Ch 10 - Extrinsic & Intrinsic Motivation

Question 1

__ select behaviors and __ the expression of said behaviors.

__ select against behaviors and __ the expression of said behaviors.

Answer 1

Reinforcers; increase

Punishers; decrease

Question 2

__ are external stimuli that motivate or induce behavior. __ influence behavior based on an __ consequence of said behavior.

Answer 2

Incentives

Incentives; anticipated

Question 3

Incentives are said to have __ properties because they influence behavior that will yield an __ consequence.

Answer 3

motivational; anticipated

Question 4

__ __ is the attractiveness of an incentive based on objective properties (such monetary value) or subjective properties (such as how it makes us feel) is this.

Answer 4

Incentive value

Question 5

An __ __ can be determined based on __ properties (such as buying art for investment purposes), or based on __ properties (buying for pleasure).

Answer 5

incentive value; objective; subjective

Question 6

This law states that as objective incentive value increases, utility increases - but in smaller and smaller amounts (logarithmic, not linear or exponential).

Answer 6

Fechner’s law

Question 7

Winning $100K does not hold the same incentive value for working stiffs vs. billionaires - what law explains this difference?

Answer 7

Fechner’s law

Question 8

The subjective properties of an incentive, such as the satisfaction / pleasure it brings, or its usefulness, is said to be the incentives __.

Answer 8

utility

Question 9

The time between the current behavior and the availability of a future incentive is an incentive __ __.

Describe an example using employment.

Answer 9

delay interval.

You work (current behavior), then you get paid in 2 weeks (future incentive).

Question 10

__ __ is when a future incentive is represented today at a lower value.

The general formula for determining incentive value from its amount its delay is:
Incentive value (IV) = \_\_ of incentive / (1 + \_\_ interval)

Answer 10

Delay discounting.

IV = Amount of incentive / (1 + delay interval)

Question 11

As an incentive __ __ increases, the incentive __ decreases for both positive and __ incentives.

Answer 11

delay interval; value; negative

Question 12

Which has a higher incentive value? Use the formula!
A. $100 bonus for reaching goal every 4 weeks, week 1.
B. $100 bonus for reaching goal every 4 weeks, week 3.

What does this mean in terms of job performance?

Answer 12

A: IV = 100 / (1 + 3 weeks remaining) = 25
B: IV = 100 / (1 + 1 week remaining) = 50

B has a higher IV, so you’ll work harder in week 3 than in week 1 (generally speaking).

Question 13

The 3 explanations for delay discounting are:

1. The probability of attaining an incentive __ as the incentive delay interval __.
2. __ feelings decrease when incentive is farther away.
3. Future incentives allow for more time to make a __.

Answer 13

decreases; increases

Hedonic

decision

Question 14

Scenario:
A person prefers an immediate, smaller incentive in favor of a larger future incentive. However, as the time delay increases for the smaller incentive the person is more likely to choose the larger incentive. This is an example of a __ __.

Answer 14

preference reversal.

Question 15

Initial preference for a smaller incentive, but as time delay increases, switches to the larger incentive.

Answer 15

Preference reversal

Question 16

Preference reversal is related to __.

__, less important incentives are preferred to __, more important incentives.

Answer 16

procrastination

Immediate; delayed.

Question 17

Losses are more dissatisfying than gains are satisfying (LLLtG).

For example, __ $50 is less satisfying than the dissatisfaction of __ $50.

Answer 17

Losses loom larger than gains.

Finding; loosing

Question 18

Regarding home sales, the price a seller is willing to accept is always higher than the price a buyer is willing to pay. This is an example of what phrase?

Answer 18

losses loom larger than gains.

Question 19

An __ __ (the number / objective quantity of incentive stimuli) can serve as a source of extrinsic motivation .

Answer 19

incentive amount

Question 20

A __ __ (VI) schedule is a reinforcement tool used to produce predictable patterns of behavior in rats.

