Application of McClelland's Three Needs Theory
It seems Bill will never determine what motivates his group of ten employees. He realizes everyone is different but that certainly complicates motivational issues. It seems like the only thing that motivates Jerri is the desire to have an impact and to be influential. She loves to be in charge. If she is not "in charge," she contributes very little to the project, whereas if she is in charge, she will work beyond the level of anyone else. Nancy always wants to succeed. She seems to have a desire to excel at all she does. Then, there is Tim. Bill gave Tim an assignment last month where he had to work by himself for the majority of the project with very little interaction from anyone else. The project also took him away from the workplace for the majority of the month. Tim's productivity level fell dramatically, and Bill wondered why.
-Bill is the strongest sales manager in the region. He has exceeded his sales quotas and one of top 100 sales managers in the company for the past 10 years. Based on McClelland's theory, Bill demonstrates a high
A)nPow.
B)nAff.
C)nAch.
D)nSuc.

Question

Quizplus · Accepted Answer

McClelland's Three Needs Theory identifies three motivators that people are driven by: the need for achievement (nAch), the need for power (nPow), and the need for affiliation (nAff). Bill's history of exceeding sales quotas and being one of the top sales managers indicates a high need for achievement (nAch), as he is motivated by excelling and succeeding in his role.