This document discusses incentives and their role in motivating behavior. It defines incentives as external stimuli that encourage or motivate action. Incentives are classified into three types: remunerative (financial), moral, and coercive. The document also discusses incentive theory, stating that individuals are motivated to attain positive incentives and avoid negative ones. It explains the concepts of incentive value, need, drive, response, wanting, and liking in motivation.

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7. Classification of Incentives 1. Remunerative Incentive (financial incentive)- It is said to exist where an agent can expect some form of material reward. 2. Moral Incentive- It is said to exist where a particular choice is widely regarded as the right thing to do. 3. Coercive Incentive- It is said to exist where a person can expect that the failure to act in a particular way will result in physical force by others.

8. = explains motivation in terms of the nature of the external stimuli, the incentives that direct and energize behavior. = emphasizes the motivational role of external events or objects of desire. = focus especially on the relationship of learning and experience to the control of motivation. I N C E N T I V E States that individuals are motivated to attain positive incentives and avoid the negative ones. T H E O R y

9. Incentive value This is the value of a goal above and beyond its ability to fill a need. *High-incentive value goal *Low-incentive value goal Some goals are so desirable that they motivate behavior in the absence of an internal need. Other goals are so low in incentive value that they will be rejected even though they might meet the internal need. Need Drive Response Need Drive Response

10. Two-incentive related systems: Wanting is the anticipation of pleasure, as in the cravings that you experience when you think ahead to a delicious meal. Liking is the pleasure that you experience in the moment that you begin to eat that meal.

12. Incentives and Goals? Incentives are objects or events that are valued. However, people will not necessarily be willing to work to obtain everything that has incentive value. THEREFORE Goals are always incentives, but incentives may or may not be also be goals.