Neural correlates of social motivation: An fMRI study on power versus affiliation

Quirin, Markus; Meyer, Frank; Heise, Nils; Kühl, Julius; Küstermann, Ekkehard; Strüber, Daniel; Cacioppo, John T.

doi:10.1016/j.ijpsycho.2012.07.003

Cited by 37 publications

(34 citation statements)

References 59 publications

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“…Supporting its construct validity, studies show strong intercorrelations with other need measurements (e.g. Gerstenberg 2012 or Bilsky andSchwartz 2008) and further show concurrent findings with neurophysiological need measurement (Dufner et al 2015;Quirin et al 2013). Based on these validation results it may be concluded that the PVQ's construct validity is strongly supported.…”

Section: Behavioural Measuresmentioning

confidence: 62%

“…A How individual needs influence motivation effects… 471 similar result was found for the need for affiliation, albeit not in a management or work context. Quirin et al (2013) found that the need for affiliation predicted activity in the putamen only when study participants watched video clips with a strong reference to the affiliation motive (i.e. love stories).…”

Section: Matching Personal Needs and Rewardsmentioning

confidence: 95%

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How individual needs influence motivation effects: a neuroscientific study on McClelland’s need theory

2017

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Among frequently used motivation theories some are built on the premise of work happening in the 60s and 70s. Since work life has changed dramatically the question arises whether these theories are still valid. This study validates the longstanding need theory of McClelland (Am Psychol 40 (7): [812][813][814][815][816][817][818][819][820][821][822][823][824][825] 1985. doi:10.1037/ 0003-066X.40.7.812) using neuroscientific methods as a new lens of analysis. It neurally tests the assumptions that (1) heterogeneous rewards may result in similarly rewarding effects and (2) that these effects are enhanced if a reward closely matches an employee's need. Therefore, we conducted an fMRI-study (n = 44; 29$; M age = 25.00, SD age = 2.26) in which participants completed decision tasks before receiving the heterogeneous rewards high income, respectful leadership and a company car. Additionally, participants provided information on their need for achievement, affiliation and power. Results show that the heterogeneous types of rewards lead to overlapping neural activations in parts of the brain's reward circuitry, such as the putamen or caudate. Additionally, each of these rewards uniquely activates brain areas not stimulated by other reward types. A closer matching between the type of reward and the participants' individual needs results in stronger neural activations in the reward circuitry. These findings support and enhance key assumptions of need theory on a neural level and further promote a personality-based approach to work motivation. From a practical standpoint they suggest need-tailored reward systems for organizations and an increased use of rewards other than money.

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Section: Behavioural Measuresmentioning

confidence: 62%

Section: Matching Personal Needs and Rewardsmentioning

confidence: 95%

How individual needs influence motivation effects: a neuroscientific study on McClelland’s need theory

2017

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“…However, concerning trait motivation in particular, the literature is very inconsistent (e.g., Wacker et al, 2010). One reason for this inconsistency might be seen in the fact that previous research on hemisphere asymmetries did not control for whether approach motivation was driven by affiliation or other motive concerns such as power, sex, or achievement (but see Quirin et al, 2013b). In fact, at least some research on frontal asymmetry might be biased to favor power motivation as a particular type of approach motivation.…”

Section: Discussionmentioning

confidence: 99%

Is love right? Prefrontal resting brain asymmetry is related to the affiliation motive

Quirin

Gruber

Kühl

et al. 2013

Front. Hum. Neurosci.

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Previous research on relationships between affective-motivational traits and hemispheric asymmetries in resting frontal alpha band power as measured by electroencephalography (EEG) focused on individual differences in motivational direction (approach vs. withdrawal) or behavioral activation. The present study investigated resting frontal alpha asymmetries in 72 participants as a function of individual differences in the implicit affiliation motive as measured with the operant motive test (OMT) and explored the brain source thereof. Decreased relative right frontal activity as indexed by increased alpha band power was related to low levels of the implicit affiliation motive. No relationships were found for explicit personality measures. Intracranial current density distributions of alpha based on Variable Resolution Electromagnetic Tomography (VARETA) source estimations suggests that the source of cortical alpha distribution is located within the right ventromedial prefrontal cortex (PFC). The present results are discussed with respect to differential roles of the two hemispheres in social motivation.

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“…The need for affiliation is mediated primarily by neural structures within the right-hemisphere (RH), whereas the need for power is mediated mainly by the left-hemisphere (LH) [10, 11, 12]. Accordingly, pro-social tendencies, emotions and behaviors are associated primarily with physiological processes in the RH, while unsocial emotions and behaviors are linked mainly with the LH neurophysiology.…”

Section: Introductionmentioning

confidence: 99%

Cerebral Lateralization of Pro- and Anti-Social Tendencies

Hecht

2014

Exp Neurobiol

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Mounting evidence suggest that the right-hemisphere (RH) has a relative advantage, over the left-hemisphere (LH), in mediating social intelligence - identifying social stimuli, understanding the intentions of other people, awareness of the dynamics in social relationships, and successful handling of social interactions. Furthermore, a review and synthesis of the literature suggest that pro-social attitudes and behaviors are associated with physiological activity in the RH, whereas unsocial and anti-social tendencies are mediated primarily by the LH. This hemispheric asymmetry is rooted in several neurobiological and functional differences between the two hemispheres. (I) Positive social interactions often require inhibiting one's immediate desires and considering the perspectives and needs of others. Given that self-control is mediated by the RH, pro-social emotions and behaviors are, therefore, inherently associated with the RH as it subserves the brain's self-restraint mechanisms. (II) The RH mediates experiences of vulnerability. It registers the relative clumsiness and motor weakness of the left limbs, and it is involved, more than the LH, in processing threats and mediating fear. Emotional states of vulnerability trigger the need for affiliation and sociality, therefore the RH has a greater role in mediating pro-social attitudes and behaviors. (III) The RH mediates a holistic mode of representing the world. Holistic perception emphasizes similarities rather than differences, takes a long-term perspective, is associated with divergent thinking and seeing other points-of-view, and it mediates a personal mode of relating to people. All these features of holistic perception facilitate a more empathetic attitude toward others and pro-social behaviors.

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Neural correlates of social motivation: An fMRI study on power versus affiliation

Cited by 37 publications

References 59 publications

How individual needs influence motivation effects: a neuroscientific study on McClelland’s need theory

How individual needs influence motivation effects: a neuroscientific study on McClelland’s need theory

Is love right? Prefrontal resting brain asymmetry is related to the affiliation motive

Cerebral Lateralization of Pro- and Anti-Social Tendencies

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