Motivation
Theories of Motivation
Theories of Motivation
I.
II.
III.
IV.
V.
VI.
Instinct/Evolutionary theory
Drive Reduction theory
Incentive theory
Optimal arousal theory
Humanistic theory
Cognitive constancy theory
Instinct/Evolutionary
• Based on Charles
Darwin’s
evolutionary theory
• “Natural selection”
• Our goals are to
survive and
reproduce
• Proximate v. ultimate
causes
Proximate v. Ultimate Causes
Proximate Cause
Ultimate Cause
Instinct/Evolutionary
• Why are we
attracted to
certain people?
• Why do we try
to look a certain
way?
• Why do we
strive for
success?
• What makes us
take risks?
Is behavior pushed or pulled?
Drive reduction theory
• Behavior is pushed internally
• A physiological need creates a
psychological drive to reestablish
homeostasis
• When the physiological need increases,
so does the psychological drive
• When the need is met, the drive is
reduced
Need
(e.g., for
food, water)
Drive
(hunger, thirst)
Drive-reducing
behaviors
(eating, drinking)
Incentive Theory
• Behavior is pulled externally
• Positive and negative stimuli either lure
or repel us
• Our individual learning histories
determine what motivates us
So which is correct?
• We are most driven when there is both
a need and an incentive
• Intrinsic v. extrinsic motivation
Optimal Arousal Theory
• Not all behaviors achieve homeostasis or fulfill
a need-based drive
• Despite having biological needs satisfied, we
feel driven to experience stimulation
• Everyone has an “optimal level” of arousal
• Optimal level is different for everyone and
situational
Yerkes-Dodson Law*
Humanistic Theory
Self-actualization needs
Need to live up to one’s
fullest and unique potential
• Maslow’s Hierarchy
Esteem needs
Need for self-esteem,
achievement, competence,
and independence; need for
recognition and respect from others
Belongingness and love needs
Need to love and be loved, to belong
and be accepted; need to avoid
loneliness and alienation
Safety needs
Need to feel that the world is organized and
predictable; need to feel safe, secure, and stable
Physiological needs
Need to satisfy hunger and thirst
– Some needs take
priority over others
– People are naturally
driven to better
themselves
– The order of needs
is not fixed and can
change based on
the situation
Cognitive Constancy*
• Beliefs that are in opposition
often produce conflict
(cognitive dissonance)
• Behaviors counter to beliefs
produce conflict
• The individual is motivated to
reduce the tension created by
conflict
– Tension reduced by changing
or modifying beliefs
– Tension reduced by changing
or modifying behavior