{"id":715,"date":"2023-03-10T18:01:46","date_gmt":"2023-03-10T18:01:46","guid":{"rendered":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/chapter\/motivation\/"},"modified":"2026-01-13T16:06:14","modified_gmt":"2026-01-13T16:06:14","slug":"motivation","status":"publish","type":"chapter","link":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/chapter\/motivation\/","title":{"raw":"Theories of Motivation: Learn It 1\u2014Motivation","rendered":"Theories of Motivation: Learn It 1\u2014Motivation"},"content":{"raw":"<section class=\"textbox learningGoals\">\r\n<ul>\r\n\t<li>Distinguish between intrinsic and extrinsic motivation<\/li>\r\n\t<li>Understand the basic theories of motivation<\/li>\r\n\t<li>Explain Maslow's hierarchy of needs<\/li>\r\n<\/ul>\r\n<\/section>\r\n<h3>What Motivates Human Behavior?<\/h3>\r\n<p class=\"p1\">Why do we do the things we do? Psychologists explain motivation in different ways. Some theories focus on biology (like maintaining <span class=\"s1\"><b>homeostasis<\/b><\/span>), others emphasize cognition (like <span class=\"s1\"><b>self-efficacy<\/b><\/span>), and others focus on social and cultural influences. In this section, you\u2019ll learn several major approaches\u2014including Abraham Maslow\u2019s well-known hierarchy of needs.<\/p>\r\n<p>So why do we do the things we do? What motivations underlie our behaviors?<\/p>\r\n<section class=\"textbox keyTakeaway\">\r\n<h3>Motivation<\/h3>\r\n<div data-type=\"definition\"><strong>Motivation<\/strong> describes the wants or needs that direct behavior toward a goal. In addition to biological motives (for example: hunger, thirst, pain avoidance), motivations can be intrinsic or extrinsic :<br \/>\r\n<br \/>\r\n<\/div>\r\n<div data-type=\"definition\">\r\n[caption id=\"attachment_6881\" align=\"aligncenter\" width=\"487\"]<a href=\"https:\/\/s3-us-west-2.amazonaws.com\/courses-images\/wp-content\/uploads\/sites\/855\/2015\/02\/03201126\/6fdc6d1ac370c83eafe44f8444472c0a43418e2c.jpeg\"><img class=\"size-full wp-image-6881\" src=\"https:\/\/s3-us-west-2.amazonaws.com\/courses-images\/wp-content\/uploads\/sites\/855\/2015\/02\/03201126\/6fdc6d1ac370c83eafe44f8444472c0a43418e2c.jpeg\" alt=\"An illustration shows a person\u2019s upper torso. Inside the person's head are the words \u201cintrinsic motivation (from within)\u201d and three bullet points: \u201cautonomy,\u201d \u201cmastery,\u201d \u201cpurpose.\u201d Outside the person's outline are the words \u201cextrinsic motivation (from outside)\u201d and three bullet points: \u201ccompensation,\u201d \u201cpunishment,\u201d and \u201creward.\u201d\" width=\"487\" height=\"260\" \/><\/a> <strong>Figure 1<\/strong>. Intrinsic motivation comes from within the individual, while extrinsic motivation comes from outside the individual.[\/caption]\r\n<\/div>\r\n<div data-type=\"definition\">\r\n<p><strong>Intrinsic motivation<\/strong> arises from internal factors; intrinsically motivated behaviors are performed because of the sense of personal satisfaction that they bring.<br \/>\r\n<br \/>\r\n<\/p>\r\n<p><strong>Extrinsic motivation<\/strong> arises from external factors; extrinsically motivated behaviors are performed in order to receive something from others.<\/p>\r\n<\/div>\r\n<\/section>\r\n<figure><\/figure>\r\n<p>Think about why you are currently in college. Are you here because you enjoy learning and want to pursue an education to make yourself a more well-rounded individual? If so, then you are intrinsically motivated. However, if you are here because you want to get a college degree to make yourself more marketable for a high-paying career or to satisfy the demands of your parents, then your motivation is more extrinsic in nature.<\/p>\r\n<section class=\"textbox tryIt\">[ohm2_question height=\"1000\"]4399[\/ohm2_question]<\/section>\r\n<h2>Factors that Impact Motivation<\/h2>\r\n<p>In reality, our motivations are often a mix of both intrinsic and extrinsic factors, but the nature of the mix of these factors might change over time (often in ways that seem counter-intuitive). A person's intrinsic motivations may be impacted by the presence of external motivation, and vice versa.