Ch 11 Motivation

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3 9 09

• Ch 11 Motivation
• 1. McClelland et al. (1989)
• Implicit and explicit motives
• 2. Winter et al. (1998)
• Traits and motives
• 3. Humanistic tradition
• Maslow
• Rogers

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McClelland et al. (1989) Implicit Explicit
Motives

• SR projective motives
• Different measures of same thing?
• Psychometric theory assumes so
• If both relevant to achievement (or power)
• Should be correlated

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McClelland et al. (1989) Implicit Explicit
Motives

• SR projective motives
• nAch sAch, rs -.21 to .15
• nPow sPow rs .05 to .08
• nAff sAff rs -.08 to -.06

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McClelland et al. (1989) Implicit Explicit
Motives

• Proposal
• TAT SR motives not same construct
• They are different constructs
• Both, however, valid in certain contexts
• Questions
• How do they differ?
• What does each predict?

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McClelland et al. (1989) Implicit Explicit
Motives

• Implicit predict long-term behaviors better
• 1. nAch entrepreneurial success
• 2. nPow
• managerial success
• Elevated blood pressure
• 20 years later
• 3. nAff marital success
• 17 years later
• 4. In above cases, SR motives not useful for
  prediction (of long-term outcomes)

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McClelland et al. (1989) Implicit Explicit
Motives

• SR motives
• Better more proximate behaviors
• sAch grades in that semester
• sInt number of dates in that semester
• Etc.

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McClelland et al. (1989) Implicit Explicit
Motives

• Constantian
• nAff sAff
• nAff predicts of time talking to people
• sAff predicts conscious choices related to
  affiliation
• Movie with someone rather than alone
• Decision to go to party or not

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McClelland et al. (1989) Implicit Explicit
Motives

• Implicit motives
• Not goal-directed
• So much as activity direction
• Pleasure in activity for its own sake
• nAch like working hard
• nPow like dominating others
• nAff like being with others

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McClelland et al. (1989) Implicit Explicit
Motives

• Explicit motives
• Goal, not activity
• Means to an end
• Rather than pleasure in activity
• sAch wanting to be successful (as an end)
• nPow wanting to be given status, recognition
• nAff wanting to be seen as socially skilled

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McClelland et al. (1989) Implicit Explicit
Motives

• When sAch matters
• Word performance task
• When no incentives, sAch doesnt matter
• When called an ability test or money for doing
  well, sAch matters

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McClelland et al. (1989) Implicit Explicit
Motives

• When nAch matters
• When no incentives, nAch matters
• When called an ability test or money for doing
  well, nAch doesnt matter
• In sum
• nAch predicts spontaneous behavior, when no
  incentives
• sAch predicts incentive-driven behavior, not
  spontaneous behavior

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McClelland et al. (1989) Implicit Explicit
Motives

• What drives implicit motives
• Pleasure in activity
• Acquired before language
• nAff dopamine release
• nPow norephinephrine release
• More primitive limbic structures

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McClelland et al. (1989) Implicit Explicit
Motives

• Consequences of dissociation
• 50 congruent, 50 incongruent
• high sAch without high nAch
• Strained efforts after success
• No pleasure in these endeavors
• high sAff without high nAff
• Strained efforts to be social
• No pleasure in these endeavors

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McClelland et al. (1989) Implicit Explicit
Motives

• Like Freud
• 1. Motives often unconscious
• Lack of correlation with SR
• 2. Implicit motives have earlier basis
• In limbic system
• In development
• Pre-language
• 3. Many people will be conflicted
• Pursuit of things they dont actually want

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McClelland et al. (1989) Implicit Explicit
Motives

• Unlike Freud
• 1. No repression here
• Rather implicit explicit different systems
• Responsive to different incentives
• 2. Not sex and death
• Rather nAch, nAff, nPow
• First 2 certainly not unacceptable motives

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Winter et al. (1998) Traits Motives

• 70 years of separate traditions
• Freud, Murray, clinicians motives
• Allport, Eysenck traits
• Questions
• 1. Do traits motives measure similar or
  different aspects of personality?
• 2. How do they relate to each other in regulation
  of behavior?

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Winter et al. (1998) Traits Motives

• Traits
• Descriptive of behavior
• Observable
• What person has
• Motives
• Cannot be observed
• Underlies, propels behavior
• What person does

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Winter et al. (1998) Traits Motives

• Loud parties
• Extraverts like them
• Will say they like them
• Those high in nAff may not like them
• Although lots of people
• Too loud busy to carry out conversations
• So nAff may not relate to liking for parties

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Winter et al. (1998) Traits Motives

• Why motives are different
• Traits regularities in behavior
• Goals can be channeled in many different
  directions
• nAch work realm entrepreneurial success
• nAch social real lots of friends
• Thus, no necessary coherence to motives
• At surface (manifest, behavioral) level

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Winter et al. (1998) Traits Motives

• nAff
• Someone is concerned about establishing,
  maintaining, or restoring friendship or friendly
  relations
• By expression of warmth
• By expression of sadness at separation
• By affiliative activities
• By friendly, nurturant acts

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Winter et al. (1998) Traits Motives

