7.3 Motivation

Motivation describes the wants or needs that direct behavior toward a goal. Motivations can be intrinsic (arising from internal factors) or extrinsic (arising from external factors). Intrinsically motivated behaviors are performed because of the sense of personal satisfaction that they bring, while extrinsically motivated behaviors are performed to receive something from others.

Why are you currently in college? Are you here because you enjoy learning and want an education to make yourself more well-rounded? If so, then you are intrinsically motivated. However, suppose 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. In that case, your motivation is more extrinsic. In reality, our motivations are often a mix of intrinsic and extrinsic factors, but the nature of these factors might change over time (often in ways that seem counterintuitive). Physical reinforcement (such as money) and verbal reinforcement (such as praise) may affect an individual differently. Tangible rewards (i.e., money) tend to negatively affect intrinsic motivation more than intangible rewards (i.e., praise). An individual’s expectation of the extrinsic motivator is crucial: If the person expects to receive an extrinsic reward (money), then intrinsic motivation for the task tends to be reduced. If there is no such expectation (no money), then extrinsic motivation is presented as a surprise. Intrinsic motivation (personal desire) for the task tends to persist (Deci et al., 1999).

Societal Expectations and Inner Desires: The Complex Dynamics of Motivation (YouTube)

The Interaction Between Culture and Motivation

Cultural influences play a critical role in shaping both intrinsic and extrinsic motivations. Intrinsic motivation is often emphasized in individualistic cultures, such as the United States and many Western European countries. For example, individuals in these societies might pursue personal passions or hobbies because of their intrinsic satisfaction. Conversely, extrinsic motivation can often be more dominant in collectivistic cultures, such as those in many parts of Asia, Africa, and Latin America. People in collectivistic cultures may prioritize goals that benefit their family or community, such as working hard to support relatives or achieving academic success to bring honor to their family (Iyengar & DeVoe, 2003).

One study by Markus and Kitayama (1991) highlighted how cultural values influence motivation. In Western cultures, individuals are often motivated by a desire for personal achievement and self-expression. However, in East Asian cultures, individuals are more likely to be motivated by the need to maintain harmony within their social group and to fulfill societal expectations. This difference has practical implications, such as how students approach their studies. For instance, a student in the United States might be driven to excel academically to achieve personal success. In contrast, a student in Japan might study diligently to avoid disappointing their family or teacher.

Drive States and Survival Needs

Our thoughts, behaviors, and motivations are strongly influenced by affective experiences known as drive states. These drive states motivate us to fulfill goals that benefit our survival and reproduction. Drive states differ from other affective or emotional states regarding the biological functions they accomplish. All affective states are positive or negative and motivate approach or avoidance behaviors (Zajonc, 1998), but drive states are unique. Drive states generate behaviors that result in specific benefits for the body. For example, hunger directs individuals to eat foods that increase blood sugar levels, while thirst causes individuals to drink fluids that increase water levels. Sleep and sexual arousal are also drive states that generally function to promote our survival and reproduction.

According to the drive theory of motivation, deviations from our stable state create physiological needs. These needs result in psychological drive states that direct behavior to meet the need and, ultimately, bring the system back to homeostasis—back to balance. For example, if it’s been a while since you ate, your blood sugar levels will drop below normal. This low blood sugar will induce a physiological need and a corresponding drive state (i.e., hunger) that will direct you to seek out and consume food. Many homeostatic mechanisms, such as blood circulation and immune responses, are automatic and nonconscious. Others, such as hunger or thirst, may require direct action.

Cultural Differences in Drive States

While drive states are biologically universal, how they are experienced and acted upon can vary significantly across cultures. For example, hunger as a drive state may prompt different food choices depending on cultural norms and availability. In Western cultures, fast food is a typical response to hunger due to its accessibility and cultural acceptance. In contrast, in countries like Japan, hunger may lead individuals to prepare traditional meals that align with cultural values emphasizing balance and nutrition (Rozin, 2007).

Similarly, the expression of sexual drive states is shaped by cultural norms and values. In more liberal societies, such as many Western countries, sexual arousal and relationships are often openly discussed and expressed. In contrast, in more conservative cultures, sexual behaviors may be strictly regulated by societal or religious norms, which can influence how individuals experience and manage these drive states (Hatfield & Rapson, 2005).

The Role of Learning in Drive States

Drive states are influenced not only by biological needs but also by learning and past experiences. For instance, specific environmental cues, such as the sight or smell of food, may trigger hunger, which can vary significantly across cultures. In the United States, the smell of a burger grilling might evoke hunger, while in India, the scent of spiced curry might have the same effect. Over time, individuals learn to associate certain foods with satisfying their hunger, creating culturally specific eating behavior patterns (Rozin & Vollmecke, 1986).

Drive states also interact with societal expectations. For example, in many cultures, mealtimes are not only about satisfying hunger but also serve as important social rituals. In Mediterranean countries like Italy and Greece, meals are typically communal and leisurely, emphasizing social connection. In contrast, in fast-paced cultures like the United States, eating is often hurried and solitary, reflecting different cultural priorities and time constraints.

3 Basic Needs That Drive Your Behavior [Self-Determination Theory] (YouTube)

Motivation, Culture, and Achievement

Achievement motivation—the desire to accomplish goals and attain success—is another area where cultural differences emerge. In individualistic cultures, personal success and competition are highly valued. People in these societies are often motivated to outperform others and achieve recognition. In contrast, collectivistic cultures emphasize group success and collaboration. For example, a study by Heine et al. (2001) found that Japanese students were more likely than American students to persist on tasks following failure, likely due to a cultural emphasis on self-improvement and collective responsibility.

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