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MGT 231
Human Behavior in Organization
Group 1
D. Balon • T. Contreras • K. Dayo • K. Garcia
E. Pelicano • P. Pumar
What is Motivation?
The process that initiates guides and maintains goal
oriented behaviors.
David McClleland’s
Theory of Needs
Brief History about the Theory
• It was developed after Maslow’s Hierarchy of Needs in 1940
• Theory follows the work of Henry Murray on personality
• Developed by David McClleland, an American psychologist
• Built on this theory work in his 1961 book “The Achieving Society”, wherein he
identified the three motivators that he believed we all have: a need for
achievement, a need for affiliation and a need for power
• The aim was to attempt to explain how these needs affect the actions of
people from a managerial context.
* The theory also states that every person has one of the three main driving
motivators which are not inherent but are developed through culture and life
experiences. *
Need for Achievement
• Has a need to excel and accomplish challenging goals
• Takes calculated risks to accomplish their goals
• Likes to receive regular feedback on their progress and achievements
• Prefers to work alone
Need for Affiliation
• Has a need to belong to the group
• Enjoys competition
• The five-stage model can be divided into deficiency needs and growth
needs.
• The first four levels are often referred to as deficiency needs (D-
needs) and the top level is known as growth or being needs (B-
needs).
Deficiency needs vs. Growth needs
• Deficiency needs arise due to deprivation and it can motivate people when
they are unmet. Also, the motivation to fulfill such needs will become
stronger the longer the duration they are denied.
• On the other hand, growth needs do not arise from a lack of something
but rather from a desire to grow as a person. Once these growth needs
have been reasonably satisfied, one may be able to reach the highest level
called self-actualization.
Deficiency needs vs. Growth needs
Managerial Application
• The theory is able to suggest how managers can lead their employees
to become self-actualized. This will enable organization to fully utilize
employees’ ability and potentials, in which way enhance the overall
productivity and effectiveness of the business. Therefore, it is
important to develop self-actualized employees by helping them
meet their needs.
Managerial Application
• Promote a healthy work force: Companies can help in keeping their
employees physiological needs by providing incentives to keep them
healthy both physically and mentally.
• The theory provides a useful summary of human needs, which can be used
in product design, product positioning and pricing.