2. 1 PART I: PSYCHOANALYSIS & MOTIVES

3. 2 INTRODUCTION TO THE STUDY OF MOTIVES DEFINITION & PROPERTIES CHARACTERISTICS OF MOTIVATED BEHAVIOR MOTIVES AND PERFORMANCE

4. 3 Examples of motivated behavior

5. 4 MOTIVE: Psychological state (perceived as a ‘need’) that moves us to engage on an organized set of behaviors that maximize the fulfillment of that motive. PROPERTIES OF MOTIVES: The WHY of behavior Not directly observable (i.e.. inferred from behavior) Conscious and unconscious Approach and avoidance motives Variable and constant

6. 5 Question for the class: Why are people’s motives, in general, hard to figure out?

7. 6 Motives can be hard to infer because: (a) people very often hide their motives (b) people are not always aware of their motives (c) ‘overdetermination’ of behavior

8. 7 CHARACTERISTICS OF MOTIVATED BEHAVIOR: raises and fades over time coherent (organized) persistent and efficient associated to a network of cognitions (images, beliefs, plans) has emotional correlates and consequences (e.g., frustration)

9. 8 MOTIVATION AND PERFORMANCE