Introduction to Psychology, 7th Edition, James W.

Kalat
Chapter 11: Motivation

Chapter 11

Motivation
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Motivation
 Motivation
 Psychologists have made strides in understanding

complicated motivated behaviors.

 But many human motivations are still puzzling or seem

illogical when scrutinized.

 We will begin with some general principles of motivation,

and then examine three areas of interest: hunger, the

sex drive, and achievement.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Module 11.1
 General Principles of Motivation
 What are you most highly motivated for? Create a top-five
1
2
3
4
5
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Properties of Motivated Behavior

 Characteristics of motivated behavior:
 They are goal directed behaviors – motivated individuals

keep working until they reach their goal.

 They vary from time to time and one individual to the

next.
 If an individual varies the behavior and persists until

reaching a goal, it is a motivated behavior.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Views of Motivation
 It is hard to develop a satisfactory definition of motivation
 There are several frameworks that are used in psychology
to understand what motivation is.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Views of Motivation
 Motivation as an energy
 The word motivation is derived from the same root as

“motion” – something that moves an organism.

 Lorenz and others proposed that animals behave in

instinctive ways when certain energies reach a critical

level.
 It is as if a specific kind of energy builds up and needs to

be released, if it is not released through the preferred

outlet, it will “spill” through a less preferred one.
 Motivation as energy building up in reservoirs ...
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Views of Motivation
 Motivation as an energy
 This view is based upon an obsolete conception of how

the nervous system works.

 We now understand that individuals can inhibit impulses

towards a disadvantageous behavior; there is no

“spilling” of unreleased energy.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Views of Motivation
 Drive theories
 A drive is a state of unrest or irritation that energizes one

behavior after another until one of them removes the irritation.

(e.g., splinter)
 Drive-reduction theory proposes that animals strive to reduce

their drives as much as possible.

 Can you use drive reduction theory to explain the following

needs?
 Rest
 Exercise
 Money
 Power
 Self expression
 Can you use drive reduction theory to explain your top 5 needs?
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Views of Motivation
 Drive theories
 By extension, drive-reduction theory would predict that

once all needs have been met, the organism would

become inactive.
 People seek variety and activity in life, not a condition of

non-stimulation.
 The theory ignores the role of external stimulation.

Interest in food depends not only on hunger but also on

what foods are available.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Views of Motivation
 Homeostasis--an important advance on drive-reduction
theories
 Homeostasis is the maintenance of an optimum level of

biological conditions within an organism.

 Conditions such as temperature, hydration, nutrition, and

weight are maintained at a state of equilibrium.

 Unlike drive-reduction theory, in homeostasis it is

necessary for the organism to expend energy to

maintain the optimum state.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Views of Motivation
 Homeostasis
 The homeostasis framework overlooks the power of new

stimuli to arouse behavior.

 Humans also will adjust current behavior or consumption

in anticipation of future needs. A person may eat one

large meal in anticipation of skipping the next one, for
example.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Views of Motivation
 Incentive theories
 Incentives are external stimuli that pull us toward certain actions.

 Most motivated behaviors are controlled by a combination of drives

(internal behaviors that push us from within) and incentives

(external stimuli that pull us toward certain actions).
 You eat because you are hungry and also because you are standing

in front of a restaurant offering appealing sights and smells of food.

 Can you use push and pull principles to explain the following needs?

 Rest
 Exercise
 Money
 Power
 Self expression
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Views of Motivation
 Intrinsic and extrinsic motivations
 An intrinsic motivation is a motivation to do an act for

its own sake.

 An extrinsic motivation is based on the reinforcements

and punishments that may follow an action.

 Most motivated behaviors result from a combination of

intrinsic and extrinsic motivations.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Views of Motivation
 Intrinsic and extrinsic motivations
 Sometimes providing extrinsic motivations for a behavior

that are already intrinsically motivated may result in a

reduction of the performance of that behavior.
 This effect is known as overjustification.

