Is this motive in psychology? Is motivation in psychology? Examples of motives. Hierarchy of motives. What does a person want? Scientific experiment. Freedom to choose a motive.
Hello, friends!
Today we will consider another important component of the human mental sphere!
In our lives, we sometimes encounter difficult situations when the behavior of another person, and in some cases our own, causes bewilderment and we ask ourselves questions:
- Why did he do that?
– What motivates him?
– What are the true reasons for his behavior?
– What motivates him to behave this way?
In negotiations, the participant also asks himself similar questions in order to understand the opponent and the reasons for his actions. Such questions are relevant even in cases where the opposite party is happy to communicate the reasons for his behavior. Why? Because the opponent's answers may not reflect the true virtual reality that guides the person.
The article “Is this a picture of the world? Virtual reality, definition."
The answers presented may be part of manipulation and a lie.
Article “Manipulation, what is it? How do people manipulate?
Correct answers received to questions allow you to better understand a person and, accordingly, more effectively manage the process of mutual relationships.
Block 1. Motive. What is this?
Motive is an impulse to engage in activities that satisfy the needs and desires of an individual.
Motivation is a set of motivating factors that determine human behavior.
Motive is a motivator! The state of motivation that a person experiences can also be called ATTRACTION . A person’s own attraction is not always realized and sometimes remains “in the dark.”
The source of motivation for a person to act is a dominant need. Need is the cause of motive in most cases, but not all. Motive is the reason for activity, but not always. Activity is mainly determined by motive. Unmotivated activity occurs when the subject is not aware of his motives.
There are no specific connections between motive, need and activity.
WATCH THE VIDEO “Negotiations with the buyer. How to agree on payment?!”
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Why do you need motivation?
Who needs it?
Motivation is an instruction for behavior. When a person wants something, the brain independently finds clues to achieve success. A guy seeks a girl's attention, a child finds gifts from Santa Claus, a woman loses weight after giving birth. They are motivated because they know exactly what they want. The search for motivation is carried out by those who are not sure of the goal. A person who gets paid to work for survival will crawl to work. His ego will scream that it is better to sleep, but to sleep he will want to eat, and food is bought with money. And again we need to work! Motivation is a struggle against one’s own habits and foundations. Therefore, trainers and motivators warn - get ready to change your life completely. Trying on someone else’s experience is being motivated by someone else’s success. This reveals the line between how external and internal motivation works - the difference between an imposed goal and determination.
Block 3. Motive. Hierarchy.
1. Motives can compete with each other, which manifests itself in the problem of choice, sometimes acute and well known to everyone. Have you ever encountered a situation where you couldn’t quickly choose which T-shirt to wear on the street? And there are situations that are more complicated, this is a choice between death and the life of one’s own, a close loved one and some group of people. This is already a class of moral dilemmas.
2. In situations of choice, the motive is determined by the value category that dominates the individual in a given period of time.
3. Motives are arranged in a hierarchical order according to the degree of importance in each specific context of a life situation. One of the motives becomes the leader, the “ CONDUCTOR ”. This entire complex process occurs against the background of constant emotional accompaniment and is not always accessible to the subject’s awareness.
4. Rationalization of motives often occurs, and a rational explanation is involved. But irrationalism can dominate behavior.
5. The leading motive is the main regulator of human activity, thus giving personal meaning to actions. However, the actions of the subject do not always “shed light” on the leading motive, and therefore premature conclusions about the opponent’s motives in negotiations often represent “guessing from the tea leaves.”
6. The so-called meaning declared by the subject can be a “screen”, “veil”, “mask” hiding the true motives. A person may not be aware of the falsity of the actualized internal meaning of an action that does not coincide with the actual motive. At the same time, be in the grip of cognitive delusions. Giving internal meaning to something is a way to explain to yourself and others the reasons for your behavior. This is a way to bring rationality into your own actions.
7. A subject who is aware of his own hierarchy of motives in various contextual situations controls motives and is able to shift “leaders”, opening the way for those motives that correlate with the main value expectations of a person, forming a deep personal and transpersonal meaning.
Motives encourage meaning-supporting and meaning-forming activities.
Block 4. Motive. What does a person want?
