MCCLELLAND’S LEARNED

NEEDS THEORY
Prepared by:
RICA OCANA
David McClelland’s, an American psychologies,
developed the learned needs theory in the
1960s. This theory is also known as
achievement motivation theory. According to
McClelland’s theory, human behavior is defined
by three motivators which are learned and
shaped by a person’s life experiences. This
learned needs are achievement, affiliation, and
power.
People with a high need or achievement have a
strong desire to accomplish challenging goals
and gain advancement in their profession. They
avoid low-risk situation because they consider
success this situations as too easy and could
not be considered an achievement.
People with a Need for Affiliation prefer to be
in the company of other people. They choose to
collaborate rather than to compete to avoid
internal conflicts. They are also team players
and usually confirm to the norms of the group
they are most effective as customer service
providers and in jobs that require social
interaction.
Those with a high need for power want to
control and influence others. They are
competitive and very particular with status and
recognition.
Mach (Need for NAFF (Need for NPOW(Need for
achievement) Affiliation ) power )

High Demands High desires

High must win at blinds loyalty control of
any cost most be and harmony everyone and
on top and does not everything
receive credit tolerate Exaggerates
disagreement own position
and resource

Low
dependent /
Low fears failure Low remains
subordinate
avoids Mountains social
minimizes own
responsibility distance
position and
resource
According to McClelland, a manager with a
strong need for affiliation will not be objective
in handling employees. On the other hand ,a
strong need for power can help in building
commitment among employees and ensure
their compliance.
Workers who have a high need for achievement
thrive if they are given challenging project.
Those with a need for affiliation work better in
a group. Lastly, with a high need for power
should be given the chance to manage a group.