 Overjustification predicts that if people are given more

extrinsic motivation than needed to perform a task, the

intrinsic motivation declines.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.2 Monkeys learned to remove the pin, hook, and hasp in that order to open this
device. When they started receiving a raisin instead of opening it just for fun, their
performance deteriorated.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Table 11.1 Four views of motivation

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Concept Check:
You enjoy taking guitar lessons. Would it increase or decrease
your interest if your parents offered to pay you for practicing?
According to overjustification, it would decrease your interest.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Types of Motivation
 Primary and secondary motivation
 Primary motivations are automatic, built-in processes

(e.g., food and water)

 Secondary motivations develop as a result of specific

learning experiences. You learn to perform these

behaviors because they bring you closer to satisfying
primary motivations.
 These motivations are analogous to the conditioned and

unconditioned reinforcers that we discussed in the

chapter on learning
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Concept Check:
Is your interest in getting in “A” in this class an example of a
primary or secondary motivation?

A secondary motivation
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Many Types of Motivation

 We understand some motivations that are directly related to
survival, but still puzzle over those that seem to have
nothing to do with staying alive.
 Unusual behaviors are most likely driven by a combination
of motivating factors, both intrinsic and extrinsic in origin.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Module 11.3
 Sexual Motivation
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

What Do People Do, and How Often?

 There are many academic and scientific reasons to
research the habits and attitudes of human beings
regarding sexuality.
 Most of us also are just plain curious and wonder “Am I
normal?”
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

What Do People Do, and How Often?

 The answer to that question depends on what we mean by
“normal.”
 “A nymphomaniac is someone who wants more sex than

you do.” -- Alfred Kinsey

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Kinsey Survey

 Alfred C. Kinsey conducted the first major survey of human
sexual behavior.
 He had a large sample, but it was not randomly gathered

and since it was from only one area of the United States,
cannot be considered representative.
 His results are still useful in that they are indicative of the

wide variation in human sexual habits and attitudes.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Contemporary Surveys
 Surveys from the 1980s and 1990s have been more
successful in obtaining random and representative samples
 Results suggest that the most popular sexual activities

are vaginal sex, oral sex, and watching one’s partner

undress.
 Men indicate stronger preferences for activities such as

masturbation and casual sex than do women.

 The number of partners reported in the past year tends

to be greatest in young adulthood.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.12 The percentage of U.S. adults who rate various sexual activities as
“very appealing,” as opposed to “somewhat appealing,” “not appealing,” or “not at
all appealing.” (Based on data of Laumann, Gagnon, Michael, & Michaels, 1994)
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Sexual Behavior in the Era of AIDS

 AIDS, or acquired immune deficiency syndrome is a
sexually transmitted disease that gradually destroys the
body’s immune system.
 The virus does not survive long outside of body fluids

and must enter a person’s blood.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Sexual Behavior in the Era of AIDS

 The three most common modes of transmission are blood
transfusion, sharing needles for IV drug use, and sexual
contact.
 Information campaigns have had limited success in
promoting condom use, abstinence and other “safe sex”
strategies even in places where the disease affects a large
proportion of the population.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Sexual Identity and Orientation

 People vary in their sexual preferences.
 Gender identity is the sex that a person regards him- or

herself as being.
 Sexual orientation is a person’s preference for male

partners, female partners, both, or neither.

