Motivation is explained as a process starting with a need that activates behavior driven toward a goal. Needs are created by physiological or psychological deficiencies. Drives emerge from needs and direct energy toward incentives that can reduce the need. Motives are classified as primary, general, or secondary. Primary motives are innate physiological needs. General motives like curiosity are unlearned but not physiological. Secondary motives like achievement and affiliation are learned. Secondary motives become most important in complex societies where learning shapes behavior.

1. MOTIVATION IS HYPOTHETICAL CONSTRUCT THAT IS
USED TO HELP EXPLAIN BEHAVIOR

2. MEANING OF MOTIVATIONMEANING OF MOTIVATION
Motivation is a process that starts with a
physiological or psychological deficiency or
needs that activates a behavior or a drive that
is aimed at a goal or incentive
Desires Wants Wishes Aims Goals
Needs Drives Motives Incentive

3. NEEDSNEEDS
Needs are created whenever there is a physiological imbalance.
For example, a need exists when cells in the body are deprived of
food and water.
When personality deprived of other people who serves as friend or
companion.
Although psychological needs may be based on a deficiency but not
always.
For example an individual with a strong need to get ahead may have
a history of consistent success.

4. DRIVESDRIVES
A physiological drive can simply defined as a deficiency with
direction.
Physiological and psychological drives are action oriented and
provide an energizing thrust towards reaching an incentive. They are
the very heart of the motivational process.
For example, need for food and water translated into hunger and
thrust.
Need for friend becomes a drive for affiliation.

5. INCENTIVESINCENTIVES
At the end of motivational circle it is incentive.
Incentive means anything that will alleviate a need and reduce a
drive.
Incentive will tend to restore Physiological and psychological balance
and will reduce or cut off the drive.

6. CLASSIFICATION OF MOTIVESCLASSIFICATION OF MOTIVES
• PRIMARY MOTIVES
• GENERAL MOTIVES
Curiosity, Manipulation and Activity Motives
Affection Motive
• SECONDARY MOTIVES
Power Motive
Achievement Motive
Affiliation Motive
Security Motive
Status Motive

7. PRIMARY MOTIVESPRIMARY MOTIVES
Sometimes motives are unlearned and physociological based. Such
motives are called Physiological, Biological, Unlearned or Primary.
Two criteria must be fulfilled to a be a primary motive.
•It must be unlearned.
•Physociological based.
Most recognized primary motives are ‘hunger’ ‘thirst’ ‘sleep’
‘avoidance of pain’ ‘sex’ and ‘metal concern’.
In many situations General and Secondary motives are predominate
Primary motive. Such as fasting for a religious, social or political
causes.

8. GENERAL MOTIVESGENERAL MOTIVES
General motive lie in the grey area between ‘Primary’ and ‘Secondary’
motive.
It include the general category must be ‘Unlearned’ but not
‘Physocioligically’ based.
While primary needs seek to reduce the tension or stimulation, these
general needs induce to increase the amount of stimulation. Thus, these
needs are sometimes called as ‘Stimulus Motive’.
Below mentioned motives meets the criteria's of general motive.
Curiosity
Manipulation
Activity
Affection

9. CURIOSITY MANIPULATIONCURIOSITY MANIPULATION
AND ACTIVITY MOTIVEAND ACTIVITY MOTIVE
It is generally recognized that curiosity, manipulation and activity motive
drives are quite instance; anyone who has reared or been around small
children will quickly support this generalization.
Although these drives often get small children into trouble, curiosity,
manipulation and activity, when carried forward to adulthood, can be very
beneficial. If these motives are stifled or inhibited, the total society might
become very stagnant.
In organization, if employees are not allowed to express their curiosity,
manipulation and activity motives, they may not be motivated.

10. AFFECTION MOTIVEAFFECTION MOTIVE
Love or affection is a very complex form of general drive.
Affection motive is very closely associated with primary sex motive on one hand
and with the secondary affiliation with the other.
‘Love makes the world go round’ and ‘love conquers all’.
In a world where we suffer from interpersonal, intra-individual and national
conflict, where quality of life, family values, and human rights increasingly
important to modern society, the affection motive takes an added importance
everywhere.

11. SECONDARY MOTIVESSECONDARY MOTIVES
When the general drives seems relatively more important than primary drives
induces Secondary motive. Secondary drives are unquestionable most important.
Human society develops economically and becomes more complex in nature.
Learning principle of reinforcement is conceptually and practically related to
motivation. The relationship is obvious when reinforcement divided into primary
and secondary categories and is portrayed as incentives.
Reinforcement and motivation do not operate separately in producing human
behavior. The interactive effects are always there.
A motive must be learned in order to include secondary classification.

12. SECONDARY MOTIVESSECONDARY MOTIVES
POWER MOTIVEPOWER MOTIVE
A person’s overwhelming drive for superiority or power.
To explain power need- The need to manipulate others or drive for superiority over
others.
Every child experience a sense of inferiority. When this feeling of inferiority is
combined with what he sensed as an innate (inborn) need for superiority induced.
The persons lifestyle is characterizes by striving to compensate for the feeling of
inferiority, which are combined with innate drive for power. The politicians are
probably best example.
The power motive has significant implication in motivational context.
Recent trends values for empowering. Such as employees make choices, set their
own goals, increase their responsibility etc.

