Motivation: Why Do We Do What We Do? 97
Fifth, theneed for dominanceis a motive to control the behavior of others.
A person with a high need for dominance will seek positions of authority in the
workplace or to be the principal decision maker in a marriage. A person with a low
need for dominance will tend to be somewhat submissive and often overly agreeable.
Sixth, the need for exhibitionis a motive to be noticed by others. A person
with a high need for exhibition is likely to talk loudly, dress in novel ways, or
otherwise call attention to himself or herself. A person with a low need for exhi-
bition is likely to be somewhat retiring and conforming when relating to others.
Seventh, the need for aggressionis a motive to engage in conflict or to hurt
others. A person with a high need for aggression may inflict physical harm on
others by hitting, cutting, or shooting. However the need for aggression can also
be expressed in psychological terms. A person with a high need for aggression is
likely to be insulting and to make demeaning remarks. A person with a low need
for aggression is likely to avoid conflict whenever possible and to avoid hurting the
feelings of others.
There are other acquired motives. The list above is representative, not
exhaustive.
Although the acquired motives were presented in terms of high and low needs,
many people, perhaps most, do not manifest the extremes. It is possible to have a
moderate need for achievement, a moderate need for autonomy, and so forth.
(a) The need for is a motive to control the behavior of others.
(b) The need for is a motive to be noticed by others.
(c) The need for is a motive to engage in conflict or to hurt others.
Answers: (a) dominance; (b) exhibition; (c) aggression.
Unconscious Motives: Hidden Reasons for Our Behavior
Sigmund Freud, the father of psychoanalysis, believed that motives can be
unconscious. Unconscious motivesmay operate outside of the control of the
ego,the “I” of the personality. Freud asserted that there is a force in the mind
called repression.Repression is an ego defense mechanism characterized by an
involuntary tendency to shove mental information that threatens the integrity
and stability of the ego down to an unconscious psychological domain (see
chapter 13).
If Freud is correct, the reasons for human behavior are often obscure to the
individual. People act on impulse, do things they regret, and often muddle
through life. Some individuals appear to have only the murkiest of notions why
they make certain choices and take certain turns in life. Freud’s way of looking at
