The Incentive Theory of Motivation

Motivation is what causes us to perform an action or engage in a behavior, whether it’s minor choices like buying a shirt, or more major ones such as pursuing a degree, changing career or selecting a life partner. A number of theories of motivation try to explain how and why we’re motivated, and one of these theories is the Incentive Theory of Motivation.

What is the Incentive Theory of Motivation?

Unlike other theories of motivation, such as the arousal theory, instinct theory, and drive-reduction theory of motivation, the incentive theory, sometimes called the Reward Motivation Theory, suggests that motivation is largely fueled by the prospect of an external reward or incentive. The incentive could be tangible (e.g. money) or intangible (praises from someone).

The Theory of Operant Conditioning suggests that we perform a task because we either want to gain reinforcement or to avoid punishment. The incentive theory has a similar mechanism: we’re motivated to do something when we receive a Positive Incentive; we’re motivated NOT to do something when we receive a Negative Incentive.

Positive incentives are rewards we receive for completing a task. For example, a mother gives extra allowance to his son for washing the dishes after dinner. This will motivate him to wash the dishes after dinner the next day.

Negative incentives have the opposite effect. For example, a mother grounds his son for breaking curfew. This will motivate him NOT to break curfew in the future.


The Value of an Incentive

Social psychologist Stephen L. Franzoi wrote in his book Psychology: A Discovery Experience: “The value of an incentive can change over time and in different situations.” In other words, given the same incentive, someone may be motivated to perform certain task, while others may decide that it’s not worth their while.

For example, the promise of a shopping trip may motivate Annie, a shopaholic, to wash the dishes after dinner. However, for Maggie, who doesn’t like shopping, the promise of a shopping trip will have no effect.

In addition, although the incentive theory suggests that external rewards are the main force of motivation, some psychologists argue that certain internal factors also play a role in determining how motivated we are.

American psychologist Paul Thomas Young emphasized the significant role of an individual’s emotions and affective state on influencing how internal and external stimuli acquire incentive value.

For example, the presence or absence of certain physiological needs can change the value an incentive – the appeal of a piece of cake depends on how hungry we are at a given time.

The Incentive Theory vs The Drive-Reduction Theory

The drive-reduction theory of motivation suggests that we are motivated to keep our body’s homeostasis balanced. For example, Jack turns on the air conditioner because he feels hot.

The incentive theory, on the other hand, purports that it is external factors, through positive association, that motivate us. For example, Kevin turns on the air conditioner even though he’s shivering with cold because the girl sitting next to him feels hot and Kevin wants to please her.

How to cite this post: The Incentive Theory of Motivation. (2021). The Psychology Notes Headquarters. https://www.psychologynoteshq.com/incentive-theory-of-motivation