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$3.$ McClelland's need theory

Determine what type of need each of the people in the following examples is illustrating.

Example

Maxine sets high, but achievable, goals for herself, and she's determined to meet them. She likes being good at her job, so she takes classes when she's not working, and she often volunteers for extra work assignments. Maxine thinks she has a good chance of being the best global sales technician her company has ever hired.

Sushil wants to have complete control over his employees. He sets goals for the team to achieve, and he works hard to influence his employees so they behave in ways that will lead to high team performance.

Tula is a social worker. It's a hard job, but Tula loves it because she gets to form bonds with her clients. Tula wants her clients to share their emotions with her, and she often shares stories from her own life with her clients.

McClelland found that people who had a high need for

Type of Need

Read this brief scenario and use your knowledge of McClelland's need theory to complete the sentence that follows.

Larry was just indicted for embezzling company funds. He stole $$300,000$ from his company's pension plan and put the money into his own account. When talking to his lawyer, Larry said, "I don't care what happens to the other people in the company. I just want what I deserve. And I'll get it in any way I can."

In this example, Larry was using

power, which is a force in organizational behavior.

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