1. Myers’ PSYCHOLOGY (7th Ed)
Chapter 12
Motivation

2. Motivation Motivation Instinct
a need or desire that energizes and directs behavior
Instinct
complex behavior that is rigidly patterned throughout a species and is unlearned

3. Motivation Drive-Reduction Theory
the idea that a physiological need creates an aroused tension state (a drive) that motivates an organism to satisfy the need
Drive-reducing
behaviors
(eating, drinking)
Need
(e.g., for
food, water)
Drive
(hunger, thirst)

4. Motivation Homeostasis Incentive
tendency to maintain a balanced or constant internal state
regulation of any aspect of body chemistry around a particular level
Incentive
a positive or negative environmental stimulus that motivates behavior

5. Arousal Theory We are motivated to seek an optimum level of arousal.
Yerkes-Dodson Law

6. Maslow’s Hierarchy of Needs
Self-actualization needs
Need to live up to one’s
fullest and unique potential
begins at the base with physiological needs that must first be satisfied
then higher-level safety needs become active
then psychological needs become active
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

7. Maslow’s Hierarchy of Needs
Abraham Maslow said we are motivated by needs, and all needs are not created equal.
We are driven to satisfy the lower level needs first.

8. Advertising Needs 3 slogans per level.
Write the slogan, company name and one sentence describing how the need is met in that stage.

9. Motivation-Hunger
Stomach contractions accompany our feelings of hunger

10. Motivation-Hunger 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

11. Motivation-Hunger Set Point Basal Metabolic Rate
the point at which an individual’s “weight thermostat” is supposedly set
when the body falls below this weight, an increase in hunger and a lowered metabolic rate may act to restore the lost weight
Basal Metabolic Rate
body’s base rate of energy expenditure

12. Women’s Body Images

13. Motivation at Work Flow Industrial/Organizational (I/O) Psychology
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

14. Motivation at Work Personnel Psychology Organizational Psychology
sub-field of I-O psychology that focuses on employee recruitment, selection, 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

15. Motivation at Work Structured Interview Achievement Motivation
process that asks the same job-relevant questions of all applicants
rated on established scales
Achievement Motivation
a desire for significant accomplishment
for mastery of things, people, or ideas
for attaining a high standard

16. Motivation Task Leadership Social Leadership
goal-oriented leadership that sets standards, organizes work, and focuses attention on goals
Social Leadership
group-oriented leadership that builds teamwork, mediates conflict, and offers support

17. When Motives Conflict Approach-approach conflict
Choice between two good things
Avoidance-avoidance conflict
Choice between two bad things
Approach-avoidance conflict
Choice that has both positive and negative characteristics

18. Motivation Theory X Theory Y
assumes that workers are basically lazy, error-prone, and extrinsically motivated by money
workers should be directed from above
Theory Y
assumes that, given challenge and freedom, workers are motivated to achieve self-esteem and to demonstrate their competence and creativity

19. Myers’ PSYCHOLOGY (7th Ed)
Chapter 13
Emotion

20. Emotion Emotion a response of the whole organism physiological arousal
expressive behaviors
conscious experience

21. Theories of Emotion
Does your heart pound because you are afraid... or are you afraid because you feel your heart pounding?

22. James-Lange Theory of Emotion
Experience of emotion is awareness of physiological responses to emotion-arousing stimuli
Fear
(emotion)
Pounding
heart
(arousal)
Sight of
oncoming
car
(perception of
stimulus)

23. Cannon-Bard Theory of Emotion
Sight of
oncoming
car
(perception of
stimulus)
Pounding
heart
(arousal)
Fear
(emotion)
Emotion-arousing stimuli simultaneously trigger:
physiological responses
subjective experience of emotion

24. Schachter’s Two-Factor Theory of Emotion
Cognitive
label
“I’m afraid”
Fear
(emotion)
Sight of
oncoming
car
(perception of
stimulus)
Pounding
heart
(arousal)
To experience emotion one must:
be physically aroused
cognitively label the arousal

