psyc ch. 11

Motivation - The process that explains the initiation, direction, intensity, and persistence of behavior

Motive- The exact cause, reason, or purpose for behavior

Instinct theory / instinct doctrine- Motivation comes from automatic/unlearned reasons

Evolutionary approach- Motivation comes from the need to survive and/or reproduce

Drive Reduction theory- Motivation comes from an imbalance of homeostasis and we have a desire to reduce a “need”

Optimal-arousal theory / Arousal theory- Motivation comes from a desire to maintain a certain level of arousal

Yerkes-Dodson law- Related to the Optimal-arousal theory; if we have an easy or well-learned task, we can have high arousal, but if the task is new or not well-learned, we should have low arousal

Incentive theory- Motivation comes from rewards and punishments

Opponent process theory- Motivation comes from receiving an opposite response from a stimulus

Need achievement- (also known as achievement motivation) is the motivation to establish goals and cares about meeting those goals. A person can have “High ” or “Low”

Intrinsic motivation- One’s motivation comes from inside a person; they do things because they simple want to

Extrinsic motivation- One’s motivation comes from outside sources such as praise, grades, and rewards

Overjustification effect- Loss of internal motivation due to external factors

Growth orientation- Individuals with this are happy with what they have and do NOT focus on what they do not have

Deficiency orientation- Individuals with this are focused on what they do not have and always want more

Maslow’s hierarchy of needs (know all 5 levels)- physiological, safety, Belonginess and love, esteem, self- actualization

Approach-approach conflict- Two desirable decisions, but you must pick one

Avoidance-avoidance conflict- Two undesirable decisions, but you must pick one

Approach-avoidance conflict- When one decision has both a pro and a con

Multiple approach-avoidance conflict- When you have more than one decision to make and each decision has its own pros and cons

Emotional intelligence- The ability to understand, use, and manage your own emotions in positive ways; this includes understanding the emotions of others and responding appropriately

Social referencing- The process of letting another person’s emotional state guide your own behavior

Adaptation-level theory- Tendency to get used to a situation; making it the norm

Excitation transfer theory- States that arousal from one situation can carry over to an independent situation; affecting behavior

Sunk-cost fallacy- Tendency to continue/carry-on even though the cost outweighs the benefits

Display rules- Culturally accepted social norms about how to appropriately express emotions