The Effectiveness of Sentence Cues in Measuring the Big Three Motives

Despite the popularity of free response measures in the motivation literature, research geared toward the development of a standard battery of cues for measuring the Big Three motives (achievement, affiliation, power) has been lacking. The current research examined the effectiveness of sentence cues in eliciting motive imagery in two studies (students, entrepreneurs) comprising 242 men and women. Results indicated that sentence cues were effective in eliciting achievement and affiliation imagery, but not power imagery. In addition, an examination of the subcategories underlying each motive scoring system indicated that there were several infrequently scored subcategories in the achievement and power motive scoring systems that could be considered for removal.     

The thematic apperception test: toward a standard measure of the big three motives

The application of the Thematic Apperception Test to the assessment of motives has been heralded as an important milestone in personality psychology. However, although this approach is well established, there is at present no standard battery of cues for measuring the Big Three motives (achievement, affiliation, power). Furthermore, the extent to which scoring subcategories contribute to overall motive scores has been neglected. Our research with students and managers examined the effectiveness of picture cues in eliciting motive imagery and the prevalence of scoring subcategories within each motive scoring system. Results from 2 data sets comprising 547 men and women suggested that there were 3 cues that should be retained for future research and that motive scoring systems could be refined through removal of redundant subcategories. Further research is needed to systematically investigate the effectiveness of a standard battery of cues and the validity of revised motive scoring systems.     

Assessing implicit motives in U.S. college students: effects of picture type and position, gender and ethnicity, and cross-cultural comparisons

We assessed implicit needs for power, achievement, and affiliation in 323 U.S. college students using a Picture Story Exercise (PSE; McClelland, Koestner, & Weinberger, 1989) consisting of 6 picture cues and Winter's (1994) content coding system. Picture cues differed markedly in the amount of motive imagery they elicited and picture motive profiles closely resembled those reported by Schultheiss and Brunstein (2001) for a German student sample. Picture position influenced the expression of power and affiliation motivation, with affiliation motivation being most strongly expressed at the beginning and power motivation being most strongly expressed in the middle of the PSE. Women had higher affiliation motive scores than men. Asian Americans had higher affiliation motive scores than Whites, and African Americans had higher levels of achievement motivation than Asian Americans or Whites. PSE motive measures showed little or no overlap with questionnaire measures of impulsivity and anxiety (Behavioral Inhibition System-Behavioral Activation System scales; Carver & White, 1994) or specific motivational orientations (Personality Research Form; Jackson, 1984). Comparisons with Schultheiss and Brunstein's (2001) German sample indicate that U.S. students have higher achievement motivation and lower power motivation and activity inhibition scores than German students.     

Assessment of implicit motives with a research version of the TAT: picture profiles, gender differences, and relations to other personality measures

Four hundred twenty-eight participants wrote imaginative stories in response to 6 picture cues of a research version of the Thematic Apperception Test (TAT; Morgan & Murray, 1935). Story protocols were coded for n (need) Power, n Achievement, and n Affiliation using Winter's (1991) integrated scoring system that provided detailed information about the motive profiles of individual picture cues. In general, picture cues differed strongly from each other with regard to how many scorable instances of power, achievement, or affiliation imagery they elicited. The n Affiliation, but not n Power, n Achievement, or activity inhibition--a measure of impulse control--was found to be higher in (a) women than in men and (b) individuals tested in a group than in individuals tested individually. TAT motive measures showed no significant overlap with questionnaire measures of motivational orientation (German Personality Research Form; Stumpf, Angleitner, Wieck, Jackson, & Beloch-Till, 1985) or traits (German NEO-Five-Factor Inventory; Borkenau & Ostendorf, 1993).     

The Implicit Motives of Terrorist Groups: How the Needs for Affiliation and Power Translate into Death and Destruction

This study explored the dynamics of terrorism through a quantitative content analysis of documents issued by terrorist groups and nonterrorist comparison groups. Thirteen terrorist groups were matched with comparison groups that shared the same ideologies, and their documents were coded for ingroup affiliation, outgroup affiliation, and power motive imagery. As hypothesized, compared with nonterrorist groups, terrorist groups were significantly higher in ingroup affiliation motive imagery and significantly lower in outgroup affiliation motive imagery in the full sample of documents and in an indicator sample that included only terrorist groups' preterrorism documents. Terrorist groups were significantly higher than comparison groups in power motive imagery in the full sample and marginally significantly higher in power motive imagery in the indicator sample. These results highlight the important role that group dynamics play in terrorist groups.     

