![大卫·麦克利兰Theory of Needs[需求理论]](images/picture_mcclelland_theory_of_needs.jpg) 什么是需求理论？ 释义
需求理论（Theory of Needs）的广为流传和美国行为心理学家大卫·麦克利兰（David McClelland）的研究贡献有着密切关系， 在亨利·默里（Henry Murray，1938）早期的研究基础上，麦克利兰于1961年提出人的动机来源于三种支配性的需求： 成就需求（Need for Achievement）、权力需求（Need for Power）以及归属需求（Need for Affiliation）。
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成就需求（N-Ach）就是人们对于从事困难的、挑战性的和高水准的工作的欲望。 高成就需求的人具有以下特征：
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归属需求（N-Affil）是一种寻求与他人建立亲近的、友善的人际关系的欲望。 高归属需求的人具有以下特征：
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他们渴望被他人接受和喜爱，相当重视人际关系。
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在工作中，他们循规蹈矩合乎规范。
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他们致力于构建并保持一种互相信任、互相理解的人际关系。
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较之竞争，他们更喜欢合作。
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很显然，他们非常适合客户服务、客户关系这一类的工作岗位。
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麦克利兰相信，较强的归属需求会破坏和削弱管理者的决策能力。
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权力需求（N-Pow）则突出地体现在那些渴望权力、渴望做统治者的人身上。
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这些权力又可以被分为两种类型， 即个人权力（Personal Power）与制度权力（Institutional Power）。
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高权力需求的人喜欢竞争以及受地位取向影响的职位。
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当这些人走上领导岗位时，他们可能缺少必要的弹性和以人为本的管理技能。
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一般而言，具有高制度权力需求的人要比具有高个人权力需求的人更为高效。
通常，在每一个人身上都同时具有这三种需求。 这三种需求在我们人生长河中经历着千锤百炼，并受我们所处的文化背景所影响。 换句话说，可以通过学习和训练来获得、调整和改变我们的需求。 不过，这三者必有一为主导，并且受到人格影响。 不同于马斯洛（Maslow），麦克利兰没有指明三需求之间的任何转变层次。
需求理论在生产实践中的重要性在于，它揭示了一个人能否从事的职位是由他的需求所决定的。 高成就需求与高权力需求的人适宜担任中层和高管的位置。
麦克利兰的需求理论往往也被称之为学习需求理论（Learned Needs Theory）、获得需求理论（Acquired Needs Theory）、 或三需求理论（Three Needs Theory）。
需求理论的起源。 历史
麦克利兰的需求理论建立在亨利·默里的人格理论（Theory of Personality）基础之上。 在默里的理论中，他对人的需求和动机流程做了全面性的描述。
麦克利兰需求测评。 测试
主题统觉测验（Thematic Apperception Test，TAT）能够根据受试者的支配性需求，帮助他识别出最为适宜的工作。 根据这一测试，受试者被展示一系列主题模糊、含义不明的图片，然后被要求据每一幅画面内容自由地讲述和阐发他所看到的画面。 这一测试的假定是，当受试者在讲述故事时，他已经把自己的需求投射到故事中去了。 根据最终判分，即可推断出受试者所适宜的具体职位。
参考书： David McClelland - The Achieving Society -
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 Needs are Relative and Subjective
Having comprehensively read this theory, and made comparison with my life experiences especially from this part of the world, I'm of the opinion that the term 'need' is relative and subjective.
Take the Need for Affiliation. Personally, I...
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The Need for Peace of Mind
I think in this world the most basic need is: peace of mind... which is not achievable by money, and status. It does not seem to fit into McClelland's theory... Pls advise me, thank you....
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#1. The Need for Life
In my view, the first basic need is the need of life, which is not fulfilled in every country....
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Interlinked Needs in McClelland's Theory
Those who are said to be high achievers are more likely to be power achievers at the same time, because they always have a desire to orient people towards achieving more. Than two needs can predominate a person simultaneously and consecutively....
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Fear is bigger motivator than need
In my opinion depending on level of satisfaction or deprivation, one mentally attaches a score to needs or fears at different levels. The scores are less for the lower needs in Maslow's hierarchy and go up with higher needs. The scores for fears run ...
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A Priority Need: The Need for Pleasure
Humans have a Need for Pleasure that is also significant as a motivator. Behind Achievement, Affiliation and Power is the desire for Pleasure (esp. from the senses) that drives the former three....
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需求理论 小组
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需求理论 培训|活动
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Drivers and Levers of Employees
In their 2002 book "Driven: How Human Nature Shapes our Choices", Paul R. Lawrence and Nitin Nohria mention 4 drives underlying everything we do:
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Usage (application)Improving Employee Motivation
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Promotion-focused versus Prevention-focused Employees
An interesting way to look at employees or coachees for motivation purposes is described by Heidi Grant Halverson and E. Tory Higgins in HBR March 20...
Usage (application)Employee Motivation
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Alternate Classifications of Human Needs (Employees, Consumers)
One of possible ways to classify human (employee, consumer) needs is to break them down into:
- Biogenic Needs (essential, inherent certain eleme...
Usage (application)Motivation, Marketing, Human Needs
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Family-Work Conflicts (FWC) and Daily Job Performance
FAMILY ROLES and WORK are two factors influencing each other: - Work can interfere with family roles; this is called a Work-Family Conflict (WFC). ...
Usage (application)Family-work conflicts, Coaching, Mentoring, Job Performance
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比较： ERG Theory[ERG理论] | Hertzberg Two Factor Theory[二因素理论] | Hierarchy of Needs[需求层次理论] | Whole Brain Model[全脑模型] | Spiral Dynamics[螺旋动力学] | Expectancy Theory[期望理论] | Path-Goal Theory[路径-目标理论] | Theory X Theory Y[X理论-Y理论] | Cultural Dimensions[文化尺度] | Hawthorne Effect[霍索恩效应] | Leadership Continuum[领导连续体]
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