Motivation

Contents
 Motivation
 Needs ,types
 Maslow classification of needs
 Freud theory of motivation
 Discussion and criticism
 ? What is motivation
 Driving forces
within individuals
that implies them
to do an action .

Key
KeyElements
Elements
1.
1. Intensity:
Intensity:how
howhard
hardaaperson
persontries
tries
2.
2. Direction:
Direction:toward
towardbeneficial
beneficialgoal
goal
3.
3. Persistence:
Persistence:how
howlong
longaaperson
persontries
tries
Needs
 The difference between actual state
and desired state
Types of needs
 Biogenic (innate )
Food , water , sex
 Psychogenic (Acquired )

Love , belonging , friendship

 Utilitarian (Acquired )

Satisfying function
 Hedonic (Acquired )

Satisfying excitement , image and prestige

Freud theory of motivation
 He developed an idea that much of
human behavior stems from
conflict between person desire to
gratify his /her personal needs and
necessity to function as responsible
member of the society
Freud theory of motivation
 This struggle is carried out in
human mind among three systems
1. The ID :(pleasure , immediate gratification ,
physical and sexual desire *party animal of the
body
2. Super ego: orient person to behave as a
responsible person in the society (parent role )

3. Ego : judgment , referee (compromise

between two previous parts
Failure frustration
 Reaction to frustration :
1. Adaptation : finding substitute or away
around the obstacles
2. Deny : by using defense mechanism to
protect their self-esteem

i,.e people looks for social acceptance to seek

satisfaction to compensate other unsatisfied
physical and sexual desire
Defense mechanisms
 Aggression: individual who experience
frustration may resort to aggressive behavior in
attempting to protect their self esteem

 Rationalism: consumer who can not quit

smoking , may be convince himself that he is
smoking low tar cigarettes
Defense mechanisms
 Regression: people react to frustrating
situation with childish , immature behavior

 Withdrawal: frustration sometimes

resolved by withdrawing from the situation
Defense mechanisms
 Projection: individual may redefine a
frustrating situation by projecting blame for
his/her self failure and inabilities on other objects
or persons

 Autism :frustrated individual may resort to

day dreaming or fantasizing which enables him to
attain imaginary gratification of unfulfilled needs
Defense mechanisms
 Identification sometimes people resolve
their feelings by subconsciously identifying with
other persons or situation they consider relevant
i.e. the fellow who has difficulty attracting girls , he
may decide to use the same mouthwash or
deodorant that worked for the man in the
commercial Ad

 Repression :some individuals avoid the

tension arising from frustration by repressing the
unsatisfied needs ,thus they may forget the need
out of conscious awareness
Exercise
 Give an example of one of the
defense mechanisms you have used
in real life situation …comments?