 People who prefer partners of their own sex are referred

to as homosexual; those who like partners of both

sexes are called bisexual.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Influences on Sexual Anatomy

 The human fetus starts off with a “unisex” body structure.
 Hormonal influences starting in the seventh or eighth

week of prenatal development determine whether a fetus

becomes anatomically male or female.
 Male fetuses generally secrete higher levels of the

hormone testosterone than do females. Testosterone

causes the development of a penis and scrotum in
males.
 Lower levels of testosterone in female fetuses are

responsible for the development of the clitoris and labia.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.16 The human genitals look the same in male and female fetuses for about
the first 6 or 7 weeks after conception (a).
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.16 (cont.) Differences begin to emerge over the next couple of months (b)
and are well developed at birth (c)
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.16 (cont.) Differences begin to emerge over the next couple of months (b)
and are well developed at birth (c)
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Influences on Sexual Anatomy

 Levels of estrogen increase in females at this time and
influence internal female development.
 Some fetuses develop into individuals who have an
intermediate appearance between male and female. These
individuals are referred to as intersexes.
 These individuals used to be surgically altered to create
either a distinct male or female appearance, but this
practice is no longer common because of the many
problems it created for intersex individuals when they
matured
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Concept Check:
In order for a fetus to develop a male appearance, which
hormone must be present in sufficient quantity?
Testosterone
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Influences on Sexual Orientation

 Sexual preference is most accurately viewed as falling
along a continuum.
 A small number of people who identify as gay or lesbian

have had heterosexual experiences.

 A small number of people who identify as straight have

had at least one homosexual experience as adults, and

about 9% of males have had a homosexual contact as
adolescents.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.18 The percentages of U.S. adults who report sexual activity or interest in
sexual activity with people of their own sex. (Based on data of Laumann et al., 1994)
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Influences on Sexual Orientation

 Attitudes towards homosexuality are culturally determined
and have changed repeatedly over the course of human
history.
 In ancient Greece and Rome it was considered normal

for men to engage in occasional sexual activities with

each other.
 In more recent times in Western Europe, homosexuality

has been viewed as a criminal activity, a sin, or to the

more enlightened person, a sign of mental illness.
 The idea that homosexuality was a sign of mental illness

has persisted up until very recently.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.19 Comparisons of the results of surveys conducted in five countries, in which

people were asked whether they had had homosexual experiences. (Based on data of
Izazola-Licea, Gortmaker, Tolbert, De Gruttola, & Mann, 2000; Laumann, Gagnon,
Michael, & Michaels, 1994; Sandfort, de Graaf, Bijl, & Schnabel, 2001; Spira et al., 1993;
Wellings, Field, Johnson, & Wadsworth, 1994)
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Influences on Sexual Orientation

 This impression was perpetuated by the fact that mental
health practitioners only encountered emotionally troubled
gay and lesbian individuals; those without serious issues
did not seek mental health treatment.
 Recent studies suggest that homosexual people may
experience a fair amount of depression and alcohol abuse,
but most are mentally healthy and well adjusted.
 Psychologists and psychiatrists now view homosexuality as
a normal variation in sexual motivation.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Influences on Sexual Orientation

 Some researchers are inquiring about what causes people
to develop their sexual preference.
 Most available research has been done using samples

of gay males.
 Twin studies suggest that genetic factors contribute to

sexual orientation.
 Hormone levels in adults do NOT play a role in sexual

preference although prenatal hormone levels may play a

role.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.20 The probability of a homosexual orientation is higher among monozygotic

twins of adult homosexuals than among their dizygotic twins. The probability is higher
among dizygotic twins than among adopted brothers or sisters who grew up in the same
family. These data suggest a possible genetic role in the development of sexual
orientation. (Based on results of Bailey & Pillard, 1991; Bailey, Pillard, Neale, & Agyei,
1993)
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Influences on Sexual Orientation

 The research of Simon LeVay has provided evidence that
the INAH3 section of the anterior hypothalamus is larger in
straight men than in gay men or women. This may also
relate to sexual orientation.
 The research of LeVay and others is new and requires
replication. It is likely that sexual orientation is formed
through a combination of biological predispositions and
experiences. All conclusions in this area at this time are
tentative at best.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Biology, Society and Sexual Motivation

 Human sexual motivation and behavior reflects interplay of
biology, experience and context.

 The development of sexual interest and preference is most

likely the end result of biology and experience.

