Motivation

Definition

Motivation refers to the internal and external factors that stimulate a desire and energy in individuals to be continually interested and committed to a task, goal, or idea. It plays a crucial role in influencing behavior, shaping goals, and sustaining efforts in achieving desired outcomes, making it essential for understanding how persuasion works.

5 Must Know Facts For Your Next Test

1. Motivation can be influenced by various factors including personal values, social norms, and emotional states.
2. There are two primary types of motivation: intrinsic and extrinsic, which can influence how persuasive messages are crafted and received.
3. Understanding motivation is key for persuaders, as knowing what drives an audience can help tailor messages that resonate more effectively.
4. Motivational theories suggest that individuals are more likely to be persuaded if they feel a personal connection to the message being presented.
5. Motivation can shift over time, meaning that what motivates a person in one situation may not hold the same influence in another context.

Review Questions

• How do intrinsic and extrinsic motivations differ in their effects on persuasive communication?
  • Intrinsic motivation stems from internal satisfaction and personal enjoyment, leading to deeper engagement with persuasive messages. On the other hand, extrinsic motivation relies on external rewards, which may result in a more superficial response. Understanding these differences is crucial for persuaders because tailoring messages to align with either type of motivation can significantly affect how the message is received and acted upon.
• Discuss how cognitive dissonance can impact an individual's motivation in response to persuasive messages.
  • Cognitive dissonance creates discomfort when a person's beliefs clash with new information. This discomfort often motivates individuals to resolve the inconsistency by changing their attitudes or behaviors. In terms of persuasion, if a message creates cognitive dissonance, it can compel individuals to align their beliefs with the persuasive content to alleviate the discomfort, demonstrating how effective persuasion can leverage motivational states.
• Evaluate the role of motivation in developing effective persuasive strategies for diverse audiences.
  • Evaluating motivation involves recognizing that different audiences are driven by varied internal and external factors. Effective persuasive strategies must account for these differences by incorporating elements that resonate with intrinsic motivations, such as personal growth or fulfillment, while also addressing extrinsic motivators like social approval or monetary rewards. This multifaceted approach not only enhances the likelihood of successful persuasion but also ensures messages are relevant and impactful across diverse groups.

Related terms

Intrinsic Motivation: A type of motivation driven by internal rewards, such as personal satisfaction or the enjoyment of an activity.

Extrinsic Motivation: A type of motivation that arises from external rewards, such as money, recognition, or praise from others.

Cognitive Dissonance: A psychological phenomenon where an individual experiences discomfort from holding conflicting beliefs or attitudes, often leading to changes in motivation or behavior to reduce that discomfort.