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Need theory, also known as Three Needs Theory,[1] proposed by psychologist David McClelland, is a motivational model that
attempts to explain how theneeds for achievement, power, and affiliation affect the actions of people from amanagerial context. This
model was developed in the 1960s[2]; two decades after, Maslow's hierarchy of needs was first proposed in the early 1940s.
McClelland stated that we all have these three types of motivation regardless of age, sex, race, or culture. The type of motivation by
which each individual is driven derives from their life experiences and the opinions of their culture. This need theory is often taught
in classes concerning management or organizational behaviour.
Contents
Need for achievement
Need for affiliation
Need for power
Effect on management
References
Effect on management
McClelland's research showed that 86% of the population are dominant in one, two, or all three of these three types of motivation.
His subsequent research, published in the 1977 Harvard Business Review article "Power is the Great Motivator", found that those in
top management positions had a high need for power and a low need for affiliation. His research also found that people with a high
need for achievement will do best when given projects where they can succeed through their own efforts. Although individuals with a
strong need for achievement can be successful lower-level managers, they are usually weeded out before reaching top management
positions. He also found that people with a high need for affiliation may not be good top managers but are generally happier, and can
[5][6]
be highly successful in non-leadership roles such as the foreign service.
References
1. [1] (http://info.umuc.edu/mde/Portfolios/jdeguara/mcclelland.html)
. Umuc.edu. Retrieved July 16, 2014.
2. "David McClelland" (https://psychology.fas.harvard.edu/people/david-mcclelland). psychology.fas.harvard.edu.
Retrieved 2018-07-30.
3. McClelland's Theory of Needs(http://www.netmba.com/mgmt/ob/motivation/mcclelland/). NetMBA Business
Knowledge Center. Retrieved November 29,2013.
4. David McClelland (http://www.businessballs.com/davidmcclelland.htm). Businessballs.com. Retrieved November 29,
2013.
5. McClelland, D. and Burnham, D., Power is the Great Motivator
, Harvard Business Review, 1977, 2001.
6. McClelland, D. Human Motivation, 1988.Cambridge University Press.
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