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ACCA Applied Knowledge · Business and Technology · Motivating individuals and teams

McClelland's acquired needs theory identifies three needs. A manager wants a person to lead a high-pressure negotiation team, influencing others and taking control of outcomes. Which dominant need best suits this role, and what does it mean?

The need for power fits best. McClelland's theory has achievement, affiliation and power needs, and a person high in power need wants to influence and control others, which suits leading a negotiation team. Security is not part of his model.

  1. ANeed for achievement: preference for personally challenging goals with feedback
  2. BNeed for affiliation: desire for warm, friendly relationships
  3. CNeed for power: desire to influence and control othersCorrect
  4. DNeed for security: desire for stable employment

Explanation

McClelland's three needs are achievement, affiliation and power. Influencing others and controlling outcomes in a leadership role matches the need for power. Achievement suits individual goal-driven tasks, affiliation suits harmony-seeking roles, and security is not one of McClelland's needs.

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