The Motive Perspective Chapter Five The Motive Perspective

Basic Elements Needs Manifestation of an internal state Direct behavior Reflect an unsatisfactory state of being Derived from biological sources (primary) Derived from psychological sources (secondary) Need strength influences intensity of related behavior Directive in nature Positive needs (approach) Negative needs (avoidance)

Basic Elements Motives Influenced by underlying need Represent cognitive structures Have affective overtones Are more proximal to behavior than needs Provide a venue through which motives operate Pertain to goals and desires Are ultimately reflected in actions

Basic Concepts Press Influence motives Characterize an external event or condition Act as trigger for motivational states Example: Need: Water Motivational State: Thirst Behavior: Drink Press: Cold Lemonade

Murray’s System of Needs Emphasizes universal needs Focuses on secondary (psychological) needs Recognizes differing dispositional need levels among individuals Points out that: Single behaviors can satisfy multiple needs Needs can facilitate each other Needs can conflict

Thematic Apperception Test (TAT) Underlying assumptions: Manifest needs = needs reflected in overt behavior Latent needs = needs not reflected in behavior Assesses latent needs Presents an ambiguous picture Provides a detailed story about picture (i.e., character’s thoughts, feelings, and relationships) Latent needs are projected into the story’s content Dispositional tendencies emerge over multiple pictures

Need for Achievement Desire to do things well, to feel pleasure in overcoming obstacles TAT images: obtaining goals, overcoming adversity, performing well High need for achievement… Associated with choice of moderately difficult tasks (diagnosticity) Predicts higher performance in some domains May be reflected culturally to influence economic growth May result in behavior that is similar to that motivated by desire to avoid failure

Need for Power Desire to have an impact on others, to have prestige, to feel strong TAT images: vigorous action, concern about status, position, or self-image High need for power… Associated with patterns of friendship choice Predicts behavior in interpersonal interactions Manifests in less concessions in negotiations May be manifested differently depending on sense of responsibility High responsibility = conscientious pursuit of power Low responsibility = profligate, impulsive pursuit of power

Need for Affiliation Desire to spend time with others TAT images: concern about acceptance by others, attempts to establish and maintain relationships High need for affiliation… Associated with more agreeableness and concern over being liked Predicts time engaged in social activities Experiences most relationship satisfaction if matched with another who is high in need for affiliation May reflect more specific needs: Social comparison • Positive stimulation Emotional support • Attention from others

Need for Intimacy Desire to experience warm, close, and communicative exchanges with another person TAT images: disclosing communication, sharing thoughts and feelings More passive than need for affiliation High need for intimacy… Associated with more one-on-one interactions and self-disclosing interactions Predicts amount of listening behavior Associated with greater marriage and job satisfaction

Patterns of Needs Inhibited Power Motivation (IPM) Low need for affiliation (want to influence people) High need for power (doesn’t worry about being disliked) Associated with non-technical managerial success IPM imagery in politicians’ speeches preceded British wars

What Determines Behavior? Behavior reflects: a system of multiple needs the changing balance of the relative intensity of needs at any given time the fundamental influence of three superordinate needs Need for Power Need for Affiliation-Intimacy Need for Achievement

Incentive Value The degree to which a given behavior can satisfy a need Determines how a motive expresses itself in behavior Example: Need for Affiliation Go to party Join a sorority Call a friend Accounts for behavioral diversity Relates to (conscious) choices of action within a domain ? ? ?

Issues in Assessment TAT Self-Reports Questionable reliability Time consuming Reflect implicit motives Tied to desire for broad, primitive, affective experiences Predict frequency of motive-relevant feelings Self-Reports Reflect self-attributed motives Tied to desire for specific action goals Predicts frequency of motive-relevant events

Motive and the Five-Factor Model PRF shows some overlap with Five-Factor Model TAT-derived motives show less overlap with Five-Factor Model than do self-attributed motives Integrative approach (Winter et al.) Motives are fundamental desires Traits represent the channels through which motives are expressed

Behavior Change Key elements for change of problematic behavior Identify underlying motive for problematic behavior Identify alternative methods of satisfying motive Key elements for increasing achievement motivation Instruction to frequently use achievement imagery Generalize imagery to all situations Target specific, concrete actions