Mclelland’s theory of need motivationBy Ankesh Gorkhali

Her Story!!Write what Motivates you?!

What will you choose?• You have one beanbag and five targets set up in front of

you, each farther away than the last. Target A sits almost within arm’s reach. If you hit it, you get Rs 20. target b is a bit farther out, but about 80 percent of the people who try can hit it. It pays Rs 40. Target C pays Rs. 80, and about half the people who try can hit it. Very few people can hit Target D, but the payoff is Rs 160 for those who do. Finally, target E pays Rs. 320, but it’s almost impossible to achieve.. Which would you try for? Why?

• Ans C

David Mclelland

Founder of Need theory

Motivation-Need Theories

Need For Achievement

(nAch)

Need for affiliation

(nAff)

Need for Power(nPow)

Which need make the best managers?

Personal Power

Institutional

Power

Need For achievement(nAch): The drive to excel, to achieve in relation to a set of standards, to strive to succeed.

What will you do as a manager?• Set them up to succeed. Provide growth and educational opportunities• Set target and give them authority• Give detailed feedback and be specific and constructive in your

feedback

Why?• Values recognition and fulfilling

their goal by taking personally for work tasks

• Like moderately difficult challenges• Like detailed feedback and be specific

Need for affiliation(nAff): The desire for friendly and close interpersonal relationships.

What will you do as a manager?

• Engage with them • Let them work with people they want• Don’t let workplace conflict get out of control

Why?• They value social interaction and co-operative working relationship• They are energized by working with

other and they have a sincere interest in feeling of others

Need for power(nPow): The need to make others behave in a way that they would not have behaved otherwise.

What will you do as a manager?•Provide opportunities to lead other•Be direct in your communication be decisive be consistent and clear•Give them opportunities to gibe you input on operational issues

Why?•Value the ability to influence and control •their to meet their goals•Seek leadership opportunities and they •communicate in direct manner

Class Discussion!!!

• In which category do you belong?! Why?!

Dominant Motivators

Characteristics of this Person

Achievement

Affiliation

Power

•Has a Strong need to set and accomplish challenging goals•Takes calculated risks to accomplish their goals•Likes to receive regular feedback on their progress and achievements•Often likes to work alone

•Wants to belong to the group•Wants to be liked, and will often go along with whatever the rest of the group wants to do•Favors collaboration over competition•Doesn’t like high risk or uncertainty

•Wants to control and influence others•Likes to win arguments•Enjoys competition and winning •Enjoys status and recognition

Any Queries?!