1. Study on Cultural Difference
in McClelland's theory of Need
for Achievement
ASHISH KULSHRESTHA (30)
AMIT HOSLEY(13)
GAUTAM JAIN(35)
GIRDHARI SARAN(36)
ABHISHEK GUPTA(4)
SUBMITTED TO PROF. A. PATHAK

2. Agenda
 Introduction
 McClelland’s Theory of Need for Achievement
 Journal Review
 Analysis
 Implication
 References

3. Agenda
 Introduction
 McClelland’s Theory of Need for Achievement
 Journal Review
 Analysis
 Implication
 References

4. Introduction
 This is a detailed study on Cultural Difference in
McClelland’s Theory of Need for Achievement. The
methodology adopted for this purpose is to review
several journals that have taken this theory as a basis
of their study and attempted to understand the
human behaviour.

5. Agenda
 Introduction
 McClelland’s Theory of Need for Achievement
 Journal Review
 Analysis
 Implication
 References

6. McClelland’s Theory of Need for Achievement
 Need for Achievement (N-Ach) refers to an
individual's desire for significant
accomplishment, mastering of skills, control, or high
standards. These include: "intense, prolonged and
repeated efforts to accomplish something difficult.

7. Agenda
 Introduction
 McClelland’s Theory of Need for Achievement
 Journal Review
 Analysis
 Implication
 References

8. Are Indian Bank Managers Achievement Oriented?
1
 Objective
 The aim of this study is to throw some light on the distribution of achievement orientation
among Indian managers and to determine whether the more achievement-oriented
managers among them perform better than their less achievement-oriented counterparts.
 Review of Literature
 McClelland (1966) had found the pattern of achievement motivation to be clearest in people
in small companies, with the president normally having very high achievement motivation.
In large companies, he found chief executives to be only average in achievement
motivation, whereas managers in the upper middle level of management rated higher than
their presidents in achievement motivation.
 Carland and Carland (1992) observed that achievement-oriented managers can be
distinguished from others in terms of objectives and their approaches toward risk-
taking, creativity and Proactivity.
 Xenikou and Simosi (2006) reported that the personality of achievement-oriented managers
reflects assumptions, values and practices on task organisation, goal setting, organisational
objectives, experimentation, and an emphasis placed on being effective.

9. Are Indian Bank ….contd
1
 Methodology
 The study uses a small sample of 132 managers representing
all major regions and metros from highly competitive
banking sector. Variable Used: level of achievement-
orientation of managers and their performance
effectiveness.
 In the banking field, the performance targets to be achieved
by managers take two major forms: (1) deposits; and (2)
advances. Performance data collected, interview done

10. Are Indian Bank ….contd
1
 Findings
 Bank managers in general do possess above average levels
of achievement orientation in their personality make-up;
 The highest performers among them reflect significantly
more achievement orientation than their lower performing
counterparts.

11. Entrepreneurial and professional CEOs- Differences
in motive and responsibility profile
2
 Objective
 This paper examines possible differences in motives and responsibility between
professional and entrepreneurial CEOs.
 Review of Literature
 At one time, the entrepreneur was depicted largely in negative connotations. The
entrepreneurs were seen as “ruthless robber barons who exploited people and
resources while rationalizing the necessity of progress” (Sexton and Bowman, 1985, p.
130), as well as “cunning, secretive, with strong exploitive, narcissistic and sadistic-
authoritarian tendencies” (Maccoby, 1976 in Sexton and Bowman, 1985, p. 130) and
“not remarkably likeable people” (Collins et al., 1964 in Sexton and Bowman, 1985, p.
130).
 Since the economists have recognised the vital role of entrepreneurs in economic and
social growth, the entrepreneur was considered the catalyst for transforming and
improving the economy

12. Entrepreneurial and ... contd
2
 Methodology
 The study, is based on a group of Greek CEOs and presents
particular interest, because the small and medium-sized
enterprises constitute the core of the Hellenic Economy.
 A total of 30 entrepreneurial CEOs and an equal number of
CEO’s or top managers in larger companies were initially
contacted from similar sector. The size of the respondent
companies was over 30 employees.
 The data were collected through face-to-face structured
interviews with the CEO of each company of the sample.

