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behavior'
David C. McClelland and Robert I. Watson, Jr., Harvard
University
Proportion of
lines distant from Predicted actual ciioices
peg* in nng toss M. X P. X 1. ~ approach out of 400 throws
Task A 1-3 1 99 01 01 00
Task B 4-6 1 88 12 11 05
Task C 7-9 1 70 30 21 09
TaskD 10-12 1 55 45 25 33
TaskE 13-15 1 38 62 24 34
ToskF 16-18 1 .25 75 19 .18
PROC^EDUEIE
Subfects
Seventy-two volimteers participated m the study (36 males and 36
females) They were all Harvard summer school students, recniited
through advertisements posted on campus Their ages ranged from
16 to 45 with a mean age of 20 6 They were paid $2 cx) for attendmg
two sessions, eacii of which lasted about an hour
Firs* Session Motive Measurement
In the flrst session, the suhjects who appeared m groups of 20-30
were first shown four shdes of standard Thematic Apperception Test
pictures and asked to wnte a brief imagmative story to each one As
part of another study, they also wrote a fifth story to Homer's fear of
success verbal cnie (1970). The four pictures were- Man at drawmg
hoard, ship's captam, two lawyers, man and woman m bar. They were
known to cemtam cues which would ehcit a wide range of power and
126 David C. McClelland and Robert I. Watson, Jr.
achievement concerns although they were weak m affihation cues
The stones were scored blmcUy for n Achievement (sconng —l for
unrelated imagery), n Power, usmg Wmter's revised system (1972),
p Power, s Power, and n Affihation Tlie coders had previously estab-
lished their expertness by demonstratmg agreement with expertly
coded stones of 88 percent for n Achievement, 86 percent for n
Power, 81 percent for s Power and p Power, and 88 percent for n
Affibation Each TAT story booklet was numbered beforehand, and
the subjects used these code numbers throughout the experiment to
preserve their anonymity After completmg the TAT, each subject
filled out a biographical information and activities questionnaire, as
part of another study Then they were asked to return the next day
or the day after that for the final session which mvolved the roulette
bettmg game and the achievement task
RESULTS
n Adi , , - 14 -01 - 12 11
n Power 55*** 37** .00
p Power — 26* 01
s Power — -06
Mean 82 6 29 1 11 64 54
SD 4 04 3 25 I 00 91 1 50
*p < 05
**p < 01
***p < 001
Work
(Figure tracing) Gambling (Roulette)
^Number out of three problems chosen of moderate difficulty (levels 4-6 on scale of 1-9)
''Sum of difficulty levels of three problems chosen
'Number out of 10 bets placed at odds of Vz or 1 to 1
•'Number out of 10 bets placed at odds of 8 or 11 to 1
•Number out of 10 bets placed at odds of 17 or 35 to 1
*p < 05
**P < 01
***p < 001
a>
u
"i .40 Bets by Ss with
high n. Aff only
XI
.30
.20
o
Q.
Bets by Ss with
.10 high n Power only
j_
.60 .50 .40 .30 .20 .10 .00
Probobility of success
ODDS '
t t f t
8 or II I 17 or 35 I
or I I 2 or 5-1
Figure 1 Proportions of roulette bets placed at vanous odds by all
subjects and subjects high m n Power, n Achievement, and n AflSliation
only.
8 and l i . i rather than either J* and l . i or 17 and 35.1. The
obtamed distnbution of bets differs significantiy from a chance
distribution which would lead one to expect an equal number in
all categoric (x* = 107.3, df = 4, p< .001). So one might be
inclined to infer that the demand characrfieristics of roulette are
sucdi that it (X>ntains a greater m(entive for moderate risk taking
rather than low or high risk takmg ^ However, it seems clear
from companng the curves for those high in n Achievement
2 Actually die smoothed curve is a htde misleading m detail because & e
proportion choosing the 17 1 altemative is actually lower ( 5 3 percent) than
tibe 35 1 alternative ( 1 7 3 percent) But this does not aSect the general argu-
134 David C. McClelland and Robert I. Wotson, Jr.
and in n Power that the overall distnbution of bets could just
as well be a simple function of the sample of people playing the
game If they happened to be generally high m n Power and
low in n Achievement and n Affihation, the over-all curve would
lose its bow-shaped characteristic. If they were high m n Affiha-
tion and n Power, it might became approximately flat The fact
that it is bow shaped here might well be attributed to the fact
that this particular sample of students, gomg to Harvard sum-
mer school, IS probably fairly high m n Achievement Professional
soldiers and actual roulette players might yield quite a different
distribution of bets, since they are probably more power-oriented.
So many of the findmgs of experimental social psychology may
be seen not as relationships between a situational vanable (de-
gree of nsk) and a typical human bemg's response (choice of
moderate risk) but as a statement about the (usually unknown,
or unspecified) personahty characteristics of the sample of people
participating m the expenment. This is another way of saymg
that the Pa Xia function m Atkinson's model (Table l) obviously
has no power to ehcit differential approach behavior if the Ma
term is reduced to zero, l e, if there are no motivational dis-
positions toward achievement m the population sampled. Yet
many generalizations m psychology are made lgnormg the
samplmg of personahty charactenstics involved, just as one
might mcorrectly conclude on the basis of the overall nsk-taking
curve m Figure l that there is a general tendency for people
playmg roulette to choose moderate risks
DISCUSSION
1 2 3 4 5 6 7
Predicted
Payout from
Odds Ps X 1* = valence Predicted Obtained l-Ps only
X" = 9 0 n.s 12 1
P < <D5