A Profile Based Study on McClelland’s Needs

Journal of Management Research
Volume 17, Number 2 (April–June 2017)
ISSN: 0972-5814 Online ISSN: 0974-455X

Neha Verma

Abstract

To revisit the McClelland’s conceptualization of needs i.e. need for Achievement (nAch), Affiliation (nAff) and Power (nPow), 100 executives of Indian manufacturing organizations having distinguished functional profiles (HR, Marketing and Sales, Production and Operations, Finance and Accounts) were surveyed. The assumption remained that one of these three needs is the prime drivers of behaviors of individuals. Survey items were adapted from a Standardized Measure namely NPS (Need Pattern Scale) developed by Sanghi (1998). The data were analyzed using SPSS v20.0 and appropriate techniques therein. The results render prominent variation in the needs of executives across their working profiles. It is implied that executives may be grouped under three motivational groups as per their working profiles. However, the cross sectional research design is a limitation to the study findings.