<\/p>\r\n<section class=\"textbox example\">\r\n<h4>The overjustification effect<\/h4>\r\n<p>Have you ever heard the old adage: \u201cChoose a job that you love, and you will never have to work a day in your life\u201d?\u00a0Some research suggests that this isn\u2019t necessarily the case (Daniel &amp; Esser, 1980; Deci, 1972; Deci, Koestner, &amp; Ryan, 1999).<\/p>\r\n\r\n[caption id=\"\" align=\"alignright\" width=\"325\"]<img src=\"https:\/\/s3-us-west-2.amazonaws.com\/courses-images-archive-read-only\/wp-content\/uploads\/sites\/902\/2015\/02\/23224926\/CNX_Psych_10_01_Bakery.jpg\" alt=\"A photograph shows several chefs preparing food together in a kitchen.\" width=\"325\" height=\"218\" data-media-type=\"image\/jpeg\" \/> <strong>Figure 2<\/strong>. Research suggests that when something we love to do, like icing cakes, becomes our job, our intrinsic and extrinsic motivations to do it may change. (credit: Agust\u00edn Ruiz)[\/caption]\r\n\r\n<p>According to this research, receiving some sort of extrinsic reinforcement (i.e., getting paid) for engaging in behaviors that we enjoy leads to those behaviors being thought of as work no longer providing that same enjoyment. As a result, we might spend less time engaging in these reclassified behaviors in the absence of any extrinsic reinforcement.<\/p>\r\n<p>This creates the <strong>overjustification effect<\/strong>\u2014intrinsic motivation is diminished when extrinsic motivation is given. This can lead to extinguishing the intrinsic motivation and creating a dependence on extrinsic rewards for continued performance (Deci et al., 1999).<\/p>\r\n<p>For example: Odessa loves baking, so in her free time, she bakes for fun. When a coworker in the store\u2019s bakery department leaves his job, Odessa applies for his position and gets transferred to the bakery department. Although she enjoys what she does in her new job, after a few months, she no longer has much desire to concoct tasty treats in her free time. Baking has become work in a way that changes her motivation to do it.<\/p>\r\n<p>Odessa has experienced the overjustification effect.<\/p>\r\n<\/section>\r\n<h3><b>When do rewards hurt motivation\u2014and when might they help?<\/b><\/h3>\r\n<p class=\"p3\">Research suggests rewards don\u2019t affect motivation in the same way every time. A few patterns show up often:<\/p>\r\n<ul>\r\n\t<li class=\"p1\"><span class=\"s1\"><b>Tangible rewards<\/b><\/span> (like money or prizes) are more likely to reduce intrinsic motivation, especially when the reward is expected.<\/li>\r\n\t<li class=\"p1\"><span class=\"s1\"><b>Verbal praise<\/b><\/span> and positive feedback can sometimes increase intrinsic motivation\u2014especially when it feels sincere and recognizes effort or improvement.<\/li>\r\n\t<li class=\"p1\"><span class=\"s1\"><b>Expectation matters:<\/b><\/span> If someone <i>expects<\/i> a reward, intrinsic motivation is more likely to drop. If a reward is unexpected (a surprise), intrinsic motivation is more likely to remain stable (Deci et al., 1999).<\/li>\r\n<\/ul>\r\n<p class=\"p3\">So Odessa might lose interest in baking at home if baking becomes mainly about pay and job performance\u2014but she might stay motivated if she experiences autonomy, pride, and positive feedback that supports her sense of competence.<\/p>\r\n<h3><b>Culture and Motivation<\/b><\/h3>\r\n<p class=\"p3\">Culture can shape what people value and what \u201ccounts\u201d as a good reason to act.<\/p>\r\n<p class=\"p3\">In more <span class=\"s2\"><b>collectivistic<\/b><\/span> cultures, motivation often includes stronger emphasis on family and group goals\u2014doing things because they support others, not just the self (Nisbett et al., 2001). In more <span class=\"s2\"><b>individualistic<\/b><\/span> cultures, motivation is more often framed around personal choice and personal achievement.