The ultimate target resource that the negotiator wants to access is the motive behind his behavior. A group of foreign authors led by Rita L. Atkinson believe that a person wants to “ eat a fish and not choke on a bone .”
A person wants to get what he wants and at the same time not bear any responsibility for the actions taken, and at the same time does not want to receive non-target results that will cause negative emotional experiences. At the same time, such an idyll would continue indefinitely, throughout his life.
Article “Betrayal, what is it? Game theory strategy."
In fact, the general needs, desires, and also motives are to receive PLEASURE and avoid PAIN.
Ways to get pleasure vary greatly. A person’s desires are just objects with the help of which access to the main resource is achieved, which is a motivating factor - emotion, experience.
1. For one individual, the way to find “paradise” is to use stimulants: nicotine, alcohol, drugs, energy drinks, when dopamine and serotonin are immediately released into the synaptic cleft, and then an immediate reaction of the body follows, accompanied by pleasure.
2. In another case, sex ends with orgasm.
3. In the third, the subject runs a daily marathon or participates in an IRONMAN triathlon and thereby receives his share of the emotional charge.
4. In the fourth case, the “initiate” listens to the sonatas of the great composer on the organ in the cathedral and, along with a trembling in the body, religious bliss rolls over.
5. The fifth puts on a special wing suit and jumps in it from a kilometer-long cliff, flying one meter from the edge of a boulder.
6. The sixth person eats chocolate and cakes every day.
7. The seventh strives to gain the maximum possible POWER in the digital world of hackers in order to become like a creator and experience ecstasy.
8. The eighth cuts “his captive into straps” and finds great joy of liberation from oppressive mental discomfort.
The result in all cases is the same - RECEIVING PLEASURE, after which you really want to get pleasure again, and then again and again.
Arthur Schopenhauer years of life: February 22, 1788 - September 21, 1860 quite accurately noted:
“The same thing, finally, is noticed in human aspirations and desires: they always deceptively convince us that their existence is the final goal of the will; but as soon as we satisfy them, they lose their former appearance and therefore are soon forgotten, become antiquity for us, and we essentially always discard them as disappeared ghosts, although we do not admit it. And our happiness, if we still have something left to desire and what to strive for, in order to support the game of eternal transition from desire to satisfaction and from it to a new desire - a game, the rapid progress of which is called happiness, and the slow progress is called suffering; so that that torpor does not set in, which is expressed by a terrible, life-dead, languid boredom without a specific object, a murderous languor.”
Questions from subscribers
Is it possible to call with a zero balance?
You can contact an ambulance at 903 without funds in your subscriber account. The only limitation is roaming. If the balance is negative, communication will be impossible.
Therefore, it is worth taking an alternative route and calling the universal number 112, which is available without money, and even without a SIM card in the corresponding tray of a smartphone or tablet.
Is it possible to call the SP for consultation?
The support service of the telecommunications operator MOTIV works around the clock and is available by calling 8 800 240 0000 (toll-free) and 111, as well as in WhatsApp and Viber messengers through a combination search. And, if you can’t call 903 with a negative balance, and emergency services 112 are not available, it’s definitely worth contacting the support service for help - the chance of organizing 100% help is not great, but why not take a risk if someone’s lives are at stake?
Before contacting, you should prepare: forget about panic, formulate the problem in advance, give the address and mobile phone number for contact, indicate which service should be called.
What to do if you can't call?
If numbers 903 and 112 are unavailable, or instead of answering you have to listen to the incessant words of an automatic voice assistant that reminds you that the line is overloaded, you should choose an alternative tactic.
- The first option is to ask your neighbors for help: let them try calling the universal combination 112 either from a landline home phone (the alternative is 103 or 03), or from a smartphone or tablet. The technique is somewhat risky - if you have recently observed a heavy load on the line, then the chances of aggravating the situation increase.
- The second option is to immediately contact Yandex or Google with the request “private ambulance” (you should indicate the city right away - this will narrow the search area). To call specialists from non-governmental clinics, you will need a positive balance on your MOTIV SIM card account, and at the same time a standard set of details, such as what situation has arisen and what help is needed.