For example, a VI3 would reinforce behavior after __ minutes; then each reinforcement after is at a __ interval with a mean time of __ minutes.

Answer 20

variable interval.

three; variable; three minutes.

Question 21

What is the variable interval:

5 min
3 min
7 min
5 min

Answer 21

5 minutes

Question 22

If two incentives are the same, then humans and non-human animals will choose the incentive that serves as the greatest __.

For example, a treat (incentive) with a VI3 schedule vs. an equivalent treat with a VI5 schedule, the __ schedule incentive would be chosen.

Answer 22

reinforcement.

VI3

Question 23

If one incentive on a VI5 schedule is better than an incentive on a VI2 schedule, humans and non-human animals will __ behaviors and choose the __ schedule incentive.

Answer 23

shift; VI5

Question 24

__ __ describe the ability of an incentive to motivate contingent on prior experience.

Answer 24

Contrast effects

Question 25

__ increases the value and demand for the deprived substance.

Answer 25

Deprivation

Question 26

This hypothesis states that a high probability response can reinforce a low probability response, but NOT vice versa.

In relating to this hypothesis, __ can reinforce low-probability behavior (e.g., child can earn 1/2 hr of video game time for every hour they play outside).

Answer 26

probability-differential hypothesis

contingencies (video games contingent on going outside)

Question 27

__ motivation is freely chosen; it’s inherent in the activity being performed.

There is no __ coercion as there is no __ motivation.

Answer 27

Intrinsic

external; extrinsic

Question 28

Three factors of intrinsic motivation are:

1. __: motive for learning about one’s environment
2. __ motivation: motive to actively interact and control one’s environment.
3. __: desirable subjective state when a person’s efforts match the skill level required (aka “__ spot”).

Answer 28

curiosity

effectance

flow; “sweet spot”

Question 29

If one’s capabilities exceed the skill level required, __ results; if challenges exceed skills, __ results.

Answer 29

boredom; stress

Question 30

__ motivation - a motive to interact with and control one’s environment - serves to develop __.

Answer 30

Effectance; competence.

Question 31

__ __ theory states that adding extrinsic motivation to an intrinsically motivated behavior decreases __ interest because the __ reason for performing the behavior has changed.

However, it does increase __.

Answer 31

Cognitive Evaluation; intrinsic; perceived;

Performance

Question 32

Support for Cognitive Evaluation Theory can be found in professional sports. Describe.

What happens if external incentives are lowered or removed?

Answer 32

Sports were started as children for intrinsic reasons, but extrinsic motivation (being a paid athlete) decreases intrinsic motivation.

Athletes won’t play as well (demotivated / reduced motivation), or they won’t play at all (Tom Brady / Patriots).

Question 33

__ __ of Motives states that one originally performs a behavior for __ (external) reasons, but the behavior is maintained for __ (internal) reasons.

Explain using probation as an example.

Answer 33

Functional Autonomy; extrinsic; intrinsic.

One might enjoy volunteering as a result of mandated community service.

Question 34

Consistently being directed towards an extrinsic or intrinsic source of motivation is called __ __.

Answer 34

motivational orientation.

Question 35

One can be motivated to study in order to get a good grade or they can be motivated to study for the joy of learning. What forms of motivation are each?

Conversely, one can be motivated to get a good grade and because they like learning. Both the above and this example refer to motivational __.

Answer 35

good grade = extrinsic;
joy of learning = intrinsic

orientation

Question 36

List the 3 factors that contribute to intrinsic motivation.

Answer 36

curiosity; effectance motivation; and flow

Question 37

Positive __ __ is an upward shift in value correlated with increased motivation (e.g., pay raise = greater inducement to work harder).

Answer 37

contrast effect

Question 38

Negative __ __ is a downward shift in value that is correlated with decreased motivation (e.g., cut in salary due to downsizing = decreased motivation / won’t work as hard.

Answer 38

contrast effect