Motivation and social contexts: a crossnational pilot study of achievement, power, and affiliation motives

Previous research suggests that there is a relationship between social contexts (e.g., economic growth, engagement in wars) and motives within populations. In particular, high achievement motive is associated with subsequent economic growth, which in turn increases power motive. Increased national achievement and power motives have been argued to precede social changes that lead to decreased affiliation motives, and engagement in wars. The present study aimed to examine differences in achievement, power, and affiliation motives between 266 college students in China (a nation with sustained high economic growth) and 255 college students in the USA (a nation with previously strong but now slowing economic growth, and engaged in war). Analysis of personal strivings suggested that Chinese college students showed significantly higher levels of achievement motive than the American college students, but American college students showed significantly higher levels of affiliation motive than Chinese college students. Overall, males exhibited higher achievement motivation than females. No significant interaction effects were found for gender by location for any of the three motives. The findings are discussed in relation to previous research.     

The relationship of motive disposition and situational incentives to individual differences in choking under pressure

Motive disposition theory posits that individuals exhibit stable differences in their achievement, affiliation, and power motives – shaping their capacity to perceive performance, social affiliative, or competitive contexts as rewarding. Whereas this approach has been employed in research on individual differences in motor performance, it has not been considered in predicting individual differences in choking under pressure. Typical pressure manipulations often use competitive or team settings which also constitute prime examples of power and affiliation incentives. Consequently, we hypothesized participants' affiliation (vs. power) motive to be related to golf putting performance in team (vs. competitive) settings. In addition, due to the performance feedback provided by the task, it should also generally appeal to participants high in achievement motivation. Specifically, after a familiarization phase a total of 115 participants completed a baseline assessment of golf putting performance, followed by an experimental block manipulating the task's incentives (competition, team, control) between participants. Analysis of participants' previously assessed motives revealed that both participants' affiliation and achievement motive were positively related to performance (variable error) under pressure. No effects emerged for the power motive. These findings highlight the role of personality differences in predicting motor performance variability in pressure situations. We discuss the specific contributions of projective and self-report motive measures and touch upon possible avenues for coaches and practitioners to counter choking effects.     

The unconscious side of Facebook: Do online social network profiles leak cues to users’ implicit motive dispositions?

In this study we investigated the links between motive dispositions and online social network (OSN) profile content. We assessed the achievement, affiliation and power motives via self- and peer-report. In addition, we used a projective test and two novel, affect based measures (involving affect ratings and EMG recordings) to assess implicit motives in the three content domains. Two observers independently coded motive-specific OSN content. Results showed that self-reports were linked to OSN content for the power domain. Peer-reports and measures of implicit motives were positively linked to OSN content across motive domains. In most cases, measures of implicit motives were still linked to OSN content after adjusting for self- and peer-reports. These results indicate that OSN profiles may leak cues to users’ implicit motives, which neither users themselves nor their peers are aware of. Implications for motive theory, motive assessment, and targeted online advertising will be discussed.     

网络使用线索对不同动机使用者上网欲望的诱发作用

以67名信息获取性动机者和54名人际情感性动机者为被试,以基于实景照片的网络信息获取线索、网络情感满足线索和负性情绪线索为刺激材料,采用线索暴露范式探讨了网络使用线索对网络使用者上网欲望的相对影响。实验结果表明,网络信息获取线索仅对信息获取性动机者的上网欲望具有显著的诱发作用,而情感满足线索和负性情绪线索仅对人际情感性动机者的上网欲望具有显著的诱发作用。该研究为解释人际情感性动机者的病理性互联网使用行为特征提供了实验证据。     

'Fear of success' imagery as a reaction to sex-role inappropriate behavior

Cue effects on TAT imagery, often considered evidence of fear of success, were examined. The cue generally used to assess this motive (Horner, 1968) was modified to depict success in an occupation traditionally considered appropriate for females (ballet). This new cue and Horner's original "medical student"cue produced very different results in fear of success imagery, the modified cue eliciting significantly less of this imagery from females and more from males. A substantial portion of what has been interpreted as "fear of success" imagery appears to involve anxiety about engaging in achievement activities that have traditionally been considered inappropriate to one's sex-role. The implications of this finding for female achievement conflict are discussed.     

