6. David McClelland’s Achievement Motivation Theory

• David McClelland’s Achievement Motivation Theory – three needs are central to work motivation: needs for achievement, power, and affiliation
• Need for Achievement – drive to success and get the job done; love the challenges of work, task-oriented, preferring situations offering moderate levels of risk or difficulty
• Need for Power – need to direct and control the activity of others and to be influential

  • Personal Power: used toward personal ends
  • Institutional Power: power that is oriented toward organizational objectives
• Need for Affiliation – desire to be liked and accepted by others