Incentive Theory: Pull Theory of Motivation

Incentive theory, or the pull theory of motivation, suggests that behavior is explained by the external stimulus and its rewarding properties, such as working hard to earn a promotion or studying to achieve a high grade.

This theory distinguishes between intrinsic and extrinsic motivation.

Intrinsic motivation occurs when individuals engage in activities for personal fulfillment, such as mastering a subject for its own sake.

In contrast, extrinsic motivation occurs when external rewards like grades or money drive behavior.

At times, extrinsic rewards can diminish intrinsic motivation, leading to the overjustification effect.

For example, in a classic study, children who drew pictures expecting a reward later showed less interest in drawing without a reward than those not promised any reward. This suggests that external incentives shift focus to rewards and reduce intrinsic enjoyment.

Alternatively, some researchers propose the contrast effect, where removing an expected reward decreases motivation, similar to a rat losing interest when no cheese is found at the end of a maze.