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Cognitive Motivation: Expectancy
Value Approaches
Chapter 8
What is Motivation?
 Motivation is defined as an internal state that
induces a person to engage in particular
behaviors
 Work motivation theories are concerned with
the reasons why some people perform their
job better than others.
What is Cognition?
 Information Processing
 Role of Expectations
 Role of Social Context
Tolman’s Purposive
Behaviorism
 Holistic Study of Behavior vs reductionist
(Hull)
 Molar Behavior
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Persistent (behaviors continues until the goal is
reached)
Consistent Pattern (behavior is not random)
Selectivity (behavior is specific and directed)
Tolman’s Purposive
Behaviorism
 Purpose and Cognition
Behaviors that are directly observed not
inference……..cat clawing
Learning-performance distinction…finding a
hotel
Expectancies (behaviors lead to goals)
Cognitive Map (where goals scan be found)
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Chain of responses instead of 1 stimulus lead to 1
response
Place learning vs response learning
Kurt Lewin’s Field Theory
 Molar Approach to Motivation
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Multiple motives
 Behavior = several forces that exert influence
 Behavior = f (P + E)
 Why is his Approach Cognitive?
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Heavily Influenced by Gestalt School
Psychological needs cognitive in nature
Valence
Kurt Lewin’s Field Theory
 The Person
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S= sensory information
M= Motor Output
I-P = Inner Personal Region
Tension
S-M
I-P
Psychological Needs
 Physiological Needs
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Locomotion
Homeostatic in nature: Boundaries permeable
and non-permeable
Kurt Lewin’s Field Theory
 The Psychological Environment
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Psychological Facts-Knowledge
Valence
 Problems
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Definitions
Facts Change
Post Hoc
Lacked Controls
S-M
Food at the
Restaurant
I-P
Cook
Leftovers in the
Fridge
Expectancy Value Theory
 Molar Concept of Motivation
 Idiographic Approach
 This theory attempts explain how rewards lead to
behavior by focusing on internal cognitive states
that lead to motivation.
 Vroom’s theory has been adapted to the I/O field.
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Vroom’s theory explains motivation as a math function
of expectancy, valence, and instrumentalities.
Force = Expectancy x  (Valence x Instrumentalities)
Social Learning
 Influences on Behavior
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Internal Factors-knowledge experience
External Factors
 Important Concepts (Rotter, 1954)
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Reinforcement Value
Subjective Estimates of obtaining particular
reinforcers
Situational factors (past)
Generalized expectations (future)
Social Learning
B=EXV
 Heuristics: Mental Short Cuts
 Continuum of internality-externality
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Locus of control scale
Expectancy Value Theory &
Need for Achievement
 Needs (Murray, 1938)
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Directional
Intensity
 Need for achievement (McClelland, 1936)
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TAT (motives-content analysis)
Incentive value
Ta :tendency to approach or avoid
Ms –motive for success; Maf-motive to avoid failure;
Ps probability of success; Is –incentive value
Expectancy Value Theory &
Need for Achievement
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Ms –motive for success; Maf-motive to avoid failure;
Ps probability of success; Is –incentive value
If Ms > Maf then APPROACH ACHSituations
If Maf > Ms then AVOID ACHSituations
Ps and Is vary from situation to situation
Easy tasks maximize Ps
 Difficult Tasks maximize Is
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Expectancy Value Theory &
Need for Achievement
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Criticisms of Need for Achievement
Lack of replication (task difficulty)
 Ms and Maf difficult to understand
 Need for Ach may be complicated and multi dimensional in
nature
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Revisions
Intrinsic vs extrinsic: High Ms low Maf achieved
higher grades
Performance goals vs mastery goals (Dweck 1986)
Theory of Planned Behavior
 Attitudes-Positive or Negative Evaluations of
object event or person and is used to predict
behavior.
 A belief is what a person thinks to be true
 Attitudes sometimes may not predict
behaviors
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Certain behaviors might be contradictory
Some attitudes are more important
Several factors determine behavior
Theory of Planned Behavior
 Intentions provide us with information whether or
not to perform a given action and how much effort
will one expend.
Theory of Planned Behavior
 Link between perceived behavioral control to
behavior is dotted..
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Ease or difficulty to achieve behavioral
outcomes
Past Behaviors
Ability to overcome obstacles
Theory of Planned Behavior
 Nathan Quitting Smoking
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Does he believe it is healthy to quit smoking?
Does Nathan believe he could control the urge?
Do people around him want him to quit? Does
Nathan want to adhere to their expectations?
Theory of Planned Behavior
 Applications-quitting to smoke, exercising,
academic dishonesty, gambling etc
 Limitations
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Difficult to quantify accurately
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Relative importance of each belief is lost
Adding additional predictors complicate the
model
Difference
 Locus of control vs Perceived Behavioral
Control???
Social Loafing
 1800s Max Ringelmann quantify work
efficiency-tug- of –war
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Force applied by 1 individual 184 pounds
In a group of seven amount of force applied by
each 143 pounds
Loss of motivation! Known as Ringelmann
effect
Role of Expectancy in Social
Loafing
 Collective Effort Model (Karau &Williams,
1993)
Individual E
Individual P
Group
Performance
Group
Outcomes
Individual
Outcomes
Role of Expectancy in Social
Loafing
 Collective Effort Model (Karau &Williams,
1993)
Individual E
Individual P
Group
Performance
Group
Outcomes
Individual
Outcomes
How to reduce Social Loafing?
 Individual contributions are identifiable
 Expect contributions are unique and
necessary
 Value the task being performed as
meaningful
 Revise the reward structure according to the
goal
How to reduce Social Loafing?
Social Impact Theory
 Performance in a group decreases as a
function of group size (Latane, Williams, and
Harkins, 1979)