LPHR Magazine (March 2013) - Page 33

MOTIVATION LPHR 3/13 AQUIRED NEEDS THEORY David McClelland acceptable and tolerable level of risk that allows the Acquired Needs Theory opportunity for upside potential, confident all the while that their skills, abilities, and contribu[1961] McClelland’s theory identified and focused on one particular need - achievement. According to McClelland, achievement is not a universal motivator for everyone, and the degree of need varies from individual to individual. Individuals who experience - or, perhaps more appropriately, possess - the need for achievement are neither risk averse nor risk embracing. More frequently, they take a middle-of-the-road approach when it comes to risk - calculated, and conscious. Those motivated by the need for achievement, therefore, will assume an MARCH 2013 | LPRH.CO tions will have the greatest impact in determining the outcome of a situation. Interestingly, individuals with a higher achievement need are less concerned with the rewards of achievement than they are with the actual attainment of that achievement. With respect to performance management, individuals who have a high need for achievement may gravitate toward stretch goals. They would also be more likely to focus on the goals portion of a performance management system or form than the competencies portion.