- The last option is to call the Ministry of Health hotline toll-free number. With this approach, the chances of a positive outcome are close to 100%, but the case must be an emergency. There is no point in calling about scheduled injections or a bruised leg.
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Block 5. Motive. Scientific experiment.
In an experiment with a laboratory rat, the pleasure center was discovered in 1954 by James Olds and Peter Milner in the limbic system.
(Olds J., Milner P., Positive reinforcement produced by electrical stimulation of the septal area and other regions of the rat brain, "Journal of Comparative and Physiological Psychology", 1954, Vol. 47, pp. 419–427.)
The rats pressed a pedal connected to a mechanism that closed the current in electrodes implanted in the brain. As a result, the rat refused food, sleep, sex and constantly, every second, pressed the pedal, bringing itself to exhaustion, exhaustion, convulsions, but without parting with the pedal. The experimenters had to literally save the lives of the rats by interrupting the flow of current to the electrodes. And only after the stimulation stopped, the rat had difficulty returning to its normal life activities. At the same time, there are centers of displeasure in the hypothalamus, when irritated, the rats jumped away sharply and categorically did not approach the “bad” pedal.
Block 6. Motive. Pleasure and Pain.
In the case of a person, access to a “good pedal” is the realization of a desire, which is a dream, “heaven” on earth, while access to a “bad pedal” causes horror and pain, becoming “hell” on earth. And only regular feedback from conditionally objective reality reminds that the subject has a responsibility to other people for gaining access to pleasures and not gaining access to displeasures. This to some extent interrupts the rigid focus on obtaining “heaven” and avoiding “hell.”
The article “Is it social addiction? Stanley Milgram experiments."
In negotiations, the participant strives to obtain the target result, and as a reward - a positive emotional experience.
Article “Emotions, what are they? Classification of emotions in psychology."
At the same time, the subject wants to look good, like a moral, ethically correct person who does not violate the boundaries of what is permitted, as he subjectively understands this. Also, the individual does not at all want to receive a non-target result, when someone is angry with him, he experiences anger. This is fraught with the possibility that they may take revenge and offend you next time. And this is already displeasure.
Article “Game theory for dummies. Is this a human behavior strategy?
The combination of two oppositely directed vectors, movement towards pleasure and movement from pain, are the final target resources - human motives.
Intermediate desires are only determined by the quantity and quality of the objects “butter and toadstool in the basket of life.” It’s good that there are more “toadstools” than “toadstools,” but one “toadstool” can actually interrupt life itself, so an even more important factor is the quality of intermediate desires - results. At the same time, we should not forget that one “oil can” before death can look like the final happy result of a whole life, while in the basket there were only “toadstools”. And one “toadstool” can ruin the entire “oil” harvest, since “a fly in the ointment will spoil a barrel of honey.”
Personal stability to “hell” and “heaven”, i.e. the ability to consciously control your key motives allows you to balance between “Scylla” and “Charybdis”.
However, neither of the two vectors is a truly free choice, but only determines behavior, actually providing a false choice as a manifestation of the illusion of freedom.
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Content theories of motivation
Sociology and management often use substantive theories of motivation. Such concepts are based on the study of human needs, since they are considered fundamental factors in the formation of motivation.
Maslow's hierarchy of needs theory
Schematically they are depicted in the form of a pyramid consisting of 5 levels:
- Physiological needs (food, water, air, sleep, etc.).
- Security (stability, security).
- Social needs (communication, love, friendship).
- Prestige (career, authority).
- Spiritual needs (knowledge, skills, art, self-development and personal growth).
Alderfer's ERG theory
Based on Alderfer's theory, people have 3 main needs:
- Existential (physical needs, safety).
- Establishing contacts (communication, belonging to a group).
- Self-realization (career growth, creativity).
According to this theory, movement from 1 level to the next can occur both from bottom to top and from top to bottom.
McClelland's theory of acquired needs
In this theory, needs are reduced only to high levels:
- The need for belonging.
- The desire for power.
- Self-realization.
Herzberg's two factor theory
Herzberg's theory provides for the presence of 2 factors that influence employee motivation:
- Hygienic (retention) - conditions and nature of work, wages, relationships with colleagues and management.
- Motivational (stimulating) - recognition, self-realization, climbing the career ladder.