• nPow
• Someone is concerned about having impact,
  control, or influence over another person, a
  group, or world at large
• By taking strong, forceful actions that affect
  others
• By controlling others
• By attempting to influence, persuade, convince
• By giving unsolicited advice
• By impressing others
• By eliciting strong emotions in others

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Winter et al. (1998) Traits Motives

• nAff
• They were young and IN LOVE. Hours would they
  SIT TOGETHER, TAKING IN THE SHINING BEAUTY OF THE
  SNOW AND ICE, TALKING SOFTLY. They EXCHANGED
  UNDERSTANDING GLANCES and PLANNED FOR THE FUTURE
  TOGETHER. Yet the air was full of the tensions
  of war, so they RETREATED INTO THEIR WORLD, where
  no one could come, where they could dream and
  plan, FEEL SAFE AND PROTECTED, and hope.

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Winter et al. (1998) Traits Motives

• nPow
• The man is an agent of the NOTORIOUS secret
  police, and the woman is a member of a
  revolutionary gang. She originally joined after
  her mother (a FAMOUS leader) was FRAMED BY THE
  GOVERNMENT and IMPRISONED. Now she WANTS TO
  CARRY ON THE CAMPAIGN. The police have been
  CHECKING UP ON HER. The agent is eagerly waiting
  for the chance to PLANT A LISTENING DEVICE on her.

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Winter et al. (1998) Traits Motives

• nAff extraversion
• nAff desire, goal of being around people
• Extraversion skills, behaviors that are social
• Because uncorrelated, all possibilities

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Winter et al. (1998) Traits Motives

• All possible cells

introvert
extrovert
Calvin Coolidge (comfortable alone doesnt care
for company)
Ronald Reagan (good at interpersonal, but not
invested in them)
Low nAff
Nixon (ill at ease, but needed company)
JFK (unconflicted pursuit of many relationship)
High nAff
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Winter et al. (1998) Traits Motives

• All possible cells

introvert
extrovert
Fewer relationships, but happy about this
Many relationships, but could take or leave them
Low nAff
Fewer relationships and not happy about this
Thrive off of relationships and good at them
High nAff
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Winter et al. (1998) Traits Motives

• H
• Introvert low nAff happy
• Introvert high nAff unhappy
• Extravert low nAff neutral
• Extravert high nAff happy

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Winter et al. (1998) Traits Motives

• TAT
• Completed during college (30ish years ago)
• 5 TAT stores
• Scored nAff
• Extraversion
• Correlations between traits motives r 0

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Winter et al. (1998) Traits Motives

• Marital distress

introverts
extraverts
Low nAff High nAff
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Winter et al. (1998) Traits Motives

• Conclusions
• 1. Traits motives 2 different things
• 2. Can combine in particular ways
• For extraverts, high nAff good
• For introverts, high nAff bad

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Ch 11 Motives and Personality

• Humanistic psychology
• In humanistic psychology
• People take charge of their lives
• When they do so, outcomes will be good
• Versus psychoanalysis
• People are victims of their (unconscious)
  motivation
• Based on deficit needs motivation is impelled
• Self-actualization
• Process of becoming more and more what one is
  capable of becoming

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Ch 11 Motives and Personality

• Maslow
• Major humanistic psychologist
• Posited hierarchy of human needs

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Ch 11 Motives and Personality

• Maslows hierarchy of needs
• 1. Physiological
• Immediate survival
• Food, water, sleep
• At this level, operating like an animal
• 2. Safety
• Shelter, freedom from danger
• These are lower needs
• Must satisfy them before moving on
• Third-world countries would presumably be stuck
  at such levels
• Movies like Alien
• People revert to concerns with survival
• There is no time for self-actualization

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Ch 11 Motives and Personality

• Maslows hierarchy of needs
• 3. Belongingness
• Need to belong to groups
• More psychological than physical
• Need to overcome loneliness, isolation
• 4. Esteem needs
• To see self as worthy
• To feel competent
• To be admired by others
• 5. Self-actualization needs
• Freed from deficits, compulsion
• Now person can focus on what they want self to
  become

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Ch 11 Motives and Personality

• Who is self-actualizing
• Maslow less than 1 of population
• Einstein, Eleanor Roosevelt, Jefferson
• Spontaneity
• Problem-focused
• Independent
• More frequent peak experiences
• Desire to help human race
• High creativity
• Not conformist

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Ch 11 Motives and Personality

• Carl Rogers
• Another humanistic psychologist
• Rogers theory
• Innate tendency toward self-actualization
• Society blocks us
• Creates conditions of self-worth
• I will only like you if you do this
• Such conditions are toxic to self-actualization
• Therapy
• Put person in touch with the good inner self
• Doing so, person will grow quite naturally

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Focus on Rogers

• Clips Rogers talking about
• 1. Self-actualization
• 2. Effective counseling
• Rogers psychotherapy
• Non-directive to extreme
• He would listen, nod, and re-phrase
• He would answer questions with questions
• Interpretations rarely made

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Focus on Rogers

• Eliza website
• A computer program to mimic Rogers therapy
• Not great, but still fun
• http//www-ai.ijs.si/eliza-cgi-bin/eliza_script