1. Cognitive Motivation: Expectancy Value Approaches
Chapter 8

2. What is Motivation?
Motivation is defined as an internal state that induces a person to engage in particular behaviors
Work motivation theories are concerned with the reasons why some people perform their job better than others.

3. What is Cognition? Information Processing Role of Expectations
Role of Social Context

4. Tolman’s Purposive Behaviorism
Holistic Study of Behavior vs reductionist (Hull)
Molar Behavior
Persistent (behaviors continues until the goal is reached)
Consistent Pattern (behavior is not random)
Selectivity (behavior is specific and directed)

5. Tolman’s Purposive Behaviorism
Purpose and Cognition
Behaviors that are directly observed not inference……..cat clawing
Learning-performance distinction…finding a hotel
Expectancies (behaviors lead to goals)
Cognitive Map (where goals scan be found)
Chain of responses instead of 1 stimulus lead to 1 response
Place learning vs response learning
Tolman’s theory is criticized to be lacking in detail.

6. Kurt Lewin’s Field Theory
Molar Approach to Motivation
Multiple motives
Behavior = several forces that exert influence
Behavior = f (P + E)
Why is his Approach Cognitive?
Heavily Influenced by Gestalt School
Psychological needs cognitive in nature
Valence

7. Kurt Lewin’s Field Theory
The Person
S= sensory information
M= Motor Output
I-P = Inner Personal Region
Tension
Psychological Needs
Physiological Needs
Locomotion
Homeostatic in nature: Boundaries permeable and non-permeable
S-M
I-P

8. Kurt Lewin’s Field Theory
The Psychological Environment
Psychological Facts-Knowledge
Valence
Problems
Definitions
Facts Change
Post Hoc
Lacked Controls
Food at the Restaurant
S-M
I-P
Cook
Leftovers in the Fridge

9. Expectancy Value Theory
Molar Concept of Motivation
Idiographic Approach
This theory attempts explain how rewards lead to behavior by focusing on internal cognitive states that lead to motivation.
Vroom’s theory has been adapted to the I/O field.
Vroom’s theory explains motivation as a math function of expectancy, valence, and instrumentalities.
Force = Expectancy x  (Valence x Instrumentalities)

10. Social Learning Influences on Behavior
Internal Factors-knowledge experience
External Factors
Important Concepts (Rotter, 1954)
Reinforcement Value
Subjective Estimates of obtaining particular reinforcers
Situational factors (past)
Generalized expectations (future)

11. Social Learning B = E X V Heuristics: Mental Short Cuts
Continuum of internality-externality
Locus of control scale

12. Expectancy Value Theory & Need for Achievement
Needs (Murray, 1938)
Directional
Intensity
Need for achievement (McClelland, 1936)
TAT (motives-content analysis)
Incentive value
Ta :tendency to approach or avoid
Ms –motive for success; Maf-motive to avoid failure; Ps probability of success; Is –incentive value

13. Expectancy Value Theory & Need for Achievement
Ms –motive for success; Maf-motive to avoid failure; Ps probability of success; Is –incentive value
If Ms > Maf then APPROACH ACHSituations
If Maf > Ms then AVOID ACHSituations
Ps and Is vary from situation to situation
Easy tasks maximize Ps
Difficult Tasks maximize Is

14. Expectancy Value Theory & Need for Achievement
Criticisms of Need for Achievement
Lack of replication (task difficulty)
Ms and Maf difficult to understand
Need for Ach may be complicated and multi dimensional in nature
Revisions
Intrinsic vs extrinsic: High Ms low Maf achieved higher grades
Performance goals vs mastery goals (Dweck 1986)

15. Theory of Planned Behavior
Attitudes-Positive or Negative Evaluations of object event or person and is used to predict behavior.
A belief is what a person thinks to be true
Attitudes sometimes may not predict behaviors
Certain behaviors might be contradictory
Some attitudes are more important
Several factors determine behavior

16. Theory of Planned Behavior
Intentions provide us with information whether or not to perform a given action and how much effort will one expend.
Perceived behavioral control is ones belief that one can perform a given behavior.

17. Theory of Planned Behavior
Link between perceived behavioral control to behavior is dotted..
Ease or difficulty to achieve behavioral outcomes
Past Behaviors
Ability to overcome obstacles
Perceived behavioral control is ones belief that one can perform a given behavior.

18. Theory of Planned Behavior
Nathan Quitting Smoking
Does he believe it is healthy to quit smoking?
Does Nathan believe he could control the urge?
Do people around him want him to quit? Does Nathan want to adhere to their expectations?
Perceived behavioral control is ones belief that one can perform a given behavior.

19. Theory of Planned Behavior
Applications-quitting to smoke, exercising, academic dishonesty, gambling etc
Limitations
Difficult to quantify accurately
Relative importance of each belief is lost
Adding additional predictors complicate the model
Perceived behavioral control is ones belief that one can perform a given behavior.

20. Difference
Locus of control vs Perceived Behavioral Control???

21. Social Loafing
1800s Max Ringelmann quantify work efficiency-tug- of –war
Force applied by 1 individual 184 pounds
In a group of seven amount of force applied by each 143 pounds
Loss of motivation! Known as Ringelmann effect

22. Role of Expectancy in Social Loafing
Collective Effort Model (Karau &Williams, 1993)
Individual E
Individual P
Group
Performance
Group
Outcomes
Individual
Outcomes

23. Role of Expectancy in Social Loafing
Collective Effort Model (Karau &Williams, 1993)
Individual E
Individual P
Group
Performance
Group
Outcomes
Individual
Outcomes

24. How to reduce Social Loafing?
Individual contributions are identifiable
Expect contributions are unique and necessary
Value the task being performed as meaningful
Revise the reward structure according to the goal

25. How to reduce Social Loafing?

26. Social Impact Theory
Performance in a group decreases as a function of group size (Latane, Williams, and Harkins, 1979)