three need theory

8/18/2019 Three Need Theory

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MOTIVATION

THE PROCESS THAT DESIRE TO

ACHIEVE A GOAL THAT IS COMBINED

WITH THE ENERGY

AND DETERMINATION TO ACHIEVE IT.


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McClelland's

the!" #needs

McClelland says that, regardless

of our gender, culture, or age,

we all have three motivating

drivers, and one of these willbe our dominant motivating

driver. This dominant motivator

is largely dependent on our

culture and life experiences


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MCCLELLAND$S THEORY O% NEEDS&

Need the!" als (n)n as Th!ee Needs The!"

The!e a!e th!ee t"*es # needs acc!d+n, t Da-+d

Mcclelland

Ach+e-eent Need

A##+l+at+n Need

P)e! Need


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NEEDA motivating force that

compels action for

its satisfaction or attainment


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ACHIEVEMENT NEED

The need for achievement is

characterized by the wish totake responsibility for findingsolutions to problems , set

goals, get feedback on level ofsuccess.


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ACHIEVEMENT NEED

Need for achievement and behavior

Money important to both high and lowachievers, but for different reasons!igh achiever wants concrete feedbac"

about performanceMa"ing a profit, or receiving a bonus, is

a statement about success or failure#ymbol of success and feedbac" about

$ob performance!igh achiever wants a challenging $ob

and responsibility for wor"%ow achiever views monetary reward

as an end in itself


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A%%ILIATION NEED

The need for affiliation is characterized by a desire

to belong, an enjoyment of teamwork, a concern

about interpersonal relationships, and a need

reduce uncertainty.


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#trong Need #! A##+l+at+n people

&ocuses on 'establishing, maintaining,

and restoring positive affectiverelations with others'

(ant close, warm interpersonal

relationships

#ee" the approval of others, especiallythose about whom they care

%i"e other people, want other people

to li"e them, and want to be in the

company of others

A%%ILIATION NEED


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POWER NEED

The need for power is

characteri)ed

*y a drive wants to control andinfluence with others,

a need to win arguments,

a need en$oys competition

status and recognition.

+xample use superiorsubordinate relationship

or external rewards to control the behavior of

another


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#trong Need for -ower people

&ocuses on 'controlling the means ofinfluencing the behavior of another person!aving strong effects on other peopleMeans of influence anything available to the

person to control the behavior of anotherActively searches for means of influenceClarifies group/s goals and persuades members

to achieve those goals +mphasi)es groupmembers/ ability to reach goals Tries to

develop a competence belief in groupmembers McClelland felt this type of powerbehavior characteri)ed effective leaders inorgani)ations

POWER NEED


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STRENGHT

Deal )+th d+##e!ent t"*e # e*l"s

P/t the e*l"s +n the !+,ht *lace It *!-+des a clea! *+ct/!e #! the

!,an+1at+n and the ana,e!s


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WEA2NESS

Needs the!" +s that +t se!-es l+ttle */!*se +n

the */3l+c sect!.

The an,e! sh/ld nt al)a"s l( at #a+!ness

)hen 4/d,+n,


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Key Points McClelland's Human Motivation Theory

states that every person has one of threemain driving motivators: the needs forachievement, aliation, or power. Thesemotivators are not inherent; we develop

them through our culture and lifeeperiences.!chievers li"e to solve pro#lems andachieve goals. Those with a strong need foraliation don't li"e to stand out or ta"e ris",and they value relationships a#ove anythingelse. Those with a strong power motivatorli"e to control others and #e in charge. $ou can use this information to lead, praise,

and motivate your team more e%ectively,'


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Case study

One of your team members recently created

a report that was so thorough and well-

written that the board of directors asked you

to make sure that she was praised for her

efforts.So, at your monthly staff meeting, you stood up in frontof the group, and congratulated her on her achievement,

and for the good impression she made for the team.

However, instead of smiling and appreciating the

attention, she looked embarrassed. She lowered herhead, and as soon as she could, she left and went to her

office.


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three need theory

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