______appetite with increases in stress
while overweight individuals show the
reverse pattern.
 Potency of external food cues:
overweight individuals feel ________to
food-related cues than do average weight
individuals.
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Can you “catch” obesity?
Catching Obesity
 There is a lot of good advice to help
us avoid becoming fat, such as eat
less and exercise. But if some
researchers are right, you may soon
be hearing a surprising new piece of
advice:
 There is growing evidence that some viruses
may cause obesity, thus making
__________________, said Leah Whigham of
the University of Wisconsin
Wisconsin, Madison,
Madison lead
researcher in a new study on the subject.

Her study found that a human-infecting virus
called AD-37 causes obesity in chickens.
________________.
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16
Sexuality
PRS
 In America today a larger portion of the
public is afflicted with anorexia than with
obesity.
 T/F
 In most mammals sexual behavior is
strongly regulated by the level of sex
hormones. In humans sexual behavior
is _______strongly controlled by
hormone levels.
levels
 The range of variation in sexual interest
in “normal” individuals is enormous.
 Some individuals report being happily
celibate for years, while other individuals
report 3 or more orgasms every day.
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Sexual Motivation
 Sex
 a physiologically based motive, like
hunger, but it is more affected by
g and values
learning
 Sexual Response Cycle
 the four stages of sexual responding
described by Masters and Johnson
 excitement
 plateau
 orgasm
 resolution
2.
3.
4.
5.
Sexual Motivation
 _____- sexual desire
 Physiology of human
sexual response
 Desire
 Excitement
 Orgasm (climax)
 Resolution
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Contraception
1.
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Ignorance: Canadian teens girls have mistaken ideas about birth control methods.
Guilt‐Related to Sexual Activity: Guilt reduces sexual activity but also reduces the use of contraceptives
contraceptives.
Minimal Communication: Many teenagers feel _____________about discussing contraceptives.
Alcohol Use: Those who use alcohol prior to sex are _______likely to use contraceptives.
Mass Media: Media’s portrayal of unsafe extramarital sex decreases the use of contraceptives.
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Copyright © Allyn & Bacon 2009
Sexually Transmitted Infection
Factors that reduce sexual activity in teens.
1.
2
2.
3.
4.
High Intelligence: Teens with higher intelligence
are likely to delay sex.
Religiosity: Religious teens and adults more often
reserve sex for marital commitment.
Father Presence: A father’s absence from home
relates to higher teen sexual activity.
Learning Programs: Teens who volunteer and tutor
learning programs on reducing teen pregnancy are
less likely to engage in unsafe sex.
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17
Same drives, different attitudes
Births to Unwed Parents
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SDT Prevalence
Sexual Orientation
 CDC: March 11, 2008
 Girls 14-19 years of age
Sexual orientation refers to a person’s preference for
emotional and sexual relationships with individuals of the
same sex, other sex and/or either sex; an enduring
sexual attraction toward members of either one’s own
gender (homosexual orientation) or the other gender
(heterosexual orientation)






