Behavioral Science 2.1 Needs, Motivation & Attitude

Question 1

Intrinsic vs Extrinsic Motivation

Answer 1

Intrinsic: forces internal to goals
Extrinsic: forces external to goals

Question 2

Which theory of motivation emphasizes logical thinking, rationality and decision making?

Answer 2

Cognitive Approach

Question 3

Which theory of motivation focuses on behavior as influenced by personal factors, environment and behavior?

Answer 3

Social Cognitive Theory

Question 4

Reciprocal Determinism

Answer 4

Interactions between behaviors, personal factors and environmental factors. A person shapes and is shaped by their environment.

Key feature of social cognitive theory

Question 5

Which theory of motivations focuses on motivation in terms of innate instincts encoded in genes?

Answer 5

Evolutionary Approach

Question 6

Drive-Reduction Theory

Answer 6

Motivation based on desire to reduce drives

Question 7

What are drives as discussed in the Drive-Reduction theory?

Answer 7

A state of arousal/discomfort triggered by physiological and biological needs.

Homeostasis > Lack of Homeostasis > Need > Drive > Motivation to Reduce Drive > Homeostasis Reestablished

Question 8

Maslow’s Hierarchy of Needs

Answer 8

Individuals fulfill basic needs before higher level needs

Question 9

Describe the order of needs according to Maslow’s hierarchy

Answer 9

Physiological > safety > belonging & love > esteem > self-actualization

Question 10

Which theory states we have 3 universal needs? What are these needs?

Answer 10

Self-Determination Theory

Autonomy, competence and relatedness

Question 11

Which theory focuses on a reward serving as motivation for a behavior?

Answer 11

Incentive theory

If the behavior is rewarded it will continue to occur

Question 12

Which theory states that the amount of motivation needed to reach a goal depends on how much the individual expects to succeed and how much they value reaching their goal?

Answer 12

Expectancy-value theory

Question 13

How does the lateral hypothalamus contribute to the hunger cycle?

Answer 13

Signals hunger via release of ghrelin to stimulate appetite

Question 14

How does the ventromedial hypothalamus function in the hunger cycle?

Answer 14

Signals feeling full to stop eating via release of leptin which suppresses appetite

Question 15

Describe the order of events in the sexual response cycle

Answer 15

1. Excitement
2. Plateau
3. Orgasm
4. Refractory period (men)
5. Resolution

Question 16

What is transgenesis used for? What genes are involved?

Answer 16

Altering the genotype of an organism to study genetic influence

Knockout genes: genes that are removed
Exogenous genes: genes outside the transcribed genes

Question 17

Attitude

Answer 17

A learned tendency to respond to an object in a positive/negative way

Question 18

ABC Model of Attitude

Answer 18

Affect: emotional component
Behavior: action component
Cognitive: thought component

Question 19

Which theory of attitude focuses on the role models an individual has and their willingness to engage in risky behavior?

Answer 19

Prototype Willingness Model

Question 20

Which theory of attitude looks at how people respond to persuasive messages?

Answer 20

Elaboration Likelihood Model

Question 21

What are the two routes of information processing within the Elaboration likelihood model?

Answer 21

Central route: focuses on the content of the argument

Peripheral route: focuses on the superficial secondary characteristics of the message

Question 22

Which theory focuses on decision making based on the implications and intentions of actions?

Answer 22

Theory of Planned Behavior

Question 23

Attitude to Behavior Process Model

Answer 23

EVENT influences ATTITUDE which influences BEHAVIOR

Question 24

Which theory of attitude states that attitudes serve functions of knowledge, ego expression, adaptation and ego defense?

Answer 24

Functional Attitudes Theory

Question 25

Foot in the door theory

Answer 25

Agreeing to small requests increases the likelihood of an individual agreeing to a second larger request

Question 26

Role playing

Answer 26

Acting like a specific role over time leads an individual to feel like they are in that role

Question 27

What are the three characteristics involved in persuasion theory?

Answer 27

Message: properties of the message
Source: characteristics of the speaker and venue
Target: characteristics of the person receiving the message (attitudes and beliefs that influence the reception of the message)