Professional Documents
Culture Documents
Assumptions:
– There is no hierarchy of needs
– Needs are learned, not instinctive
– Needs are never completely satisfied
• (N Ach) Achievement
• (N Aff) Affiliation
• (N Pow) Power (Dominance)
• Need for achievement Need for achievement is a
behaviour directed toward competition with a standard
of excellence. McClelland found that people with a
high need for achievement perform better than those
with a moderate or low need for achievement.
• Need for Affiliation
1. They have a strong desire for acceptance and
approval from others.
2. They tend to conform to the wishes of those people
whose friendship and companionship they value.
3. They value the feelings of others.
• Need for Power
1. A desire to influence and direct somebody else.
2. A desire to exercise control over others.
3. A concern for maintaining leader-follower relations.
e) MCGREGOR’S THEORY X AND THEORY Y
X THEORY Y THEORY
• Valence is the strength of the reward or punishment that will result from the
performance.