26% have an STD and most do not know it!
18% HPV
4% chlamydia
2% trichominias
2% herpes simplex
HPV rates in US women are estimated to approach
80% by middle age. HPV is a leading cause of
cancer!
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Sexual Preference
 About __% of the adult population is
homosexual – sexual behavior is directed
towards members of one’s own gender.
 Neuronal factors: LeVay (1991) found that
one region of the hypothalamus was two
times larger in hetersexual males compared
to that for homosexual males. In male
monkeys the surgical destruction of these
cells reduced the monkeys interest in
females, but did not reduce their sex drive.
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Homosexual
Heterosexual
Bisexual
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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 ______.
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Bailey & Pillard (1991; 1992)
Origins of Sexual Orientation
Homosexuality is more likely to be based on biological factors like differing brain centers, genetics, parental hormone exposure, than _______________________factors.
Cynthia Johnson/ Time magazine
 Male homosexuality concordance rates:
52% identical twin
22% fraternal twin
11% adopted brother
Female homosexuality concordance rates:
48% identical twin
16% fraternal twin
6% adopted sister
Homosexual parents
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Revision 2006 PSB
The Homosexual Man’s Brain
Hormones & Sexual Orientation
The size of the anterior hypothalamus is smaller (LeVay, 1991) and anterior commissure is larger
(Allen & Gorski, 1992) in homosexual men.
__________hormones affect sexual orientation during critical periods of ________development.
http://www.msu.edu
Anterior
Commissure
1.
2.
Animals: Testosterone exposure to fetus results in females (sheep) showing homosexual behavior.
females (sheep) showing homosexual behavior.
Humans: Female hormone exposure to male or female fetus (human) results in attraction to males.
Anterior
Hypothalamus
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Sexual Orientation
 Recent data suggests that male
homosexuality is more common among the
male relatives of the men’s mothers side of
the family. The gene for sexual orientation
is located on the x chromosome – the onlyy
chromosome inherited exclusively from
one’s mother.
 Area Xq28 is believe to most strongly
influence sexual orientation.
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Heterosexual
male
Homosexual
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Heterosexual
female
Changing Attitudes
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PRS
Sex and Human Values
“Promiscuous recreational sex poses certain psychological, social, health, and moral problems that must be faced realistically (Baumrind, 1982).”
 Psychological research has proven that
sexual preference is not influenced by
genetic factors.
 T/F
Andreanna Seymore/ Getty Images
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Aggression
 Aggression: behavior intended to harm
another individual without their _______.
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Organizational Psychology:
Motivating Achievement
Achievement motivation is defined as desire for significant __________________.
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Achievement Motivation
 The desire to excel and accomplish
difficult tasks.
 Correlated with high grades in school
 Individuals seek moderatelyy difficult and
challenging tasks
 Individuals have a high need for
___________on their performance
 Individuals rise to the occasion – _____
under conditions where their achievement
motivation is activated
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Ken Heyman/ Woodfin Camp & Associates
 If humans had an aggressive instinct, then
homicide rates should be similar across different
cultures However,
cultures.
However murder rates vary over a
100:1 range in different countries.
 Social factors must account for this difference:
feelings of injustice, direct provocation, exposure
to violence, sexual jealousy, family stability and
risk taking strategies are areas of investigation.
Skinner devised a daily discipline schedule
which led him to become 20th century most
influential psychologist.
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Social Motives
Esteem Motives
Motivating Effects of Success and Failure:
Matters of Culture
_____motivates
Canadians while
_________
motivates the
Japanese.
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Need for Cognition
PRS
 The best predictor of college GPA is
 A. IQ
 B. Achievement motivation
 I like to work on puzzles.
 I like situations that require a lot of
thinking.
g
 I think only as much as I have to.
 I prefer doing things that require little
thought compared to things that
challenge my ability to work.
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Need for Cognition
 Modestly correlated to verbal IQ.
 Modestly correlated to GPA.
 Strongly related to the amount of
information recalled from persuasive
messages.
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Intrinsic and Extrinsic
Motivation
 ____________Motivation
 An inner drive that motivates people in
the absence of external reward or
punishment
 ____________Motivation
 The desire to engage in an activity for
money, recognition, or other tangible
benefits
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Intrinsic Motivation
 Individuals engage in some activities just
because they are enjoyable.
 Offering rewards for performing these activities
may lower their intrinsic motivation, and reduce
rather
th th
than enhance
h
performance.
f
 However, if external rewards are viewed as a
___________________ (rather than bribes),
and if the rewards are large and satisfying, then
intrinsic motivation may be enhanced rather
than reduced.
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Revision 2006 PSB
Motivation at Work
 _____
 a completely, involved, focused state of
consciousness, with diminished awareness of
self and time, resulting from optimal
engagement of one’s skills
 Industrial/Organizational (I/O) Psychology
 the application of psychological concepts and
methods to optimizing human behavior in
workplaces
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Motivation at Work
Motivation at Work
 Personnel Psychology
 sub-field of I-O psychology that focuses on
employee recruitment
recruitment, selection,
selection placement,
placement
training, appraisal, and development
 Organizational Psychology
 Sub-field of I-O psychology that examines
organizational influences on worker
satisfaction and productivity and facilitates
organizational change
Revision 2006 PSB
Revision 2006 PSB
Motivating People at Work
Motivation at Work
 Personnel psychologists’ tasks
Reward-Based Motivation
 Many companies use ___________programs
to motivate their employees:
 Individualized incentives, time off or extra pay
 Small-group
Small group incentive plans,
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
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Motivating People at Work
Equity Motivation
 _________Theory
 People want the ratio between input
and outcome to be roughly the same for
themselves as for others
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Revision 2006 PSB
Cooperative Group Challenge









Only 6 are used.
1. glucostatic
2. Yerkes-Dodson
3 reciprocity
3.
ecip ocit
4. similarity
5. companionate
6. proximity
7. passionate
8. homeostasis Revision 2006 PSB
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Q1.
Q2.
 1. A relationship marked by a sense of
deep friendship and fondness for our
partner is called _____ love.
 2. _____ love can be a mix of delirious
happiness when we are near the object of
our desire, and misery when separated
from it.
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Revision 2006 PSB
Q3.
Q4.
 3. In order for a relationship to move to
deeper levels, the rule of give and take, or
_____, is often crucial
 4. Most drive reduction theories propose
that we are motivated to maintain a given
level of psychological _____.
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Revision 2006 PSB
Q5.
Q6.
 5. The _____ law describes an inverted
U-shaped relationship between arousal
and performance.
 6. According to _____ theory, when our
blood sugar levels drop, hunger creates a
drive to restore the proper level of sugar.
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Revision 2006 PSB
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