October 2013
Intermediate to advanced
272 pages
5h 45m
English
Content preview from The Little Book of Big Management Theories
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THEORY 25
McCLELLAND’S ACHIEVEMENT AND ACQUIRED NEEDS THEORY
Use to understand the three overarching needs that people within your team have.
David McClelland proposed the theory that people are motivated by one of three needs: the need for achievement, power or affiliation. He argued that a person’s motivation and effectiveness in a specific job function would be influenced by one of these needs.
MCCLELLAND’S ACHIEVEMENT AND ACQUIRED NEEDS THEORY CAN BE SUMMARISED AS:
Achievement (N-Ach): The N-Ach person seeks achievement, attainment of realistic but challenging goals, recognition for a job well done and advancement.
Power (N-Pow): The N-Pow person has a strong desire to motivate or lead others. This can take the form of personalised ...
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