<\/p>\r\n<p class=\"p3\">Motivation is also shaped by the culture of specific environments\u2014like classrooms or workplaces. Students tend to feel more motivated when they:<\/p>\r\n<ul>\r\n\t<li class=\"p1\"><span class=\"s1\">experience <\/span>belonging and respect<\/li>\r\n\t<li class=\"p1\"><span class=\"s1\">have some <\/span>choice and control<\/li>\r\n\t<li class=\"p1\"><span class=\"s1\">are given <\/span>challenging but achievable<span class=\"s1\"> tasks<\/span><\/li>\r\n\t<li class=\"p1\">understand <span class=\"s1\">why<\/span> the work matters (clear rationale)<\/li>\r\n<\/ul>\r\n<p class=\"p3\">For example, students are often less motivated in classes that rely only on high-pressure testing and intimidation. Motivation is often stronger in classes that encourage collaboration, respectful discussion, and meaningful choice (like selecting a research topic) (Niemiec &amp; Ryan, 2009).<\/p>\r\n<section class=\"textbox tryIt\">[ohm2_question height=\"300\"]4400[\/ohm2_question]<br \/>\r\n<br \/>\r\n[ohm2_question height=\"300\"]4401[\/ohm2_question]<\/section>","rendered":"<section class=\"textbox learningGoals\">\n<ul>\n<li>Distinguish between intrinsic and extrinsic motivation<\/li>\n<li>Understand the basic theories of motivation<\/li>\n<li>Explain Maslow&#8217;s hierarchy of needs<\/li>\n<\/ul>\n<\/section>\n<h3>What Motivates Human Behavior?<\/h3>\n<p class=\"p1\">Why do we do the things we do? Psychologists explain motivation in different ways. Some theories focus on biology (like maintaining <span class=\"s1\"><b>homeostasis<\/b><\/span>), others emphasize cognition (like <span class=\"s1\"><b>self-efficacy<\/b><\/span>), and others focus on social and cultural influences. In this section, you\u2019ll learn several major approaches\u2014including Abraham Maslow\u2019s well-known hierarchy of needs.<\/p>\n<p>So why do we do the things we do? What motivations underlie our behaviors?<\/p>\n<section class=\"textbox keyTakeaway\">\n<h3>Motivation<\/h3>\n<div data-type=\"definition\"><strong>Motivation<\/strong> describes the wants or needs that direct behavior toward a goal. In addition to biological motives (for example: hunger, thirst, pain avoidance), motivations can be intrinsic or extrinsic :<\/p>\n<\/div>\n<div data-type=\"definition\">\n<figure id=\"attachment_6881\" aria-describedby=\"caption-attachment-6881\" style=\"width: 487px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/s3-us-west-2.amazonaws.com\/courses-images\/wp-content\/uploads\/sites\/855\/2015\/02\/03201126\/6fdc6d1ac370c83eafe44f8444472c0a43418e2c.jpeg\"><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-6881\" src=\"https:\/\/s3-us-west-2.amazonaws.com\/courses-images\/wp-content\/uploads\/sites\/855\/2015\/02\/03201126\/6fdc6d1ac370c83eafe44f8444472c0a43418e2c.jpeg\" alt=\"An illustration shows a person\u2019s upper torso. Inside the person's head are the words \u201cintrinsic motivation (from within)\u201d and three bullet points: \u201cautonomy,\u201d \u201cmastery,\u201d \u201cpurpose.\u201d Outside the person's outline are the words \u201cextrinsic motivation (from outside)\u201d and three bullet points: \u201ccompensation,\u201d \u201cpunishment,\u201d and \u201creward.\u201d\" width=\"487\" height=\"260\" \/><\/a><figcaption id=\"caption-attachment-6881\" class=\"wp-caption-text\"><strong>Figure 1<\/strong>. Intrinsic motivation comes from within the individual, while extrinsic motivation comes from outside the individual.<\/figcaption><\/figure>\n<\/div>\n<div data-type=\"definition\">\n<p><strong>Intrinsic motivation<\/strong> arises from internal factors; intrinsically motivated behaviors are performed because of the sense of personal satisfaction that they bring.<\/p>\n<p><strong>Extrinsic motivation<\/strong> arises from external factors; extrinsically motivated behaviors are performed in order to receive something from others.<\/p>\n<\/div>\n<\/section>\n<figure><\/figure>\n<p>Think about why you are currently in college. Are you here because you enjoy learning and want to pursue an education to make yourself a more well-rounded individual? If so, then you are intrinsically motivated. However, if you are here because you want to get a college degree to make yourself more marketable for a high-paying career or to satisfy the demands of your parents, then your motivation is more extrinsic in nature.