25. Cognition and Emotion
The brain’s shortcut for emotions

26. Emotion and Physiology
Autonomic nervous system controls
physiological arousal
Sympathetic
division (arousing)
Pupils dilate
Decreases
Perspires
Increases
Accelerates
Inhibits
Secrete stress
hormones
Parasympathetic
division (calming)
Pupils contract
Dries
Slows
Activates
secretion of
stress
EYES
SALIVATION
SKIN
RESPIRATION
HEART
DIGESTION
ADRENAL
GLANDS

27. Arousal and Performance
Performance peaks at lower levels of arousal for difficult tasks, and at higher levels for easy or well-learned tasks

28. Emotion- Lie Detectors
Polygraph
machine commonly used in attempts to detect lies
measures several of the physiological responses accompanying emotion
perspiration
cardiovascular
breathing changes

29. Emotion--A Polygraph Examination

30. Emotion--Lie Detectors
Control Question
Up to age 18, did you ever physically harm anyone?
Relevant Question
Did [the deceased] threaten to harm you in any way?
Relevant > Control --> Lie

31. Emotion-- Lie Detectors
Control
question
Relevant
(a)
(b)
Respiration
Perspiration
Heart rate

32. Emotion-- Lie Detectors
Is 70% accuracy good?
Assume 5% of 1000 employees actually guilty
test all employees
285 will be wrongly accused
What about 95% accuracy?
Assume 1 in 1000 employees actually guilty
test all employees (including 999 innocents)
50 wrongly declared guilty
1 of 51 testing positive are guilty (~2%)

33. Expressed Emotion
People more speedily detect an angry face than a happy one (Ohman, 2001a)

34. Expressed Emotion
Culturally universal expressions

35. Experienced Emotion
Infants’ naturally occurring emotions

36. Experienced Emotion Catharsis Feel-good, do-good phenomenon
emotional release
catharsis hypothesis
“releasing” aggressive energy (through action or fantasy) relieves aggressive urges
Feel-good, do-good phenomenon
people’s tendency to be helpful when already in a good mood

37. Subjective Well-Being
Experienced Emotion
Subjective Well-Being
self-perceived happiness or satisfaction with life
used along with measures of objective well-being
physical and economic indicators to evaluate people’s quality of life

38. Experienced Emotion
Moods across the day

39. Experienced Emotion
Changing materialism

40. Experienced Emotion Does money buy happiness? Average per-person
Year
100%
90%
80%
70%
60%
50%
40%
30%
20%
10% 0%
Average
per-person
after-tax income
in 1995 dollars
Percentage
describing
themselves as
very happy
$20,000
$19,000
$18,000
$17,000
$16,000
$15,000
$14,000
$13,000
$12,000
$11,000
$10,000
$9,000
$8,000
$7,000
$6,000
$5,000
$4,000
Percentage very happy
Personal income

41. Experienced Emotion Values and life satisfaction Importance scores
Money
Love
Life satisfaction
0.6
0.4
0.2
0.0
-0.2
-0.4
Importance
scores

42. Experienced Emotion Adaptation-Level Phenomenon Relative Deprivation
tendency to form judgments relative to a “neutral” level
brightness of lights
volume of sound
level of income
defined by our prior experience
Relative Deprivation
perception that one is worse off relative to those with whom one compares oneself

43. Happiness is... However, Happiness Seems Not Much
Researchers Have Found That
Happy People Tend to
Have high self-esteem
(in individualistic countries)
Be optimistic, outgoing, and agreeable
Have close friendships or a satisfying
marriage
Have work and leisure that engage
their skills
Have a meaningful religious faith
Sleep well and exercise
However, Happiness Seems Not Much
Related to Other Factors, Such as
Age
Gender (women are more often
depressed, but also more often joyful)
Education levels
Parenthood (having children or not)
Physical attractiveness