1. Ch. 12 – Motivation and Emotion

2. Theories of Motivation

3. Theories of Motivation
• Instinct Theory
• Drive-Reduction
• Incentive Theory
• Cognitive Theory

4. Motivation
• Internal state that activates behavior and
directs it towards a goal.

5. 1. Instinct Theory
innate tendencies determine human
behavior

6. 2. Drive Reduction Theory
Drive – state of
tension produced by
a need –motivates
an organism
towards a goal
Need – bio. or
psycho.
requirement of an
organism – ex.
Oxygen/food/social
approval
Homeostasis – tendency of organisms to correct
imbalances/deviations from normal state

7. 3. Incentive Theory – organisms are
motivated by incentives
• Incentive - External stimulus, reinforcer, or
reward that motivates behavior – stresses
environmental factors

8. 4. Cognitive Theory – How an
organisms thinking influences behavior
• Extrinsic Motivation – activities that either reduce
biological needs or obtain incentives/rewards
• Intrinsic motivation – activities that are personally
rewarding or fulfill beliefs/expectations
• “Mentalism” – Mental states are to behavior as
cause is to effect.

9. Ch. 12.2 Biological and Social Motives
• Hunger (drive)/Food (need) – example – page 321
Lateral Hypothalamus – produces hunger signals
Ventromedial Hypothalamus – Signal to stop eating

10. • Food Biological Motives
• Water
• Oxygen
• Sleep
• Avoid pain
• Others?

11. Social Motives
• Need to excel
• Need for social bonds
• Need for fun
• Others?

12. Some studies on motivation…
• Eating – Schachter – Overweight people
respond to external cues; normal weight
people respond to internal cues…
• Fear of success – Horner – Write a story “After
first term finals, John finds himself…top of his
class”  90% of men predicted success for
“Anne” when substituted for John, 65% of
women predicted failure for Anne.

13. Maslow’s Hierarchy of Needs
Self
Actualization
Needs
Psychological
Needs
Fundamental
(Physical)
Needs

14. Emotions
• Set of complex
reactions to
stimuli involving
subjective
feelings, physiolo
gical arousal, and
observable
behavior

15. Expressing Emotions – 3 parts –
Physical, Behavioral, Cognitive

16. Psychological Theories
• Arguments for Biologically Based Emotions
1. Universal Expressions of Emotions Across Cultures
2. Blind/deaf children laughing/smiling
3. Difficulty hiding true emotions
• James-Lange theory – emotions perceptions of
internal bodily changes
• Canon-Bard Theory – argued (incorrectly)
thalamus was center of emotions (limbic system
is…amygdala, hypothalamus, hippocampus)

17. Cognitive Theories
• Reacting to social cues (Schacter/Singer
Experiment…injections of adrenaline)
• Opponent processing – sympathetic and
parasympathetic balance emotions in
homeostasis

18. Opponent-Process Theory