David McClelland’s Acquired Needs Theory

Question 1

Question:
Who was David McClelland, and what is his Acquired Needs Theory? How does it explain motivation in the workplace?

Answer 1

Answer:
David McClelland (1917–1998) was an American psychologist who developed the Acquired Needs Theory in the 1960s.
He believed that motivation is learned through experience and shaped over time — not something we’re born with.

🔑 The 3 Acquired Needs:
Need Type What It Means Workplace Example
1. Need for Achievement (nAch) Desire to set and accomplish challenging goals Salesperson pushing to exceed targets
2. Need for Affiliation (nAff) Desire to be liked, accepted, and belong HR staff focused on harmony and teamwork
3. Need for Power (nPow) Desire to influence or lead others Team leader, manager, or someone driven by status and control

🧠 How It Works:
Everyone has all 3 needs, but one is usually dominant

Understanding someone’s dominant need helps managers motivate effectively:

nAch = Give challenging goals

nAff = Create group projects and social recognition

nPow = Assign leadership and influence tasks

📈 Why It Matters in the Workplace:
Helps with job-role matching and leadership development

Encourages tailored motivation strategies

Supports recruitment, promotion, and team-building decisions

⚠️ Limitations:
People may have mixed needs or shift over time

Difficult to measure needs precisely

Cultural influences may affect motivation styles