1. CHAPTER 11: Motivation Psychology, 4/e by Saul Kassin

2. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Motivation What Motivates Us? Basic Human Motives Social Motives Motivating People at Work

3. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall What Motivates Us? General Theories of Motivation §Drive Theory l The notion that physiological needs arouse tension that motivates action §Arousal Theory l The notion that motivation comes from a need to achieve and maintain an optimum level of arousal §Incentive Theory l The notion that we behave in ways that produce a valued inducement

4. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall What Motivates Us? The Pyramid of Human Motivation Maslow's Pyramid of Needs §Heirarchy of Needs l Maslow’s list of basic needs that have to be satisfied before people can become self-actualized §Low-level needs must be met before trying to satisfy higher-level needs §Self-actualization is to fulfill one’s potential

5. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Basic Human Motives Hunger and Eating Cannon and Washburn's Hunger Experiment §Participants swallowed a balloon to record stomach contractions and pushed button to report hunger feelings. §Hunger feelings came at peak of contractions. §This theory has been discredited. §Stomach contractions do not cause hunger.

6. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Basic Human Motives Hunger and Eating The Hunger-Regulation Cycle §When blood glucose is low, people become hungry. §Food raises glucose, reduces hunger and eating.

7. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Basic Human Motives Hunger and Eating Obesity §According to U.S. health trends, 1983- 2002, Americans are increasingly overweight. §However, Americans are more health conscious in other areas. U.S. Health Trends, 1983-2002

8. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Basic Human Motives Hunger and Eating Body Weights of Twins §Identical twins are more similar in body weight than are fraternal twins. §Genetic factors play a large role in body weight.

9. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Basic Human Motives Hunger and Eating Ideal Body Image §Which image is ideal for your sex? §Which comes closest to your own body? §What could dissatisfaction with one’s body image cause?

10. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Basic Human Motives Hunger and Eating: Eating Disorders §Anorexia Nervosa l An eating disorder in which the person, usually an adolescent girl or young woman, limits her eating and becomes emaciated §Bulimia Nervosa l An eating disorder that is marked by cycles of binge eating followed by purging l This disorder is twice as common as anorexia

11. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Basic Human Motives Sexual Motivation The Sexual-Response Cycle

12. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Sexual Motivation Origins of Homosexuality §Identical twins have highest concordance (similarity) rates for sexual orientation compared to fraternal twins and adoptive siblings. l Same pattern exists for males and females. §This suggests that sexual orientation is influenced by genes.

13. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Sexual Motivation Origins of Homosexuality §According to Bem’s developmental theory of homosexuality, genes determine behavior in childhood. §Children who engage in gender-nonconforming activities are more likely to be attracted to the same sex in adolescence.

14. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Social Motives Belongingness Motives §Need for Affiliation l Desire to establish and maintain social contacts §Need for Intimacy l Desire for close relationships characterized by open and intimate communication §Self-Disclosure l Sharing of intimate details about oneself to another person

15. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Social Motives To Whom Do People Lie?

16. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Social Motives Esteem Motives §Achievement Motivation l A strong desire to accomplish difficult tasks, outperform others, and excel §Need for Power l A strong desire to acquire prestige and influence over other people

17. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Social Motives Esteem Motives Motivating Effects of Success and Failure: Matters of Culture §Success motivates Canadians while failure motivates the Japanese.

18. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Motivating People at Work Reward-Based Motivation §Many companies use incentive programs to motivate their employees: l Individualized incentives, time off or extra pay l Small-group incentive plans, offering bonuses to work unit members for reaching goals l Profit-sharing l Recognition Programs e.g., “Employee of the Month” l Possibility for promotion and raising status

19. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Motivating People at Work Intrinsic and Extrinsic Motivation §Intrinsic Motivation l An inner drive that motivates people in the absence of external reward or punishment §Extrinsic Motivation l The desire to engage in an activity for money, recognition, or other tangible benefits

20. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Motivating People at Work Effects of Payment on Intrinsic Motivation §College students had 3 sessions with puzzles. §Some were paid during the second session, others were not. §Time spent on puzzles during breaks was recorded. §If people are paid for a task they already enjoy, they may lose interest in it.

21. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Motivating People at Work Equity Motivation §Insurance workers temporarily moved to new offices §Those sent to higher-status offices showed increased performance §Those sent to lower-status offices showed decreased performance

22. Psychology, 4/e by Saul Kassin ©2004 Prentice Hall Motivating People at Work Equity Motivation §Equity Theory l People want the ratio between input and outcome to be roughly the same for themselves as for others