13. SECONDARY MOTIVESSECONDARY MOTIVES
SOME FEATURES OF POWERSOME FEATURES OF POWER
MOTIVEMOTIVE
• Influencing people to change their attitude and behavior.
• Controlling people and activities.
• Being a position of authority over others.
• Gaining control over information and resources.
• Defeating an opponent.

14. SECONDARY MOTIVESSECONDARY MOTIVES
ACHIEVEMENT MOTIVEACHIEVEMENT MOTIVE
The achievement motive can be expressed as a desire to perform in
terms of a standard of excellence or to be successful in competitive
situation.
High Achiever in Action
How successful business entrepreneurs operate. By sidestepping the
potential pitfalls and problems before they open doors in their new
venture. Prior to starting they take major steps to survive a few
critical years for the success of their ventures.
•Draw a 5 years plan: Aim to goal during first 60 months of
operation. Plan often has annual and quarterly forecasts.
•Raise more money than needed: One of the biggest problem is
running out of capital. If sales is not generated quickly the company
has enough capital to tide it over.
•Test the market: Ensure sufficient demand in the market. If not
they look for other geographical location.
•Don’t take “no” for an answer: If the bank turns down a loan go for
other institution. If the venture cost is too high reduce the ways of
cutting cost.

15. SECONDARY MOTIVESSECONDARY MOTIVES
ACHIEVEMENT MOTIVE (TAT)ACHIEVEMENT MOTIVE (TAT)
The Thematic Apperception Test (TAT) has proved to be a very different
tool in researching achievement.
TAT shows a man plowing the field. The sun is about to sink in the west.
The man is sorry as he has more land to plow. Such response indicates
high achievement.
A low achiever might be happy that sun is finally going down so that he
can go home, relax and have a cool drink.

16. SECONDARY MOTIVESSECONDARY MOTIVES
ACHIEVEMENT MOTIVE (Moderate RiskACHIEVEMENT MOTIVE (Moderate Risk
taking)taking)
Taking moderate risk is probably the single most descriptive
characteristics of a person possessing high achievement. In the ring
–toss game person can stand anywhere and throw the ring into the
peg. High and low achiever will behave quite differently. Low
achiever will either stand very close or very far and throw the ring.
However high achiever will determine a distance and will throw the
ring. High achiever will take moderate risk.
High achievers find accomplishing task
rather than monitory reward.
They look at money as a form of
measurement of their work.
Once they select a goal, they tend to
be totally pre occupied with the task
untill successfully completed. They give
maximum effort till completion.

17. SECONDARY MOTIVESSECONDARY MOTIVES
NEED FOR ACHIEVEMENTNEED FOR ACHIEVEMENT
• Doing better than competitors.
• Attaining or surpassing a difficult goal.
• Solving a complex problem.
• Carrying out a challenging assignment successfully.
• Developing a better way to do something.

18. SECONDARY MOTIVESSECONDARY MOTIVES
AFFILIATION MOTIVEAFFILIATION MOTIVE
Affiliation plays a very vital roll in human behavior.
Hawthorne study shows the importance of affiliation motive very clearly.
Especially rank and file employees have a very intense need to belong to
and to be accepted by the group.
Affiliation motive plays a vital roll in group dynamics.

19. SECONDARY MOTIVESSECONDARY MOTIVES
NEED FOR AFFILIATIONNEED FOR AFFILIATION
• Being liked by many people.
• Being accepted as part of a group or team.
• Working with people who are friendly and cooperative.
• Maintaining harmonious relationship and avoiding conflicts.
• Participating in pleasant social activities.

20. SECONDARY MOTIVESSECONDARY MOTIVES
SECURITY MOTIVESECURITY MOTIVE
In reality security is much more complex than it appears on the surface.
We presume security to much more simpler than other
secondary motive, it is based largely on fear and
avoidance oriented. Very briefly, it can be said that
People have a learned security motive to protect
Themselves from the contingencies of life and try
to avoid situations that would prevent them from
satisfying their primary, general and secondary motives.
Needs for Security
•Having a secure job.
•Being protected against loss of income or economic disaster.
•Having protection against illness and disability.
•Being protected against physical harm or hazardous conditions.
•Avoiding tasks or decisions with a risk of failure and blame.

21. SECONDARY MOTIVESSECONDARY MOTIVES
STATUS MOTIVESTATUS MOTIVE
Along with security, the status or prestige motive is specially relevant to a
dynamic society. The modern effluent person is often pictured as a status
seeker.
Such a person is accused of being more concern with material symbols of
status. The right car, right address, right clothes, having a swimming pool at
home, a latest computer software etc.
Hence status can simply be defined as a relative ranking that a person holds
in a group, organization and society. At any point of time two or more
persons are together, a status hierarchy will evolve, even if both have equal
status.
Finally status determination depends upon prevailing cultural values and
societal roles and also personal qualities of people.

22. SECONDARY MOTIVESSECONDARY MOTIVES
NEED FOR STATUSNEED FOR STATUS
• Having the right car and wearing the right cloths.
• Working for the right company.
• Having a degree from the right university.
• Living in the right neighborhood and belonging to the country club.
• Having executive privileges.