Assessing achievement, affiliation, and power motives all at once: the Multi-Motive Grid (MMG)

In this article, we introduce the Multi-Motive Grid (MMG), a new diagnostic tool to measure motives with respect to their hope and fear components. The MMG combines features of the Thematic Apperception Test (TAT) with features of self-report questionnaires. Similar to the TAT, a set of 14 pictures representing a balanced set of achievement-arousing, affiliation-arousing, and power-arousing situations is presented together with a set of statements representing important motivational states. Six motive scores can be calculated: hope of success (HS) and fear of failure (FF) for the achievement motive, hope of affiliation (HA) and fear of rejection (FR) for the affiliation motive, and hope of power (HP) and fear of power (FP) for the power motive. Results of factor analyses suggest a 3-factor solution, with a general fear factor (FF, FR, FP), a factor combining the hope components of achievement and power (HS and HP), and a third factor representing HA, but the 6 a priori factors also reflect a sound structural model. Reliability data show that the internal consistency and retest reliability of the MMG scales satisfy traditional standards. External validity of the MMG has been established in all 3 motive domains. Three separate studies document that (a) individuals high in resultant achievement motivation perform better and report more flow experience, (b) individuals high in resultant power motivation profit more from a leadership training program, and (c) individuals high in resultant affiliation motivation recollect more highly memorable affiliative themes.     

Is hostility linked with affiliation among males and with achievement among females? A critique of Pollak and Gilligan

This investigation attempted to replicate and to clarify methodologically an investigation by Pollak and Gilligan (1982). Those investigators reported sex differences in violence imagery to Thematic Apperception Test (TAT) pictures depicting affiliation and achievement situations. Pollak and Gilligan concluded that men perceive danger in situations of affiliation whereas women perceive danger in situations of achievement. It was demonstrated in the present study that Pollak and Gilligan incorrectly classified TAT cards into motivational categories, which may have resulted in incorrect inferences. In addition, their findings could not be replicated when using four different systems for classifying TAT cards into motivational categories. Other potential sources of error in their research, including a restrictive scoring scheme for hostility, unusual instructions, and failure to control for sex role in the TAT pictures, did not influence the pattern of results.     

Directional discrepancy between implicit and explicit power motives is related to well-being among managers

This study investigates explicit –implicit motive discrepancies and their effect on well-being. Participants were 382 executive managers (107 females and 275 males). Female managers had higher explicit affiliation scores than males, whereas male managers had marginally significant higher explicit power scores than females. Males and females did not differ in their implicit motives. We expected a directional discrepancy on the power motive (explicit vs. implicit: “Striving for goals without gaining pleasure from doing so”) to predict impaired well-being. Results were consistent with this hypothesis, using polynomial regression analysis with response surface methods, instead of calculating motive difference scores. Discrepancies in the achievement and affiliation motives were not related to well-being. Results are discussed considering the specificity of motive discrepancies for selected groups, such as managers, and the importance of distinguishing between absolute versus directional motive discrepancy scores in motivation research.     

Sex Domination of Occupations and the Tendencies to Approach and Avoid Success and Failure

To test a theory that approach and avoidance imagery would be associated with both success and failure, female and male college students wrote stories to sentence cues. The sentence cues described a female or male stimulus person as succeeding or failing in one of six occupations. Two of the occupations were dominated by females, two by males, and two were approximately equal in sex domination. The imagery content of the stories yielded independent evidence of success-approach, success-avoidance, failure-approach, and failure-avoidance imagery. Success-approach and failure-avoidance imagery increased as the current male domination of the occupation increased; failure-approach imagery increased as the current female domination of the occupation increased. Success-approach imagery appeared more often in stories written by female respondents; success-avoidance imagery appeared more often in stories written by male respondents. The results were consistent with an achievement model that provides for approach and avoidance tendencies to success and failure. Differential results for the respondents of the two sexes are theoretically attributable to different weightings of the four motives mediated by the anticipated consequences of success and failure.     