<\/p>\n<section class=\"textbox tryIt\"><iframe loading=\"lazy\" id=\"ohm4399\" class=\"resizable\" src=\"https:\/\/ohm.one.lumenlearning.com\/multiembedq.php?id=4399&theme=lumen&iframe_resize_id=ohm4399&source=tnh&show_question_numbers\" width=\"100%\" height=\"1000\"><\/iframe><\/section>\n<h2>Factors that Impact Motivation<\/h2>\n<p>In reality, our motivations are often a mix of both intrinsic and extrinsic factors, but the nature of the mix of these factors might change over time (often in ways that seem counter-intuitive). A person&#8217;s intrinsic motivations may be impacted by the presence of external motivation, and vice versa.<\/p>\n<section class=\"textbox example\">\n<h4>The overjustification effect<\/h4>\n<p>Have you ever heard the old adage: \u201cChoose a job that you love, and you will never have to work a day in your life\u201d?\u00a0Some research suggests that this isn\u2019t necessarily the case (Daniel &amp; Esser, 1980; Deci, 1972; Deci, Koestner, &amp; Ryan, 1999).<\/p>\n<figure style=\"width: 325px\" class=\"wp-caption alignright\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/s3-us-west-2.amazonaws.com\/courses-images-archive-read-only\/wp-content\/uploads\/sites\/902\/2015\/02\/23224926\/CNX_Psych_10_01_Bakery.jpg\" alt=\"A photograph shows several chefs preparing food together in a kitchen.\" width=\"325\" height=\"218\" data-media-type=\"image\/jpeg\" \/><figcaption class=\"wp-caption-text\"><strong>Figure 2<\/strong>. Research suggests that when something we love to do, like icing cakes, becomes our job, our intrinsic and extrinsic motivations to do it may change. (credit: Agust\u00edn Ruiz)<\/figcaption><\/figure>\n<p>According to this research, receiving some sort of extrinsic reinforcement (i.e., getting paid) for engaging in behaviors that we enjoy leads to those behaviors being thought of as work no longer providing that same enjoyment. As a result, we might spend less time engaging in these reclassified behaviors in the absence of any extrinsic reinforcement.<\/p>\n<p>This creates the <strong>overjustification effect<\/strong>\u2014intrinsic motivation is diminished when extrinsic motivation is given. This can lead to extinguishing the intrinsic motivation and creating a dependence on extrinsic rewards for continued performance (Deci et al., 1999).<\/p>\n<p>For example: Odessa loves baking, so in her free time, she bakes for fun. When a coworker in the store\u2019s bakery department leaves his job, Odessa applies for his position and gets transferred to the bakery department. Although she enjoys what she does in her new job, after a few months, she no longer has much desire to concoct tasty treats in her free time. Baking has become work in a way that changes her motivation to do it.<\/p>\n<p>Odessa has experienced the overjustification effect.<\/p>\n<\/section>\n<h3><b>When do rewards hurt motivation\u2014and when might they help?<\/b><\/h3>\n<p class=\"p3\">Research suggests rewards don\u2019t affect motivation in the same way every time. A few patterns show up often:<\/p>\n<ul>\n<li class=\"p1\"><span class=\"s1\"><b>Tangible rewards<\/b><\/span> (like money or prizes) are more likely to reduce intrinsic motivation, especially when the reward is expected.<\/li>\n<li class=\"p1\"><span class=\"s1\"><b>Verbal praise<\/b><\/span> and positive feedback can sometimes increase intrinsic motivation\u2014especially when it feels sincere and recognizes effort or improvement.<\/li>\n<li class=\"p1\"><span class=\"s1\"><b>Expectation matters:<\/b><\/span> If someone <i>expects<\/i> a reward, intrinsic motivation is more likely to drop. If a reward is unexpected (a surprise), intrinsic motivation is more likely to remain stable (Deci et al., 1999).<\/li>\n<\/ul>\n<p class=\"p3\">So Odessa might lose interest in baking at home if baking becomes mainly about pay and job performance\u2014but she might stay motivated if she experiences autonomy, pride, and positive feedback that supports her sense of competence.<\/p>\n<h3><b>Culture and Motivation<\/b><\/h3>\n<p class=\"p3\">Culture can shape what people value and what \u201ccounts\u201d as a good reason to act.<\/p>\n<p class=\"p3\">In more <span class=\"s2\"><b>collectivistic<\/b><\/span> cultures, motivation often includes stronger emphasis on family and group goals\u2014doing things because they support others, not just the self (Nisbett et al., 2001). In more <span class=\"s2\"><b>individualistic<\/b><\/span> cultures, motivation is more often framed around personal choice and personal achievement.