CHAP#6 Motivational Needs &
Processes
Meaning: Motivation is derived from a Latin
word “Movere” Which means “to move”.
Definition: Motivation is a process that starts
with a need that activates a behavior toward
a goal.
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Dimensions/ Elements of
Motivation
• Motivation consists of three interacting &
interdependent elements.
• NEEDS----- DRIVES------ GOAL(Incentive)
• 1. NEEDS: are created whenever there is a
physiological or psychological imbalance.
For example, a need exists when cells in
the body are deprived of food and water
or when the personality is deprived of
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Other people who serve as friends. Although
psychological needs may be based on
deficiency, sometimes they are not. For
example, an individual with a strong need
to get ahead may have a history of
consistent success.
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• 2. Drives: drives, or motives are set up to
lessen needs. A physiological drive is a
deficiency with direction. Physiological &
psychological drives are action oriented
and provide energy toward reaching an
incentive. The examples of the needs for
food and water are translated into the
hunger and thirst drives, and the need for
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• Friends becomes a drive for affiliation.
• 3. Incentive (Goal): At the end of the
motivation cycle is the incentive. It is
defined as anything that will lessen a need
and a drive. Thus, attaining an incentive
is to restore physiological or psychological
balance and will reduce or cut off the
drive. Eating food, drinking
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• Water, and obtaining friends will tend to
restore the balance. Food, water, and
friends are the incentives in these
examples.
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Classification of Motives
• 1. Primary Motives: these are
physiological, biological & unlearned
motives.
• Examples: hunger, thirst, sleep, avoidance
of pain, sex, maternal concern & the role
that the brain may play in people motives.
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2. General Motives
• These are the motives between primary &
secondary motives. To be included in the
general category , a motive must be
unlearned but not physiologically based.
General needs are sometime called
“stimulus motives”.
• Examples: interest, handling, activity, &
possibly affection.
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3. Secondary Motives
• Secondary Motives are learned motives.
They are the most important motives.
• As a human society develops economically
& becomes more complex, the primary
drives, & to a lesser degree the general
drives, give way to the learned secondary
drives in motivating behavior. The motive
of hunger & thirst are not dominant
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• Among people who live in the
economically developed world.
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Examples of Key Secondary
Needs
• 1. Need for Power:
(a) Influencing people to change their
attitude, or behavior
(b) Controlling people & activities
(c) Being in a position of authority over
others
(d) Gaining control over information &
resources
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(e) Defeating an opponent, or enemy
2. Need for Achievement:
(a) Doing better than competitors
(b) Attaining a difficult goal
(c) Solving a complex problem
(d) Carrying out a challenging assignment
successfully
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(e) Developing a better way to do
something
3. Need for Affiliation:
(a) Being liked by many people
(b) Being accepted as part of a group or
team
(c) Working with people who are friendly &
cooperative
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(d) Maintaining harmonious relationships &
avoiding conflicts
(e) Participating in pleasant social activities
4. Need for Security:
(a) Having a secure job
(b) Being protected against loss of income
(c) Having protection against illness &
disability
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(d) Being protected against physical harm
(e) Avoiding tasks or decisions with a risk of
failure & blame
5. Need for Status:
(a) Having the right car & wearing the right
clothes
(b) Working for the right company in the
right job
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(c) Having a degree from a right university
(d) Living in the right neighborhood &
belonging the country club
(e) Having Executive privileges
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