The motivational basis of concessions and compromise: archival and laboratory studies

A content analysis system for measuring positive concessions (offering concessions) and negative concessions (rejecting offered concessions) was introduced and validated through an archival study of government-to-government documents from 4 crises, 2 of which escalated to war and 2 of which were peacefully resolved. In the archival documents, concession making was positively associated with affiliation motivation and negatively associated with power motivation. A 2nd, laboratory experimental study confirmed these relationships and demonstrated priming effects of motive imagery and concession making, in a received diplomatic letter, on participants' responses. Finally, the motive imagery and concessions scores in participants' responses were related in predicted ways to their policy choices.     

An IRT analysis of motive questionnaires: The Unified Motive Scales

Multiple inventories claiming to assess the same explicit motive (achievement, power, or affiliation) show only mediocre convergent validity. In three studies (N = 1685) the structure, nomological net, and content coverage of multiple existing motive scales was investigated with exploratory factor analyses. The analyses revealed four approach factors (achievement, power, affiliation, and intimacy) and a general avoidance factor with a facet structure. New scales (the Unified Motive Scales; UMS) were developed using IRT, reflecting these underlying dimensions. In comparison to existing questionnaires, the UMS have the highest measurement precision and provide short (six-item) and ultra-short (three-item) scales. In a fourth study (N = 96), the UMS demonstrated incremental validity over existing motive scales with respect to several outcome criteria.     

Motive congruence and interpersonal identity status

This article examines the relationship between interpersonal ego identity formation and congruence of self-attributed and implicit affiliation motives. A TAT-type picture-story test, the Personality Research Form, and the Extended Objective Measure of Ego Identity Status were administered to 177 participants to assess data on affiliation motivation and interpersonal identity formation. According to a scoring system developed by Winter, the picture stories were coded for need for Affiliation. Analyses revealed that motive congruence is significantly associated with participants' level of identity achievement and identity foreclosure in the interpersonal domain. Such a relationship could not be identified for identity diffusion and moratorium.     

Gender and projective imagination of threat in achievement and affiliation situations

In a study by Pollak and Gilligan (1982) where fantasies of violence were seen as indicative of perception of danger, women responded with more violent imagery to situations of achievement, whereas men responded with more violent imagery to affiliation situations. This indicates gender differences in motivational needs, which corresponds to modern gender development theories (e.g., Chodorow, 1978). In the present studies, the hypotheses that women fear achievement situations whereas men fear situations of affiliation were tested on Swedish samples totaling 44 men and 47 women. In Study 1, the hypothesis that violent imagery correlates with affiliation themes in the stories written by men was partly supported, whereas the hypothesis that violent imagery would be highly correlated with achievement themes in the stories written by women was not confirmed. In Study 2, no support was obtained for the hypotheses. In sum, contrary to previous studies, no substantial support was obtained for the hypothesis that women connect violent imagery with achievement situations, whereas some evidence was found for the hypothesis that men construe danger as arising from affiliation situations. The greater incidence of violence in men’s fantasy reported in previous studies was not supported in either of the two studies. The results are discussed in the context of cross-cultural differences.     

Sex-role orientation and achievement context as determinants of the motive to avoid success

Seventy-two female high school students with cumulative GPAs of 3.0 or above were administered the Wellesley Role Orientation Scale and four verbal cues used to measure success-avoidant imagery in response to feminine competitive achievement in a variety of contexts. Results indicated that the arousal of success-avoidant imagery was partially a function of the role orientation (traditional vs. nontraditional) of the students and the context within which the success was presented. As hypothesized, nontraditionally oriented students generated fewer success-avoidant responses across cues than either moderate or traditionally oriented students. However, differences in the proportion of imagery across cues was carried by the differential responses of the nontraditional students, suggesting that the inhibition of achievement behavior among women may be differentially moderated as a function of the salience of the achievement context and their definitions of sex-role-appropriate success.