 Research on the psychology of sex and sexuality is very

new and much remains to be learned.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Module 11.4
 Achievement Motivation
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Need for Achievement

 The need for achievement is a striving for accomplishment
and excellence.
 People tend to describe this in themselves in terms of

the extrinsic motivation involved – the attainment of

rewards.
 There is also an intrinsic need for achievement, the

accomplishment of goals for their own sake.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Need for Achievement and Setting Goals

 Individuals who are experiencing a strong fear of failure,
the concern with avoiding defeat rather than achieving
success, may choose either very easy or almost impossible
goals.
 In low-pressure situations, those with fear of failure tend to
put forth a good effort, but if told that the task is of crucial
importance, they exert less effort.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

High and Low Goals

 Very high goals tend to promote good performance, as long
as the goals seem realistic.
 Students and workers must have enough ability to attain

the goals.
 They must take the goals seriously.

 They need to receive specific and frequent feedback.

 Challenging goals require intrinsic motivation, rewards

are less motivating for difficult goals than they are for
easy goals.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.22 Conditions for high activity toward achieving goals.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Job Design
 Should jobs be designed to be challenging and interesting,
or simple and foolproof?
 According to the scientific-management approach, or

Theory X, most employees are lazy, indifferent and not

creative. Work should be easy to perform and strictly
supervised.
 According to the human-relations approach, or Theory

Y, employees crave a sense of responsibility, variety of

tasks, and a feeling of accomplishment.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Job Satisfaction
 Job Satisfaction
 Job satisfaction is influenced by a variety of factors.

 Some factors are related to the job – interest level,

pay, coworkers and management.

 The employee’s personality is also a factor.

 Job satisfaction appears to be heritable – if other

people in your family are happy with their work,

chances are you will be also.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Job Satisfaction
 Job Satisfaction
 In general job satisfaction is strongly related to overall

life satisfaction.
 Most adults say they are satisfied with their work, but

also say that they would choose a different job if they

could “start over.”
 Younger workers generally report being less satisfied

than older workers.

 Few people change jobs once they have reached

middle age.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Job Satisfaction
 Job Satisfaction
 What about the influence of pay on job satisfaction?

 It appears to be very important, although probably not

the most important consideration.

 The perception that the pay level is fair is crucial.

 People will work at a lower-paying job that offers a

deep sense of accomplishment.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.24 Psychologists propose several reasons why most older workers report
higher job satisfaction than younger workers do.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Leadership
 How hard one works at a job is also influenced by
perceptions of how your organization is led.
 It is hard to measure the qualities of an effective leader.

 In describing the characteristics of an effective leader,

an interesting distinction has been made between two

main types.
 Transformational leaders articulate a vision for the

future, and challenge and motivate subordinates to be

creative in improving the organization.
 Transactional leaders try to make the organization

more efficient at what it already does, usually through

the use of incentives.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Leadership
 The types are not mutually exclusive. Some leaders have
features of both types, and some have none.
 Transformational leaders tend to be viewed as effective

across a variety of contexts.

 Transactional leaders are described as more effective

in stable organizations where activities tend not to vary

in the long run.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Achievement Motivation
 Unlike hunger, the motivation for achievement is
complicated by the fact that there rarely is a point of satiety.

 People who achieve major goals tend to set new ones and
begin striving for them.

 We would probably be distressed if we had no further goals.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Achievement Motivation
“(People) like the process of attaining, but do not quite like to
have attained.”
-- Fyodor Dostoevsky
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Module 11.2
 Hunger Motivation
 Food selection depends on a combination of

physiological, social, and cognitive factors.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Motives in Food Selection

 Food selection based on taste
 Some taste preferences are present at birth.

 E.g., infants like sweet, and reject bitter and sour

 Humans and mammals prefer the taste of fat.

