Acquired needs

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There are many things that motivate people and affect their behavior. In the 140’s a psychologist by the name of David I. McClelland developed a theory about human needs. This theory focused on the needs people acquired through their life experiences. It is basically an explanation of human needs that focuses on the desires for achievement, power, and affiliation that people develop as a result of their life experiences. He came up with three needs that people develop in their lifetime. The need to achieve is “the desire to do something better or more efficiently than it has ever been done before”. (Certo 87) McClelland claims that some peoples needs to achieve is so strong that it is more motivating that the quest for profits. These type people set goals that are challenging, yet achievable. They assume risks, but assess them very carefully for fear of failure. People with low need for achievement generally avoid challenges, responsibilities or risks. The need for power is “the desire to maintain close, friendly personal relationships (Certo 87). These people are motivated to influence others and to assume responsibility for subordinates’ behavior. They seek advancement and take on increasing responsibility that will earn them advancement. They are comfortable in competitive situations and enjoy the decision making role. The need for affiliation is “the desire to maintain close, friendly personal relationships (Certo 87). These people usually have a cooperative, team-centered managerial style. They influence subordinates to complete tasks through team efforts. McClelland believes that there is danger associated with this type manager and that they could possibly loose their effectiveness if their need for social acceptance and friendship interfere with their willingness to make managerial decisions. For managers to be effective, they need to be able to identify the presence of one of the three theories “in order to create work environments that are responsive to the respective need profiles (UOP Section 157)

Works Cited

Certo, Samuel C. Modern Management. 7th Ed. Prentice Hall New Jersey 17

UOP Section text






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