incentive theory

Meaning: Incentive theory proposes that behavior is motivated by external stimuli with learned or inherent value, such as money, praise, grades, or avoiding a penalty. The goal pulls the person toward it, so motivation can arise even without a biological need. How strongly an incentive motivates depends on past learning, which links the theory to operant conditioning.

On the MCAT: A passage describes behavior with no internal deficit, such as eating dessert when full or working for a bonus, and asks which theory explains it. An external reward as the cause points to incentive theory. A physiological need and tension points to drive-reduction theory, a search for an optimal level of stimulation points to arousal theory, and innate, fixed behavior patterns point to instinct theory. Incentives are also the source of extrinsic motivation, in contrast to intrinsic motivation.

Common confusion: Students blur incentive and drive-reduction theories because both involve goals. Direction separates them: drives push from inside the person, while incentives pull from outside. The two are often combined, since a hungry person is pushed by a drive and also pulled by appetizing food.