1. HUNGRY? What motivates people to do the things they choose to do?
What motivates you to do the things you choose to do?
How do biological and environmental factors interact to form motivation and emotion?
How do you motivate people to work?
How do we experience emotion?
What is happiness? What can you do to become a happier person?

2. Motivation is an internal state that activates behavior and directs it toward a goal

8. FOUR THEORIES OF MOTIVATION
Instinct theory
Drive-Reduction theory
Incentive theory
Cognitive theory
Arousal theory
Two-Factor theory (Herzberg)
Humanistic theory (Maslow)

9. NEEDS: a lack of something required or desired
NEEDS: a lack of something required or desired. *Needs motivate us to act!
Maslow defined a Hierarchy of Human Needs that stated the lower needs must be met before an individual can strive to meet the higher needs.

11. Businesses must learn how their product or service communicates with these needs. we must learn how to communicate how our product or service communicates to one of these levels of human needs
must learn how to communicate how our product or service communicates to one of these levels of human needs

15. SELF-ACTUALIZATION MEANS ACTUALIZING
MASLOW EMPHASIZES NEED FOR SELF
ACTUALIZATION IS
A HEALTHY INDIVIDUAL’S PRIME
MOTIVATION
SELF-ACTUALIZATION MEANS ACTUALIZING
ONE’S POTENTIAL BECOMING ALL ONE IS
CAPABLE OF BECOMING

17. INSTINCT THEORY
We are motivated by a variety of instincts (innate tendencies that determine behavior)
early 1900’s.
Do not explain behavior; simply label it

18. Instinct Theory:
One of the oldest theories comes from the field that we know today as Evolutionary Psychology
Charles Darwin: human behavior is driven by innate instinctual drives (unlearned) like those for some birds & fish.
However, this theory soon revealed its limitations in that it could only describe the behavior of humans but not provide an explanation.
Examples:
Sea Turtles, upon being born on the beach, instinctively head directly to the sea.
Infants have an inborn rooting reflex that helps them seek out a nipple & obtain nourishment.
Birds have an inborn need to build a nest or migrate during the winter

19. Drive-Reduction Theory
We have needs that produce drives (an internal condition that orients an individual toward a specific goal)
We are not only pushed by our needs...
Pulled by our incentives: a positive or negative environmental stimulus that motivates behavior
Biological needs drive us to action. We are motivated/driven to reduce our needs.
If we are hungry or thirsty, we become tense and agitated. To relieve the tension we act to fulfill our hunger or thirst.
Hunger drives us to eat
Fatigue drives us to rest
Focuses on physiological needs

20. Drive-Reduction Theory:
Thirst (need) feel an internal motivation (drive) to find water to satisfy that need
Drive-Reduction Theory:
Do whatever is necessary to reduce the unpleasant sensation.
Humans often act counter to this notion.
People will go on hunger strikes if they feel strongly about some cause.
Motivation to not eat: greater than the biological motivation to eat.

21. INCENTIVE THEORY
Incentives are an external stimulus, reinforcer, or reward that motivates behavior
Drives and Incentives work together
Hunger may cause you to walk to the café (drive). The incentive is the cheese steak.
If your drive is weak, our incentive must be strong
If our drive is strong enough, the incentive is less important

22. It’s more than just a DRIVE……
Infant attachment to their mothers
Drive-Reduction Theory: Hunger & Thirst
Harry Harlow proved that a loving, comforting touch (contact comfort) motivated monkeys more than hunger or thirst. Incentives (things we learn to value) are a key to motivation
Harry Harlow helped prove that there is more to motivation that just satisfying our drives. His research greatly impacted the adoption process and stressed the importance of placing children with parents that can provide contact comfort as quickly as possible.

26. Arousal Theory
Sometimes we do not seek homeostasis, but instead seek arousal.
Our needs go beyond reducing drives.
Stimulation is a primary need.
Too much stimulation causes stress, so homeostatic processes are working here as well.
Some people exhibit a drive towards high-risk situations that are uncomfortable without adrenaline rush.
Others are content to watch and would feel uncomfortable if they were forced to engage in high-risk behaviors.

