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Chapter 9
Chapter 9
Motivation and Emotion
Motivation
Dynamics of behavior that initiate, sustain, direct, and
terminate actions
Types of Motives
Primary (or Biological) Motive: Innate (inborn) motives
based on biological needs we must meet to survive
Stimulus Motive: Innate needs for stimulation and
information (but not necessary for survival)
Secondary (or Learned) Motive: Based on learned
needs, drives, and goals
Stimulus Drives
Reflect needs for information, exploration, manipulation,
and sensory input
Sensation Seeking: Trait of people who prefer high levels
of stimulation (e.g., the contestants on Eco-Challenge
and Fear Factor)
Yerkes-Dodson Law: If a task is simple, it is best for
arousal to be in the middle; if the task is complex, lower
levels of arousal provide for the best performance
Figure 9.11
FIGURE 9.11 (a) The general relationship between arousal and efficiency can be described by an
inverted U curve. The optimal level of arousal or motivation is higher for a simple task (b) than for
a complex task (c).
Preparation
Relaxation
Rehearsal
Restructuring thoughts
Learned Motives
Social Motives: Acquired by growing up in a particular
society or culture
Need for Achievement (nAch): Desire to meet some
internal standard of excellence
Need for Power: Desire to have impact or control over
others
Scoring
Test 1
Count the number of yes responses
The more yes responses, the higher your need for
achievement
Test 2
Give yourself a point each time any of the following is
mentioned:
Defining a problem
Solving a problem
Obstructions to solving a problem
Techniques that can help overcome the problem
Anticipation of success or resolution of the problem
Achievement Motivation
Characteristics of those high in need for achievement
moderate risk takers
Avoid goals that are too easy or too hard
Complete difficult tasks
Earn better grades
Tend to excel in chosen occupations
Attribute success to ability; failure to insufficient effort
More likely to renew efforts when they perform poorly
Figure 9.14
FIGURE 9.14 Maslow believed that lower needs in the hierarchy are dominant. Basic needs must
be satisfied before growth motives are fully expressed. Desires for selfactualization are reflected
in various metaneeds (see text).
Types of Motivation
Intrinsic Motivation: Motivation coming from within, not
from external rewards; based on personal enjoyment of
a task
Extrinsic Motivation: Based on obvious external rewards,
obligations, or similar factors (e.g., pay, grades)
Emotions
State characterized by physiological arousal and
changes in facial expressions, gestures, posture, and
subjective feelings
Physiological Changes: Include heart rate, blood
pressure, perspiration, and other involuntary bodily
responses
Emotional Expression: Outward signs of what a person
is feeling
Emotional Feelings: Private emotional experience
Figure 9.15
FIGURE 9.15 Primary and mixed emotions. In Robert Plutchiks model, there are eight primary
emotions, as listed in the inner areas. Adjacent emotions may combine to give the emotions
listed around the perimeter. Mixtures involving more widely separated emotions are also
possible. For example, fear plus anticipation produces anxiety.
Sudden Death
After strong emotional shock, sympathetic
system becomes too active
Results in excessive stress
Parasympathetic Rebound
After shock, parasympathetic system overreacts
lowers blood pressure too much
Slows heart to a stop
Lie Detectors
Polygraph: Device that records heart rate, blood
pressure, respiration, and galvanic skin response (GSR);
lie detector
GSR: Measures sweating
Irrelevant Questions: Neutral, unemotional questions in a
polygraph test
Relevant Questions: Questions to which only someone
guilty should react by becoming anxious or emotional
Control Questions: Questions that almost always
provoke anxiety in a polygraph (e.g. Have you ever
taken any office supplies?)
Figure 12.7b
The polygraph, a method for detecting nervous arousal, is the basis for the so-called lie detector test. The polygraph operator (a)
asks a series of nonthreatening questions to establish base-line readings of the subjects autonomic responses (b), then asks
questions relevant to an investigation. The underlying assumption is that an increase in arousal indicates nervousness, which in
turn indicates lying. Unfortunately, a large percentage of innocent people become nervous and therefore appear to be lying.
Theories of Emotion
James-Lange Theory: Emotional feelings follow bodily
arousal and come from awareness of such arousal.
Cannon-Bard Theory: The thalamus (in brain) causes
emotional feelings and bodily arousal to occur at the
same time.
Schachters Cognitive Theory: Emotions occur when a
label is applied to general physical arousal.
Attribution: Mental process of assigning causes to
events; attributing arousal to a certain source.
Facial Feedback Hypothesis: Sensations from facial
expressions and help define what emotion someone
feels.
FIGURE 12.9
According to the James-Lange theory, physiological arousal determines the nature of an emotion. According to Schachter and
Singers theory, physiological arousal determines the intensity of an emotion, but not which emotion is experienced.
Figure 9.21
Figure 9.23