Need theory

McClelland's Need Theory, created by a psychologist David McClelland, is a motivational model that attempts to explain how the needs for achievement, power and affiliation affect the actions of people from a managerial context. It is often taught in classes concerning management or organizational behavior.

Need for Achievement

Main article: Need for achievement

People who are achievement-motivated typically prefer to master a task or situation. They prefer working on tasks of moderate difficulty, prefer work in which the results are based on their effort rather than on luck and prefer to receive feedback on their work.

Need for Affiliation

Main article: need for affiliation

People who have a need for affiliation prefer to spend time creating and maintaining social relationships, enjoy being a part of groups and have a desire to feel loved and accepted. People in this group do not typically make effective managers because they worry too much about how others will feel about them.

Need for Power

Main article: Need for power

This motivational need stems from a person's desire to influence, teach or encourage others. People in this category enjoy work and place a high value on discipline. The downside to this motivational type is that group goals can become zero-sum in nature. For one person to win, another must lose. However, this can be positively applied to help accomplish group goals and to help others in the group feel competent about their work.

McClelland proposes that those in the top management positions should have a high need for power and a low need for affiliation. He also believes that although individuals with a need for achievement can make good managers, they are not suited to being in the top management positions.

See also

• Need for achievement
• Need for affiliation
• Need for power