Motivation Chapter Notes | Business Studies for Grade 12 PDF Download

Introduction

Motivation drives human behavior, shaped by physiological needs and psychological factors. Theories like drive-reduction, arousal, self-determination, incentive, and cognitive dissonance explain why people act, while Lewin’s conflicts and sensation-seeking theory highlight decision-making tensions and the pursuit of novelty. Eating behavior illustrates the interplay of biological and environmental influences. This chapter explores these theories and their mechanisms, emphasizing how motivation influences behavior.

Cognitive Motivation Theories

Arousal Theory:

• Optimal cognitive arousal needed for effective task performance.
• Example: Studying requires enough alertness but not overwhelming anxiety.

Yerkes-Dodson Law:

• Low arousal: Poor performance (bored/sleepy).
• Moderate arousal: Optimal performance (alert/engaged).
• High arousal: Poor performance (stressed/anxious).
• Example: Mild test nervousness aids focus; extreme anxiety impairs recall.

Incentive Theory:

• Motivation driven by rewards (positive incentives) or avoiding punishment (negative incentives).
• Example: Bonuses motivate sales targets; fines deter rule-breaking.

Cognitive Dissonance Theory:

• Discrepancy between attitudes and actions causes discomfort, prompting attitude/behavioral change.
• Driven by need for consistency.
• Example: Adjusting beliefs after acting against them out to reduce tension.

Physical Needs and Desires

The body maintains equilibrium through complex systems, driving behaviors to meet essential needs and achieve optimal functioning.

• Hunger motivates eating to replenish energy.
• Thirst prompts drinking to maintain hydration.
• The goal is homeostasis, stabilizing bodily functions.
• Example: After fasting all day, hunger (a drive) pushes you to eat, reducing the drive.

Arousal Theory: Arousal theory proposes that we pursue an ideal level of stimulation, as imbalances affect our comfort and performance.

• Too little stimulation leads to boredom, spurring action.
• Excessive stimulation causes anxiety, disrupting focus.
• Individuals have unique optimal arousal levels.
• Example: Some thrive on high-energy activities like bungee jumping, while others prefer quiet hobbies like painting.

The Yerkes-Dodson Law clarifies this dynamic:

• Low arousal: Poor performance due to disinterest or fatigue.
• Moderate arousal: Optimal performance with heightened focus.
• High arousal: Reduced performance due to stress overload.
• Example: Slight nervousness before a presentation enhances focus, but panic can lead to forgetting key points.

Self-Determination Theory

Intrinsic Motivation: 

• ​Arises from internal joy or fulfillment.
• Example: Writing poetry for personal satisfaction.
• Driven by curiosity, self-expression, or personal development.

Extrinsic Motivation: 

• ​Stems from external rewards or consequences.
• Example: Exercising to earn a fitness badge or avoid health issues.
• Influenced by incentives like money, approval, or avoiding penalties.

Incentive Theory

Incentive theory highlights how rewards influence behavior:

Positive Incentives: 

• ​Promote actions through appealing outcomes.
• Promotions, trophies, or public praise.
• Example: A student studies diligently to earn a scholarship.

Negative Incentives: 

• ​Deter actions through undesirable consequences.
• Detentions, fines, or social disapproval.
• Example: Parking fines discourage illegal parking.

The impact of incentives depends on their size and significance; meaningful rewards drive stronger motivation.

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Instincts and Motivation

Instincts are innate behaviors that guide animals without requiring learning, but humans rely more on learned behaviors.

• Birds instinctively construct specific nests.
• Salmon return to their birth rivers to spawn.
• Spiders weave webs based on genetic instincts.
• Newly hatched turtles move toward the sea instinctively.

Human Behavior:

• Learning through observation and experience.
• Cultural transmission across generations.
• Contextual and environmental influences.
• Conscious thought and decision-making.

Possible human instincts include:

• Infant rooting reflex (turning toward a touch on the cheek).
• Fear response to sudden loud noises.
• Basic emotional facial expressions.

This flexibility explains why human behavior varies widely across cultures, unlike the more consistent behavior of animals within a species.

Lewin’s Motivational Conflicts

Lewin’s theory suggests that motivation arises from tension created by decision-making conflicts. 

Three types of conflicts are identified:

• Approach-Approach Conflict: Choosing between two desirable options, creating tension due to the inability to select both.
• Approach-Avoidance Conflict: Facing an option with both appealing and unappealing aspects, making the decision challenging due to mixed feelings.
• Avoidance-Avoidance Conflict: Choosing between two undesirable options, where the tension drives the need to resolve the conflict.

This tension motivates individuals to make decisions and take action to reduce discomfort.

Sensation-Seeking Theory

Types of sensation seeking include:

• Experience Seeking: Craving new ideas or cultural adventures.
• Thrill/Adventure Seeking: Pursuing risky or exhilarating activities.
• Disinhibition: Seeking environments that loosen self-control or social norms.
• Boredom Susceptibility: Disliking repetitive or mundane tasks.

Eating as a Motivated Behavior

Hormonal Influences:

• Hormones like ghrelin (signals hunger) and leptin (signals satiety) regulate appetite.
• The hypothalamus, working through the pituitary gland, oversees these hormones.

External Influences:

• Food availability can trigger eating, even without physiological need.
• Daily routines and meal times shape eating patterns.
• Social environments, like celebrations or communal meals, influence eating behavior.

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