 Temporary taste cravings are reported by most people

on occasion, and most are difficult to explain.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Motives in Food Selection

 Preference for familiar foods
 The human taste sense is uniform among all people, but

people from different parts of the world exhibit different

taste preferences.
 People’s food preferences are heavily influenced by

familiarity.
 Cuisine is one of the most stable and defining features of

any culture.
 People are cautious about eating things that are

unfamiliar.
 What’s the strangest thing you’ve ever eaten?
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Motives in Food Selection

 Learned association with food
 Animals and people associate foods with the

gastrointestinal consequences of consumption.

 Feeling full and satiated > want more next time

 Feeling nausea > a strong aversion to the food may

be formed
 Humans also develop preferences by associating one

food with another food that they already enjoy.

 Often foods are rejected because of its origins (i.e., a cat

is a standard type of pet in this country and that makes

the idea of eating cat distasteful to most Americans).
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Physiological Mechanisms of Hunger

 Hunger is a homeostatic drive (remember “homeostasis”?)
that makes fuel available to the body.
 Glucose is the most abundant sugar in the blood, and is

an important source of energy, especially for the brain.

 One way to think of hunger is as a homeostatic

mechanism that motivates you to provide your body with

the optimal amount of glucose
 A drop in glucose entering the body’s cells is a major

factor in initiating hunger

 Excess glucose is converted into fat and stored for later

use.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Physiological Mechanisms of Hunger

 Two hormones secreted by the pancreas work in
complimentary fashion to regulate hunger and nutrition:
 Insulin increases the flow of glucose and other nutrients

into body cells.

 Insulin production usually surges at the beginning of a

meal and falls off after the meal is over.

 Glucagon converts stored nutrients into blood glucose.

 Glucagon is released between meals when energy is

needed.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.5 A feedback system between eating and insulin levels maintains homeostatic
control of nutrition
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Physiological Mechanisms of Hunger

 If insulin is consistently in short supply, as in those
individual afflicted with diabetes, the body will absorb little
nutrition.
 If insulin is consistently present in excessive amounts (e.g.,
hypoglycemia), most of the nutrients that are consumed are
stored as fat.
 In both of these instances, appetite is increased, though low
insulin levels usually lead to weight loss (eat and excrete),
and high insulin levels lead to weight gain (eat and stored
as fat).
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Long-Term Regulation of Hunger

 In the short run, food intake does not always match the
individual’s nutritional needs
 Weight tends to fluctuate in the short-term, but is very

stable in the long-term.

 Most individuals’ weights are very close to a set point, a

level that the brain and body work to maintain.

 Part of the mechanism for regulating weight in the long

term is the hormone leptin, which is secreted by the fat

cells themselves.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.6 For most people, weight fluctuates around a set point, the way a diving
board bounces up and down from a central position.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Long-Term Regulation of Hunger

 Leptin works in the hypothalamus to alert the brain that no
more fat cells are needed.
 Extra leptin causes meals to satisfy hunger faster.
 Some cases of obesity are linked to a lack of leptin. Many
other obese individuals have the hormone but are relatively
insensitive to its effects.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Brain Mechanisms of Hunger and Satiety

 The hypothalamus is the location of several areas critical to
regulation of food intake
 E.g., lateral hypothalamus appears to be critical for

starting eating. Damage to this area will cause starvation

through lack of interest in food.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Eating Too Much or Too Little

 Obesity is the excessive accumulation of body fat
 Obesity is a serious health risk because it increases the

individual’s risk of:

 Diabetes

 Coronary diseases

 Some types of cancer

 Sleep apnea
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Eating Too Much or Too Little

 Obesity is usually due to the individual’s taking in more
calories than he or she is using.
 There is no reliable connection between emotional

disturbances and obesity. It neither causes obesity nor

necessarily results from it, despite the acceptability of
“fat prejudice” in our culture.
 Emotional disturbance can cause temporary fluctuations

in food intake and weight.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Eating Too Much or Too Little

