Motivation I The preconditions Bold and italics are concepts that I predict Robert Smith will ask on the test A Exchange Theory Behavior is like an exchange and human will only perform behavior that brings benefits E g maintaining a relationship Understand benefits gain loss very simple I think he will just ask which theory talks about the reason for having motivation B Background information of hierarchy of needs Fig 1 structure of hierarchy of needs Order of satisfaction human satisfy needs according to the following orders 1 preconditions will be discussed later 2 deficiency needs 3 drives states 4 neurotic needs will be discussed later 5 growth needs 6 subconscious Founder Maslow Key nature of needs satisfaction i If certain needs are not satisfied i e love it can cause psychological and physical illness ii hierarchy of needs is a type of humanistic needs which is the opposite of abnormal psychology iii He thinks human has rights to satisfy needs Checkpoint question What is the problem of the third nature of hierarchy of needs He may ask Which of the following is NOT true about hierarchy of needs 1 Introduction to motivation Desire vs needs straight forward and I am not going to repeat the definition again i However remember desire is culturally determined ii Nature of hierarchy of needs Prepotency One type of needs is satisfied in front of others e g you will satisfy hunger needs before the needs of sense of belonging Multiple motives and ascending the hierarchy the fact that you can engage to satisfy several types of needs at the same time as long as it is reasonably satisfied Striving cycle the fact that human will feel relaxed once certain types of needs are satisfied This is VERY important because it is related to later chapters Types of needs iii Deficiency needs lower needs Growth needs higher needs Requirement for satisfying needs functional autonomy Checkpoint question Which one deficiency needs or growth needs Can cause illness if unsatisfied refer to previous page has diminishing marginal returns C Preconditions 1 Human are striving organisms refer to striving cycles above Satisfaction is short lived any marketing implications 2 Human are curious Consumer promiscuity Help to stay happy despite diminishing marginal return 3 Human must have freedom Reactance effect 4 Human has needs to understand and know Curiosity for information seeking 5 Self expressive 6 Express some state of the individual Coping behavior extrinsic motives reward and punishment Perform for intrinsic motives The same behavior can occur from expressive or coping reasons Check point question What s wrong if human does not possess the preconditions
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