Professional Documents
Culture Documents
1
Chapter Outline
2
Needs and Motivation
3
Motivation Process
4
Types of Needs
Innate Needs
Physiological (or biogenic) needs that are
considered primary needs or motives
Acquired Needs
Learned in response to our culture or
environment. Are generally psychological
and considered secondary needs
5
Goals
Positive Negative
Motivation Motivation
A driving force toward A driving force away
some object or from some object or
condition condition
Approach Object/Goal Avoidance Object/Goal
A positive goal toward A negative goal from
which behavior is which behavior is
directed directed away
8
Rational vs. Emotional Motives
9
The Dynamic Nature of Motivation
Physiological arousal
Emotional arousal
Cognitive arousal
Environmental/Situational arousal
15
Maslows Hierarchy of Needs
16
Need Hierarchy and Market
Applications
Power
individuals desire to control environment
Affiliation
need for friendship, acceptance, and belonging
Achievement
need for personal accomplishment
closely related to egoistic and self-actualization
needs
18
Measurement of Motives
19
Motivational Research
Metaphor analysis
Storytelling
Word association and sentence completion
Thematic apperception test
Drawing pictures and photo-sorts
23