28. Video: Real Life Spiderman 1:41

30. YouTube: Cliff Diving in Hawaii

31. Roberta Mancino: ESPN E:60 "Fly Girl" 6:39

32. Actions are the result of Intrinsic & extrinsic motivations
Human action results from a process of thought, rather than an automated response based on preprogrammed rules.
COGNITIVE THEORY
Actions are the result of Intrinsic & extrinsic motivations
Intrinsic: comes from within. We engage in behaviors because they are personally rewarding
Extrinsic: comes from outside. We engage in behaviors that reduce biological needs or help us obtain incentives or external rewards

37. Need for Achievement = Social Motive
Desire to set challenging goals and persist in trying to reach those goals
What role does it play in the life of a high school student?
Fear of Failure = Social motivate
How can fear of failure impact your motivation?

38. Motivation of HUNGER

39. Biological Needs - physiological requirements necessary for survival
Social Needs – psychological needs acquired through learning and experience
Studies showed that Obese people eat because of external (social) cues more than normal weight people. What influences our eating habits?

40. BIOLOGICAL/PHYSIOLOGICAL HUNGER FACTORS
Our body and brain send cues that cause us to eat.
The stomach, liver, and intestines send hunger cues
The hypothalamus in the brain receives the cues from your organs and signals you to eat.
GENETIC HUNGER FACTORS
Inherited instructions found in our genes.
Determine metabolic rate
Everyone has a set point (a certain level of body fat that our bodies strive to maintain constant throughout our lives)
SOCIAL/PSYCHOLOGICAL HUNGER FACTORS
Things you learn about eating
Ex. Eating while watching television
Ex. Peer pressure to stay a certain weight

41. Sex & Motivation
Is the desire to have sex biologically motivated, socially motivated, or both?
Sex glands secrete hormones that control sexual interest (Biological)
status, peer pressure, money (Social)

42. MALE FEMALE GENDER INFLUENCE ON SEXUAL MOTIVATION
More interested in sex; initiate and think about sex more often
Less interested in sex
Want sex with more partners
Not as interested in sex with many partners
Desire sex without emotional commitment
Desire sex with emotional commitment
Focus on youth and physical attractiveness when choosing a sex partner
Focus on social and economic status when choosing a sex partner
Feel more jealous when partner is physically unfaithful
Feel more jealous when partner is emotionally unfaithful

43. Maslow’s Hierarchy of Needs
Which needs to we satisfy first?

44. EMOTIONS
Emotion is a set of complex reactions to stimuli involving subjective feelings, physiological arousal, and observable behavior.

45. What is your favorite type of pizza? What is your favorite TV show?
How many pets do you have?
What is your favorite color?
What is your favorite holiday?
Where do you want to live when you are older?
What is your middle name?
What does your mom or dad do for a living?
How many siblings do you have?
What is your favorite type of music?

46. Motivation & Emotion
Motivation is the source of our behavior. Emotion is the feelings associated with our behavior.
Emotions can function as motivation
i.e. Hit someone because you are angry
i.e. do it because it makes you happy

47. Four Components of Emotion
Interpret, appraise some stimulus (ex. Shark = serious threat)
Experience a feeling (fear, terror)
Physiological response (heart rate or breathing change)
Show observable behaviors (cry, panic, freeze)
We don’t know exactly how and why people feel emotions. There are several theories out there. They all agree that the four components are involved. They disagree on which order they occur.

48. Physiological Theories
There is a large debate on the order that the four basic components occur in.
Therefore, we have different theories on Emotion.
Physiological Theories
Cognitive Theories

49. Physiological Theories of Emotion
Main Belief – Emotions derive from physical changes in the body
Physiological changes MAY NOT CAUSE emotions but they certainly increase their intensity.
i.e. fear heightened when heart races (panic attack)

50. Cognitive Theories of Emotion
Main Belief – Emotions result from mental processes and physiological changes working together

51. Universal Facial Expressions
Paul Ekman – some facial expressions are universal & few of us (10 – 20%) could hide true emotions
How can this information help us in life?
Anger
Fear
Sadness
Surprise
Happiness
Disgust
Contempt
Contempt - the feeling with which a person regards anything considered mean, vile, or worthless; disdain; scorn OR the state of being despised; dishonor; disgrace.