Motivation Lecture Notes

Flashcards on Motivation and Needs

Motivation

The driving force that impels people to act; the reasons one has for acting or behaving.

Needs

Circumstances or things that are wanted or required that direct the motivational force.

Personality

Inner psychological characteristics that determine and reflect how we think and act, forming an individual’s distinctive character.

Dynamics of Motivation

Individuals strive to reduce tension by selecting goals and behaviors they anticipate will fulfill their needs.

Physiological Needs

Innate needs fulfilling these sustain biological existence (e.g., food, water, shelter).

Psychological Needs

Needs learned from parents and the social environment, including prestige, affection, and power.

Frustration

A state resulting from failure to achieve a goal or the inability to attain a goal.

Defense Mechanisms

Unconscious mental processes used to protect the ego from anxiety and unpleasant emotions.

Aggression

Aggressive behavior in attempting to protect self-esteem.

Rationalization

Inventing plausible reasons for being unable to attain goals.

Regression

Reacting with childish or immature behavior.

Withdrawal

Withdrawing from a frustrating situation.

Projection

Projecting blame for one's own failures and inabilities on others.

Daydreaming

Attaining imaginary gratification of unfulfilled needs through fantasy.

Identification

Resolving frustration by subconsciously identifying with other persons or situations.

Repression

Forcing unsatisfied needs out of conscious awareness.

Murray's List of Psychogenic Needs

A systematic approach to understanding nonbiological human needs by Henry Murray.

Achievement (Psychogenic Need)

Includes accomplishment, success, and overcoming obstacles

Exhibition (Psychogenic Need)

Shocking or thrilling others to be the center of attention.

Affiliation (Psychogenic Need)

Spending time and forming strong friendships and attachments.

Power/Dominance (Psychogenic Need)

Controlling, influencing, and leading others.

Change (Psychogenic Need)

Seeking new experiences and avoiding routine.

Order (Psychogenic Need)

Keeping things neat and organized.

Maslow's Hierarchy of Needs

A hierarchy useful for segmentation and development of advertising and other communications.

Physiological Needs (Maslow)

Includes food, water, air, shelter, and sex.

Safety and Security Needs (Maslow)

Includes protection, order, and stability.

Social Needs (Maslow)

Includes affection, friendship, and belonging.

Ego Needs (Maslow)

Includes prestige, status, and self-esteem.

Self-Actualization (Maslow)

Self-fulfillment.