 Obesity tends to run in families. Genes play a role but they
are not the only cause.
 The dramatic increase in obesity in the United States over
the past 50 years has been linked to lifestyle factors.
 We have sophisticated technology to do most of the heavy work that
was done as part of day-to-day life a century ago.
 We also have a diet rich in fat, salt and sugar (due to the success of
“fast-food”) and a food industry that uses advertising and
persuasion to encourage the over-consumption of food.
 Many overweight individuals are eating more than is needed, but
there are some who are eating normal-sized meals and are
hampered by low energy output, or low metabolism.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Losing Weight
 Although losing weight can seem to be extraordinarily
difficult, there are a number of strategies available to the
motivated individual.
 A certain amount of exercise must be a part of any long-

term weight loss strategy.

 Surgery should only be utilized for those with life-

threatening levels of obesity.

 Twelve-step programs such as OA can be useful for

those who are comfortable with the spiritual focus of

such groups.
 Private counseling can be utilized for those overweight

individuals who are also struggling with psychological

problems.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Losing Weight
 What about medications?
 The use of medications for weight loss remains

controversial.
 The variety of drugs available has increased.

 Medications act by weakening hunger signals to the

brain, blocking absorption of fat in the intestines, or

increasing metabolism.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Effect of Intentional Weight Loss on

Appetite
 In present-day American society it is common for everyone,
and particularly women, to be unhappy with their physiques.
 Americans tend to worry more about what they eat.

 Americans express more interest in obtaining low-fat,

low-salt, “health foods.”

 A slender ideal figure is presented in the media and

there is a great deal of social pressure to be very thin.

 Even normal weight people are frequently dieting.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.10 In a study by Fallon and Rozin (1985), women and men were asked
which figure they considered most attractive and which figure they believed the
opposite sex considered most attractive. Each sex misestimated the other’s
preferences.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Effect of Intentional Weight Loss on

Appetite
 Dieting can be extremely difficult.
 Dieting requires a great deal of mental energy.

 Vohs & Heatherton (2000) Does the stress of dieting

can make the dieter more vulnerable to temptation?

 Task 1: Watch video and answer questions

 Task 2: Sample and rate ice cream. “Help yourself

to any ice cream you want; we have tons in the
freezer.”
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Who ate the most ice cream?

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Results:
 The dieters who were seated close to snacks and been told
“help yourself” ate the most ice crem

Interpretation:
 People have limited resources for self-regulation
 After you resist for a while your ability weakens, leaving you
more vulnerable to the next temptation

Implication:
 Avoid putting yourself into one tempting situation after
another (especially within a short time)
 Applies to any habit (smoking, drinking, etc. etc.)
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Anorexia Nervosa
 Dieting can contribute to the development of eating
disorders.
 Anorexia nervosa is a condition in which a person refuses
to eat an adequate amount of food and steadily loses
weight.
 Anorexia usually begins at puberty.

 It is uncommon in cultures where a plump female body is

considered acceptable or desirable.

 It tends to occur more in middle-class or upper-middle-

class women, regardless of ethnicity.

 It seems to be related to social pressure and media

influence.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Anorexia Nervosa
 There is an intense “fear of fatness” involved in anorexia, so
it is more likely that a tendency to perfectionism, coupled
with the constant social pressures around body image,
contribute to the development of this disorder.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Bulimia
 Alternation between self-starvation and bingeing is called
bulimia
 It is highly likely that dieting causes the feeling of

starvation that brings on the bingeing behavior.

