1. the impetus that gives purpose or direction to behavior and operates in humans at a conscious or unconscious level (see unconscious motivation). Motives are frequently divided into (a) physiological, primary, or organic motives, such as hunger, thirst, and need for sleep; and (b) personal, social, or secondary motives, such as affiliation, competition, and individual interests and goals. An important distinction must also be drawn between internal motivating forces and external factors, such as rewards or punishments, that can encourage or discourage certain behaviors. See extrinsic motivation; intrinsic motivation.

2. in conditioning, the variables, collectively, that alter the effectiveness of reinforcers. Compare establishing operation.

3. a person’s willingness to exert physical or mental effort in pursuit of a goal or outcome. See work motivation.

4. the act or process of encouraging others to exert themselves in pursuit of a group or organizational goal. The ability to motivate followers is an important function of leadership. —motivate vb. —motivated adj. —motivational adj.