<\/p>\n<p class=\"p3\">Motivation is also shaped by the culture of specific environments\u2014like classrooms or workplaces. Students tend to feel more motivated when they:<\/p>\n<ul>\n<li class=\"p1\"><span class=\"s1\">experience <\/span>belonging and respect<\/li>\n<li class=\"p1\"><span class=\"s1\">have some <\/span>choice and control<\/li>\n<li class=\"p1\"><span class=\"s1\">are given <\/span>challenging but achievable<span class=\"s1\"> tasks<\/span><\/li>\n<li class=\"p1\">understand <span class=\"s1\">why<\/span> the work matters (clear rationale)<\/li>\n<\/ul>\n<p class=\"p3\">For example, students are often less motivated in classes that rely only on high-pressure testing and intimidation. Motivation is often stronger in classes that encourage collaboration, respectful discussion, and meaningful choice (like selecting a research topic) (Niemiec &amp; Ryan, 2009).<\/p>\n<section class=\"textbox tryIt\"><iframe loading=\"lazy\" id=\"ohm4400\" class=\"resizable\" src=\"https:\/\/ohm.one.lumenlearning.com\/multiembedq.php?id=4400&theme=lumen&iframe_resize_id=ohm4400&source=tnh&show_question_numbers\" width=\"100%\" height=\"300\"><\/iframe><\/p>\n<p><iframe loading=\"lazy\" id=\"ohm4401\" class=\"resizable\" src=\"https:\/\/ohm.one.lumenlearning.com\/multiembedq.php?id=4401&theme=lumen&iframe_resize_id=ohm4401&source=tnh&show_question_numbers\" width=\"100%\" height=\"300\"><\/iframe><\/section>\n","protected":false},"author":20,"menu_order":4,"template":"","meta":{"_candela_citation":"[{\"type\":\"cc\",\"description\":\"Motivation\",\"author\":\"OpenStax College\",\"organization\":\"\",\"url\":\"https:\/\/openstax.org\/books\/psychology-2e\/pages\/10-1-motivation\",\"project\":\"\",\"license\":\"cc-by\",\"license_terms\":\"Download for free at https:\/\/openstax.org\/books\/psychology-2e\/pages\/1-introduction\"},{\"type\":\"original\",\"description\":\"Modification, adaptation, and original content\",\"author\":\"\",\"organization\":\"Lumen Learning\",\"url\":\"\",\"project\":\"\",\"license\":\"cc-by\",\"license_terms\":\"\"}]","pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[],"contributor":[],"license":[],"part":711,"module-header":"learn_it","content_attributions":[{"type":"cc","description":"Motivation","author":"OpenStax College","organization":"","url":"https:\/\/openstax.org\/books\/psychology-2e\/pages\/10-1-motivation","project":"","license":"cc-by","license_terms":"Download for free at https:\/\/openstax.org\/books\/psychology-2e\/pages\/1-introduction"},{"type":"original","description":"Modification, adaptation, and original content","author":"","organization":"Lumen Learning","url":"","project":"","license":"cc-by","license_terms":""}],"internal_book_links":[],"video_content":null,"cc_video_embed_content":{"cc_scripts":"","media_targets":[]},"try_it_collection":null,"_links":{"self":[{"href":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/wp-json\/pressbooks\/v2\/chapters\/715"}],"collection":[{"href":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/wp-json\/wp\/v2\/users\/20"}],"version-history":[{"count":25,"href":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/wp-json\/pressbooks\/v2\/chapters\/715\/revisions"}],"predecessor-version":[{"id":7473,"href":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/wp-json\/pressbooks\/v2\/chapters\/715\/revisions\/7473"}],"part":[{"href":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/wp-json\/pressbooks\/v2\/parts\/711"}],"metadata":[{"href":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/wp-json\/pressbooks\/v2\/chapters\/715\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/wp-json\/wp\/v2\/media?parent=715"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/wp-json\/pressbooks\/v2\/chapter-type?post=715"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/wp-json\/wp\/v2\/contributor?post=715"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/content.one.lumenlearning.com\/introductiontopsychology\/wp-json\/wp\/v2\/license?post=715"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}