 People with bulimia tend to have low self-esteem, great

dissatisfaction with their bodies, and histories of family

dysfunction.
 Many bulimics fluctuate around normal to high body

weight; a few are very thin.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Eating Disorders
 Eating disorders have increased in prevalence in the United
States over the past two decades. At the same time, the
number of women who are unhappy with their bodies is
also increasing.
 The lifestyle changes that make it easy to become
overweight, coupled with the high pressure on women to
look very thin, have probably both contributed to this
disturbing trend.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Complexities of Hunger

 Eating, hunger and dieting are topics that underscore the
message of this chapter.
 Our motivations are diverse and interact with each other.
How much and what we eat depends not only on our need
for sustenance, but on social and psychological forces as
well.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Module 11.4
 Achievement Motivation
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Need for Achievement

 The need for achievement is a striving for accomplishment
and excellence.
 People tend to describe this in themselves in terms of

the extrinsic motivation involved – the attainment of

rewards.
 There is also an intrinsic need for achievement, the

accomplishment of goals for their own sake.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

The Need for Achievement and Setting Goals

 Individuals who are experiencing a strong fear of failure,
the concern with avoiding defeat rather than achieving
success, may choose either very easy or almost impossible
goals.
 In low-pressure situations, those with fear of failure tend to
put forth a good effort, but if told that the task is of crucial
importance, they exert less effort.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

High and Low Goals

 Very high goals tend to promote good performance, as long
as the goals seem realistic.
 Students and workers must have enough ability to attain

the goals.
 They must take the goals seriously.

 They need to receive specific and frequent feedback.

 Challenging goals require intrinsic motivation, rewards

are less motivating for difficult goals than they are for
easy goals.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.22 Conditions for high activity toward achieving goals.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Job Design
 Should jobs be designed to be challenging and interesting,
or simple and foolproof?
 According to the scientific-management approach, or

Theory X, most employees are lazy, indifferent and not

creative. Work should be easy to perform and strictly
supervised.
 According to the human-relations approach, or Theory

Y, employees crave a sense of responsibility, variety of

tasks, and a feeling of accomplishment.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Job Satisfaction
 Job Satisfaction
 Job satisfaction is influenced by a variety of factors.

 Some factors are related to the job – interest level,

pay, coworkers and management.

 The employee’s personality is also a factor.

 Job satisfaction appears to be heritable – if other

people in your family are happy with their work,

chances are you will be also.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Job Satisfaction and Job “Fit”

 What did you want to be when you were in Kindergarten?
 What is the overlap between your skills and interests?

Skills Interests

strengths
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Job Satisfaction
 Job Satisfaction
 In general job satisfaction is strongly related to overall

life satisfaction.
 Most adults say they are satisfied with their work, but

also say that they would choose a different job if they

could “start over.”
 Younger workers generally report being less satisfied

than older workers.

 Few people change jobs once they have reached

middle age.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Job Satisfaction
 Job Satisfaction
 What about the influence of pay on job satisfaction?

 It appears to be very important, although probably not

the most important consideration.

 The perception that the pay level is fair is crucial.

 People will work at a lower-paying job that offers a

deep sense of accomplishment.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Figure 11.24 Psychologists propose several reasons why most older workers report
higher job satisfaction than younger workers do.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Leadership
 How hard one works at a job is also influenced by
perceptions of how your organization is led.
 It is hard to measure the qualities of an effective leader.

 In describing the characteristics of an effective leader,

an interesting distinction has been made between two

main types.
 Transformational leaders articulate a vision for the

future, and challenge and motivate subordinates to be

creative in improving the organization.
 Transactional leaders try to make the organization

more efficient at what it already does, usually through

the use of incentives.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Leadership
 The types are not mutually exclusive. Some leaders have
features of both types, and some have none.
 Transformational leaders tend to be viewed as effective

across a variety of contexts.

 Transactional leaders are described as more effective

in stable organizations where activities tend not to vary

in the long run.
Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Achievement Motivation
 Unlike hunger, the motivation for achievement is
complicated by the fact that there rarely is a point of satiety.

 People who achieve major goals tend to set new ones and
begin striving for them.

 We would probably be distressed if we had no further goals.

Introduction to Psychology, 7th Edition, James W. Kalat
Chapter 11: Motivation

Achievement Motivation
“(People) like the process of attaining, but do not quite like to
have attained.”
-- Fyodor Dostoevsky