Motivation
Drive – Reduction Theory
- Start of activity to meet physical or psychological
need
-is the “why” of behavior
Notes:
- Motivation is a key factor to success
- Motivation is the process by which activities
are started, directed, and sustained so that
physical and psychological needs are
fulfilled.
Types of motivation:
 Intrinsic motivation - Act itself is
motivating or internally rewarding
 Extrinsic motivation - outcome is separate
from person
Notes:
Intrinsic motivation involves doing something
because it's personally rewarding to you.
it comes from within a person (ex:
change in habits)
Extrinsic motivation involves doing something
because you want to earn a reward or avoid
punishment.
Examples of Extrinsic Motivation
- Going to work because you must earn
money.
- Helping others because you hope for praise
from friends or family.
- Doing a certain work because you are
looking for attention.
- Volunteering because it looks good on your
resume.
Theories of Motivation:
1.
2. Incentive Motivation Theory
3. Instinct Theory
4. Cognitive Theory
Drive – Reduction Theory (Intrinsic Motivation):
 Aka: PUSH Theory
 Need: Requirement of material (e.g., food,
water) essential for survival
 Drive: Need leads to psychological tension
and physical arousal
 Drive-reduction theory: Act to reduce,
satisfy need and reduce tension
Notes:
- A driving force pushing the individual to
behave the way he does.
- A drive creates an unpleasant state, a
tension that needs to be reduced.
- In order to reduce this state of tension,
humans and animals seek out ways to fulfill
these biological needs. 
example:
- hunger, thirst and sex are examples of
primary drives, something that is extremely
vital. Likewise, drives learned by
conditioning are secondary drives (money).
HOMEOSTASIS
- helps in explaining Drive-
reduction theory
- involves balance.
Incentive Motivation Theory (Extrinsic
Motivation):
 Aka: PULL Theory
 Incentives: Things that lure people to action
 Incentive approaches: Behavior is response
to rewards of external stimulus
 Expectancy-value theories: Beliefs, values,
importance
Notes:
In the incentive approach, an external stimulus may
be so rewarding that it motivates a person to act
toward that stimulus even in the absence of a drive.
example,:
 a person who is motivated to do to work
everyday because he/she enjoys receiving a fat
paycheck, an external incentive.
Instinct Theory:
Natural tendency to respond without thinking
William James: Cleanliness, Parental Love,
sympathy, curiosity, sociability
Sigmund Freud: All forms of behavior can be
explained by instincts
2 Basic Instincts:
Life (EROS)
Death (Thanatos)
 Primary drives: Involve the basic needs of
the body
Motivational Conflicts
1. Approach – approach Conflict
2. Avoidance - avoidance Conflict
3. Approach – avoidance Conflict
Approach – Approach Conflict
- occurs when a person needs to choose between
two options that are both attractive.
- occurs when there are two desirable alternatives
(positive) but you can only choose one.

Notes:
Instinct theory of motivation - all organisms are
born with innate biological tendencies that help
them survive.
Example:
infants have an inborn rooting reflex that
helps them seek out a nipple and obtain
nourishment
birds have an innate need to build a nest or Notes:
migrate during the winter. Approach-Approach aka WIN-WIN Situation
EROS – man’s struggle to survive and live happy Ex: you want to emigrate to Switzerland and
THANATOS – man’s aggressive behaviors Denmark but you can only choose one
(destroy, ruin, kill)

Cognitive Theory: Avoidance – Avoidance Conflict

 Aka - Expectancy or Value Theory - occurs when a person needs to choose between
 John Atkinson: Goals control behavior options that they find both unpleasant.
 Cognitive Theory rely on your thoughts,
beliefs, and attitudes to explain
your motivation

Notes:
CT indicates that people's beliefs affect their
behavior.
Example:
if we believe one thing, then we are motivated to
act in a way that fits with the belief
Categories of Motivation
 Psychological Motives: Satisfaction of
Social Motives Learned through experience
Notes:
Avoidance-Avoidance aka NO WIN Situation
Ex: You need a job, you received job offer from 2
different companies but you do not want to work in
that employer bec that is not the kind of job you are
looking for BUT you need money so you are forced
to choose one of them.
Approach – Avoidance Conflict
- occurs when a person needs to choose between
options that have both positive and negative
consequences.
- What you want has both good and bad outcome

Notes:
Approach-Avoidance
Ex: You want to marry someone with a
different religion to you, but your parents say they
will disown you if you do.

Maslow’s Hierarchy of Needs

Self-actualization: Lower needs satisfied, full

human potential achieved
- Growth vs. deficiency needs

Peak experiences:
Times when self-actualization is temporarily
achieved