Need for Achievement/Achievement Motivation (n-ACH) David McClelland & John Atkinson

Definition A positive desire/psychological need to demonstrate mastery & compete successfully with standards of excellence. The extent to which you strive to do well when you are evaluated (Job Performance, wealth, winning a game). Our culture emphasizes personal achievement in school, sports, careers, etc. Athletes who train hours and hours a day. Many people who have built multi-million dollar businesses work 14 hours a day.

You get only one toss. Which one would you choose In front of you are five targets. Each is placed at an increasing distance from where you are standing. You are given a beanbag to toss at the target of your choice: Target A (1 Point): Anyone can hit. Target B (2 Points): Most people can hit Target C (3 Points): Some people can hit Target D (4 Points): Very few people can hit Target E (5 Points): Rarely if ever hit You get only one toss. Which one would you choose

McClelland’s Results Those high in n-ACH: Select C or D. Are moderate risk takers. Avoid easy goals because they offer no sense of satisfaction. Avoid long shots because “winning” will be due to luck rather than skill. Those low in n-ACH: Select sure things or impossible goals. Want to avoid responsibility for failure.