13. Entrepreneurial and ….
2
 Findings: According to the McClelland’s theory, successful leaders show higher levels of power
than achievement, but, contrary to this theory, the successful Greek entrepreneurs interviewed
under the current study show higher achievement than power motives (sig. 0.002). Moreover,
Greek entrepreneurs present high social responsibility, which is comparable to achievement (sig.
0.795) and significantly higher than power (sig. 0.013)
 With regard to professionals, we observe that in accordance to McClelland’s theory, they score
higher in power than in affiliation (sig0.026). However, in contrast to this theory, the power level is
not significantly higher than the achievement level. Achievement is more significant for Greek
professional CEOs than affiliation (sig. 0.018). Social responsibility is, among the measured
characteristics by far the strongest among Greek professionals

14. Individual Achievement and Family Ties:
Some International Comparison
3
 Research base: As per McClelland, in underdeveloped countries,
traditions of family life are a serious obstacle to economic change.
Without exploring so thoroughly the psychology of motive, the mutual
obligations of family relationships are held to frustrate the rewards of
individual achievement.
 Research scope: Research Explores how far aspects of family life in
developing African cities (Lagos & Nairobi) and developed countries
like Britain & US, can be understood as an adaptation to economic
chances & Individual achievement.
Also includes a few comments on the current debate in America about
Negro family structure as a cause of poverty.

15. Individual Achievement……….. contd
3
 In developing countries of Africa, research findings are:
Nairobi Lagos
Favors offering for Applications for employment from Govt isn’t strong to provide loans or support.
Individual relatives are treated like any other, strictly Businessmen in Lagos pay attention to family
achievement. on their merits, without favor. obligations. Family and friends are
considered trustworthy & priority are given
to them.
Consumption/ Though they do not favor employing Even if capital for business is funded by
Obligation on relatives, they pay for expenses of their family, they are free to spend the profit
Individual relatives. wherever they wants.
achievements
Meaning of Sharing the farm/business is like Relationships carry the obligation to provide
Individual achievement unsuccessful economic relationships with economic opportunities; Individual
members of their family. One wants to businesses are setup with funding from
have his separate share to prove one-self. family only.
Sources for setting-up in Nairobi the raising of capital itself While in Lagos there is more scope for
platform for individual depends largely on individual enterprise recruiting resources from one's family.
achievement and qualification

16. Individual Achievement……….. contd
3
In developed countries like Britain & US research findings are:
There are still profound differences between the values of working-class and middle-class
families. One sees personal ambition as leading to security and one as damaging.
To the middle-class family, security lies in a permanent, well-paid job with a pension,
property, and savings, and they plan their children's careers care-fully to ensure them
these advantages. This provide better ground work for individual achievement but family
& social ties are not strong.
But in working-class families, security comes from loyalty-to one's kinsfolk, to one's
neighbors, to one's work-mates. Only by standing together can the hardships of life be
met, because the permanent, well-paid, pensionable job is out of reach. So, amongst
manual workers, social mobility may be condemned as exploitative and selfish. This
proves detrimental for individual achievement.

17. Individual Achievement……….. contd
3
Research finding on “Is Negro family structure as a cause of poverty”:
The indifference of Negro children to education, the morbid retreat into drug addiction and crime,
and the apparent apathy of Negro Americans towards economic opportunities have been traced
to the disruption of family life. Income and living environment, has been low for generations,
which results in negligence of parents to motivate their children for education. The self-
incompetence handed on from generation to generation. Opportunity is also not enough for
them, but wherever a genuine opportunity was created, the response was overwhelming.
 CONCLUSION :
In each of the situations we have looked at, the opportunity to achieve greater economic security
can be either through education or entrepreneurship opportunities. In some cases people
pursue the opportunity eagerly, and in some they seem to repudiate it and in some they even
don’t get such opportunities.
There can not be a standard structure to drive this, but a complementing structure of family &
social values with opportunities & govt policies, could brighter the chances of greater individual
achievements.

