OB Chapter 7

Behavioral Science (Motivation)

Perspective focused on designing environments and choices that create lasting behavioral change, especially by addressing biases and short-term temptations.

Lasting Behavioral Change

Sustained change in habits over time; hard because immediate effort costs compete with delayed benefits.

Want-Should Conflict

Tension between what feels good now ("want") and what benefits you later ("should").

Present Bias

Tendency to overweight immediate rewards and undervalue delayed rewards; undermines long-term goals.

Temptation Bundling

Pair a "should" activity with a "want" activity so the temptation drives the beneficial behavior (e.g., only watch a favorite show while working out).

Restarts / Fresh Start Effect

Motivation spike right after temporal landmarks (new year, birthday, new semester, Monday) that feel like a clean slate.

Reframing Messages

Changing how a behavior/goal is described to make it feel more motivating, meaningful, or aligned with identity.

Motivation

Processes that account for the intensity, direction, and persistence of effort toward attaining a goal.

Intensity (Motivation Component)

How hard someone tries. Measured by effort level, energy, speed, or amount of work attempted.

Direction (Motivation Component)

Where effort is aimed; whether behavior aligns with the right goal. Measured by goal choices, prioritization, and task focus.

Persistence (Motivation Component)

How long effort is maintained. Measured by time-on-task, endurance, and sticking through setbacks.

Performance = Ability × Motivation × Opportunity

Performance depends on can-do (ability), will-do (motivation), and identifying/seizing opportunities.

Motivators

Sources that energize, direct, and sustain behavior; can be intrinsic or extrinsic.

Intrinsic Motivation

Doing something because you want to; the activity is enjoyable or meaningful in itself.

Extrinsic Motivation

Doing something because you have to for rewards or to avoid punishment.

Internal Motivation vs External Motivation

Internal = driven by interest, values, autonomy; External = driven by rewards, pressure, or contingencies.

Crowding Out

When external rewards/pressures reduce internal motivation, weakening persistence or performance.

Maslow's Hierarchy of Needs

Needs arranged in levels; lower needs must be reasonably satisfied before higher needs strongly motivate behavior.

Physiological Needs

Food, water, sleep, basic survival needs.

Safety Needs

Security, stability, freedom from threat (safe conditions, job security).

Belongingness/Love Needs

Relationships, friendship, acceptance, group membership.

Esteem Needs

Respect, recognition, achievement, confidence, status.

Self-Actualization

Realizing potential, personal growth, meaning, becoming what you're capable of.