1. Introduction Motivation
Have you ever wondered – “Why did they do that?” or, “Why did I just do that?”

2. Motivational Conflicts
Approach-Approach
Approach-Avoidance
Avoidance-Avoidance
Double Approach-Avoidance

3. Instincts and Evolutionary Psychology
Instinct (fixed pattern)
Instincts in animals & humans
Genetically programmed from birth to engage in certain behaviors
Related to survival – natural selection
Primary Drives

4. Instincts and Evolutionary Psychology
Advantages:
Logical, relates human & animal behavior
Disadvantages:
Many behaviors can’t be simplified to this degree
Theorists:
Followers of Darwin
Evolutionary Psychologists
William McDougall

5. Drives and Incentives Drive-reduction theory Homeostasis Need Drive

6. Drive Reduction Theory
Advantages:
Consistent with physiological demands of the body
Disadvantages:
Many behaviors not explained by drive or homeostasis
Theorists:
Physiological Psychologists
Psychoanalytic Psychologists
Freud

7. Drives and Incentives Incentive Positive and negative
External goals and rewards
Secondary Drives

8. Incentive Motivation Advantages: Disadvantages: Theorists:
Directly observable, measurable
Disadvantages:
Can’t explain delays or behavior with no clear external reward
Theorists:
Behavioral Psychologists
B.F. Skinner

9. A Hierarchy of Motives Maslow’s hierarchy of needs
Variations in the hierarchy

10. A Hierarchy of Motives

11. The Need to Belong Aiding survival Wanting to belong
Sustaining relationships
The pain of ostracism
ostracism

12. Maslow’s Hierarchy of Needs
Advantages:
Comprehensive, incorporates drive theory, addresses multiple motivators
Disadvantages:
Not researchable, little weight given to incentives, self-actualization too hard to define
Theorists:
Humanistic Psychologists
Abraham Maslow

13. Arousal Theory Optimum level of arousal
Sensation seekers – Individuals who have a biological need for higher levels of stimulation than do other people

14. Copyright © Allyn & Bacon 2007
Arousal & Performance
Inverted “U” function – Describes the relationship between arousal and performance; both low and high levels of arousal produce lower performance than does a moderate level of arousal
Copyright © Allyn & Bacon 2007

15. Arousal, Performance, and the Inverted “U”
Yerkes-Dodson Law:
We perform our best when we are operating at a moderate level of arousal
How could this connect to social facilitation/inhibition?
Copyright © Allyn & Bacon 2007

16. Arousal Theory Advantages: Disadvantages: Theorists:
Explains behavior that has no clear incentive
Disadvantages:
Adds to homeostasis but doesn’t replace it, not a comprehensive theory
Theorists:
Physiological Psychologists

17. Cognitive/Psychological Theory
An individual’s own thoughts, desires, goals, & expectations impact their motivation
Extrinsic vs. intrinsic motivation
Overjustification Effect – external reward decreases intrinsic motivation
Internal vs. external locus of control
Self-serving bias
Achievement Motivation – desire to accomplish tasks & excell

18. Cognitive/Psychological Theory
Advantages:
Relates to incentive theory & internalizes it, supported by research
Disadvantages:
Doesn’t explain all motivations, some people don’t seem to fit this model
Theorists:
Cognitive Psychologists
David McClelland (achievement motivation)

19. Apply The Theories
You must sell a new product. How can you use the theories of motivation to make your product stand out from the MANY other brands already available?
Create an advertisement using up to four of the motivation theories:
Instinct Theory
Drive-Reduction Theory
Incentive Theory
Maslow’s Hierarchy of Needs
Arousal Theory
Cognitive/Psychological Theory

20. Apply The Theories
Example:toothpaste Motivation: Drive Reduction Theory (pain reduction) Product Name: Relief Advertising Campaign: Tired of feeling that sharp pain every time you bite into something sweet? Use this toothpaste to feel an instant soothing sensation and relieve your pain

21. The End

22. Teacher Information Types of Files Animation
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Adding slides to this presentation
Teachers are encouraged to adapt this presentation to their personal teaching style. To help keep a sense of continuity, blank slides which can be copied and pasted to a specific location in the presentation follow this “Teacher Information” section.

23. Teacher Information
Hyperlink Slides - This presentation contain two types of hyperlinks. Hyperlinks can be identified by the text being underlined and a different color (usually purple).
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For teachers who continually use the Bold Print Term Hyperlinks option, please contact the author using the address on the next slide to learn a technique to expedite the returning to the original point in the presentation.

24. Teacher Information Continuity slides
Throughout this presentation there are slides, usually of graphics or tables, that build on one another. These are included for three purposes.
By presenting information in small chunks, students will find it easier to process and remember the concepts.
By continually changing slides, students will stay interested in the presentation.
To facilitate class discussion and critical thinking. Students should be encouraged to think about “what might come next” in the series of slides.
Please feel free to contact me at with any questions, concerns, suggestions, etc. regarding these presentations.
Kent Korek
Germantown High School
Germantown, WI 53022

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28. Definition Slides

29. Motivation
= a need or desire that energizes and directs behavior.

30. Instinct
= a complex behavior that is rigidly patterned throughout a species and is unlearned.

31. Drive-reduction Theory
= the idea that a physiological need creates an aroused tension state (a drive) that motivates an organism to satisfy the need.

32. Homeostasis
= a tendency to maintain a balanced or constant internal state; the regulation of any aspect of body chemistry, such as blood glucose, around a particular level.

33. Incentive
= a positive or negative environment stimulus that motivates behavior

34. Hierarchy of Needs
= Maslow’s pyramid of human needs, beginning at the base with physiological needs that must first be satisfied before higher-level safety needs and then psychological needs become active.

35. Glucose
= the form of sugar that circulates in the blood and provides the major source of energy for body tissues. When its level is low, we feel hunger.

36. Set Point
= 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.

37. Basal Metabolic Rate
= the body’s resting rate of energy expenditure.

38. Anorexia Nervosa
= an eating disorder in which a person (usually an adolescent female) diets and becomes significantly (15 percent or more) underweight, yet, still feeling fat, continues to starve.

39. Bulimia Nervosa
= an eating disorder characterized by episodes of overeating, usually high-calorie foods, followed by vomiting, laxative use, fasting, or excessive exercise.

40. Binge-eating Disorder
= significant binge-eating episodes, followed by distress, disgust, or guilt, but without the compensatory purging, fasting, or excessive exercise that marks bulimia nervosa.

41. Sexual Response Cycle
= the four stages of sexual responding described by Masters and Johnson – excitement, plateau, orgasm, and resolution.

42. Refractory Period
= a resting period after orgasm, during which a man cannot achieve another orgasm.

43. Estrogens
= sex hormones, such as estradiol, secreted in greater amount by females than males and contributing to female sex characteristics. In nonhuman female mammals, estrogen levels peak during ovulation, promoting sexual receptivity.

44. Testosterone
= the most important of the male sex hormones. Both males and females have it, but the additional testosterone in males stimulates the growth of the male sex organs in the fetus and the development of the male sex characteristics during puberty.

45. Sexual Orientation
= an enduring sexual attraction toward members of either one’s own sex (homosexual orientation) or the other sex (heterosexual orientation).