Needs, Motivation, and Attitude Flashcards
motivation
process that determines actions and explains why actions aimed at goals are initiated and maintained
evolutionary view of motivation
idea that instincts and the innate will to survive are what drive people’s actions
instincct
innate pattern of behavior that helps in survival
drive reduction theory of motivation
idea that actions are determined by needs and the desire to lessen these needs and maintain homeostasis
drive reduction theory of motivation
idea that actions are determined by needs and the desire to lessen these needs and maintain homeostasis
drives
desire to return to and maintain equilibrium after homeostasis is disturbed
optimal arousal theory of motivation
idea that actions are completed in order to create a state of arousal and alertness at which an individual can perform their best
it is possible to be not aroused enough or too aroused
cognitive approach to motivation
idea that actions are determined by mental processes, rational thinking, and decision making
Maslow’s hierarchy of needs
theory that motivation is determined by being compelled to do more basic survival functions first, and as these are achieved, more complex tasks can be the goal
physiological needs
first, most basic level of need in Maslow’s hierarchy
need for things that allow us to survive, such as food, water, sleep, and breathing
safety needs
aka safety and security needs
second most basic set of needs
includes need for health, property, financial and personal security
social needs
aka love and belonging needs
third set of needs
describes need for belonging, love, and relatedness
respect needs
aka self esteem needs
fourth set of needs in Maslow’s hierarchy of needs that describes the need to feel accomplished, have the respect of others, have self-esteem and confidence in oneself
self-actualization
last need of Maslow’s hierarchy of needs that can only be fulfilled once all the other needs are met
rarely achieved
this is when a person reaches their full potential and accomplishes everything they are capable of
incentive theory
idea that rewards selectively give a positive meaning to certain behaviors, making an individual more likely to perform those behaviors again
reward
reinforcer that, if obtained after a behavior, makes the behavior more likely to occur again
positive reinforcement
favorable stimulus added after a behavior that makes the behavior more likely to occur again
this is what the incentive theory is focused around
negative reinforcement
removal of an unpleasant stimulus after a behavior that makes the behavior more likely to occur again
biological factors of motivation for food
fluctuations in hormones that drive eating behavior
hypothalamus and secretion of leptin play a role in this
lateral hypothalamus
portion of the brain’s center for hormone control that is involved in the positive feedback loop that signals hunger
ventromedial hypothalamus
portion of the brain’s center for hormone control that is involved in the positive feedback loop that signals fullness or satiation
leptin
hormone that suppresses hunger
insulin
hormone produced by the pancreas that is released when blood glucose levels are high to promote glucose absorption and storage
brain can detect the levels of this hormone to sense the amount of sugar in the blood
metabolism
sum of the catabolic and anabolic processes in the body to control nutrient (especially glucose) levels circulating
catabolism is slowed during times of starvation
sociocultural factors of motivation for food
influences on behavior that come from the environment and affect eating habits
eg the reason people choose to eat certain foods rather than odds based on occasion, time, availability of certain food
biological factors that affect sexual behaviors
physiological changes and functions that cause a sex drive
begins with a period of excitement (elevated blood pressure, heart rate), then a plateau of elevated excitement, a peak of excitement (orgasm) and finally a decline in excitement
testosterone
sex hormone responsible for the development of secondary sex characteristics
levels in both males and females contribute to sex drive
sociocultural factors that affect sexual behaviors
way in which environmental influences determine sex drive
age, cultural acceptance, emotions, psychological influences
biological factors that affect drug use
physiological difference that can make a person more likely to abuse substances
genetic predisposition, withdrawal symptoms, and biochemical imbalances in the brain
limbic system
network in the brain situated on top of the brain stem
heavily involved in the processing of emotions, behavior, and long-term memory
drugs that affect this region can cause positive emotions and euphoria that contribute to addiction
dopamine
neurotransmitter used in the reward pathway
levels are often affected by addictive drugs, and its release causes a state of euphoria associated with certain drugs
sociocultural factors that affect drug use
way in which the environment plays a role in the start or continued use of drugs
some examples include person’s curiosity, desire to rebel, peer pressure, stress, self-esteem issues, society’ views, low socioeconomic status
attitude
learned tendency in evaluating certain people, places, ideas or events based on a set of emotions, behaviors and beliefs
affective (emotional) component of attitudes
feelings toward a specific person, place, idea, or event that affect the evaluation of that item
behavioral component of attitudes
the way a person acts around a specific person, place, or situation that affects the evaluation of that item
cognitive component of behavior
beliefs or knowledge a person holds surrounding a particular person, place, or event that affects the evaluation of that item
theory of planned behavior
the idea that actions are the result of the evaluation of the implications of an action and the intentions behind the actions
intentions are determined by attitudes, subjective norms, and perceived behavioral control
subjective norms
perception of judgments by peers or family members (similar to social pressure) that affect the intentions of behaviors
perceived behavioral control
amount a person believes they are capable of determining the outcome of a behavior
attitude to behavior process model
theory that an event directly causes the beliefs, actions, and emotions about that event
evaluation of the event, along with prior knowledge, then determine the action chosen
prototype willingness model
theory that behavior is the result of six factors: previous behavior, attitudes towards the behavior, subjective norms, intentions, desire to engage, and influence of models
elaboration likelihood model for persuasion
cognitive approach to explaining the influence of attitude on behavior that states that there are two methods of processing information: the central and peripheral routes
central route (elaboration likelihood model)
persuasion that occurs after careful consideration of strong arguments
higher quality argument leads to more of an attitude change via this method of processing information
peripheral route (elaboration likelihood model)
persuasion that occurs based on the superficial, non-merit-based judgement of an argument
attractiveness and status play a role in this method of processing information rather than logic
message characteristics
features of the persuading argument itself
these features include the logic, flow of argument, and quality of writing
source characteristics
features of the speaker of an argument that influence how it is perceived
venue, background, and way in which the speaker collected information can contribute to this
target characteristics
features of the person receiving the argument that influence how it is perceived
these features include the person’s self esteem, alertness, and intelligence
foot in the door phenomenon
idea that a person will be compliant in increasingly larger requests once they agree to the first, small request
one way in which a behavior can affect attitude
door in the face phenomenon
idea that a person will be compliant with a smaller, more reasonable request after already being asked to do a larger task
one way in which a behavior can affect attitude
role playing
the way in which a person acts as if they are fit for a new position that eventually turns into them actually being fit for that position
behavior can affect attitude!