18. STRUCTURAL CONDITIONS OF ACHIEVEMENT AMONG
WHITES AND BLACKS IN THE RURAL SOUTH
4
 Objective
This paper is based on study of several communities of rural South America.
Specifically, two general research questions will guide the reporting of data:
(1) How does racial/economic discrimination in the deep, rural South influence
the level of achievement motivation and the pro-file of achievement value
orientations?
(2) Under what conditions are achievement orientations and motives among
blacks and whites raised or lowered.
 Review of Literature
Individual's level of achievement motivation and achievement value orientations
influence chances for success in the educational and occupational spheres

19. STRUCTURAL CONDITIONS………………………. Contd
4
 Methodology
 Data on black and white subjects were collected in eight small communities in
rural South Carolina having varying economic bases. the entire black and white
population of male seventh and eighth graders present at school on a given day
was studied.
 Two tests designed to measure the "achievement syndrome"
(1). Thematic Apperception Tests developed by McClelland and his associates
This test measures the desire to excel and level of achievement motivation . On
a scale of 1 to 16 (low to high).
(2). Second test measures three dimensions of achievement value orientations:
f amilism-individualism, active-passivism, and present-futurism.
17 question for all orientation & every achievement carries +1
Additionally, information is collected on family structure, family members
occupation, origin etc

20. STRUCTURAL CONDITIONS………………………. Contd
4
X ACHIEVEMENT SYNDROME SCORES FOR BLACK AND WHITE SUBJECTS
BLACKS WHITES
Achievement Motivation 2.9 5.1
Achievement Values 8.1 10.7
Individualism 2.6 3.7
Activism 3.2 4.2
Futurism 2.3 2.8
N 195 323
PERCENT OF BLACK AND WHITE FATHER’S IN OCCUPATIONAL TYPES
Occupational Status of Father % of BLACKS % of WHITES
White Collar -- 24.8
Manual Skilled 14.8 56.8
Manual Unskilled 39.7 14.7
Farm Subsistence 45.5 4,1
N 195 323

21. STRUCTURAL CONDITIONS………………………. Contd
4
Research findings: Some very tentative inferences about the structural
conditions promoting the emergence of different dimensions of achievement
can be made
 Report reveals significant differences between white and black adolescent
males with regard to achievement motives and orientations
 The pattern of social organization in this area limits opportunities for blacks in
the occupational and educational spheres.
 Achievement motivation appears to be a positive function of father's economic
status for both blacks and whites.
 But black orientations varied inversely with the skill and status of a father's
position in the occupational hierarchy, whereas white orientations displayed
only a middle class-working class difference

22. Achievement, power and managerial motivation: selecting
managerial talent with the job choice exercise
5
 Purpose of the paper: The purpose of this paper is to see if the
presence of both high nPow and high nAch (as measured by the Job
choice exercise) is indicative of high managerial motivation and if the
presence of both low nPow and low nAch is indicative of low managerial
motivation.
 Model of the study: Stahl and Harrell developed an innovative
decision modelling approach to the measurement of n Ach, n Pow and n
Aff, entitled the Job Choice Exercise (JCE).
 The JCE requires the subject to make 24 decisions about the attractiveness
of hypothetical jobs which are described in nAff, nPow and nAch criteria.
 The subject's decisions are regressed on the three criteria with the resultant
beta weights being the motive measures.
 Hypotheses: There is a positive relationship between a higher
managerial position and managerial motivation. Managerial motivation
is low in blue collar employees and students.

23. Achievement, power and managerial motivation… contd
5
Sample type No. Unique characteristics
Managerial 43 Mid to senior level manager from 3 different firms
Blue collar Employees 25 Employees of a vending machine company, Job type: Hourly and non-
supervisory
Fraternities presidents 13 Presidents
Junior and senior engineering students 24 Students (Clemson university)
Line and staff managers 26 Divisional office of a large computer manufacturing and marketing firm
First, second, and third level managers 45 A Midwestern plant of a large chemical firm
Cadets 1417 Air Force Academy

24. Achievement, power and managerial motivation… Contd
5
 There was a higher proportion of subjects with high managerial motivation
among the managers than among the non-managers.
 There was a higher proportion of subjects with high managerial motivation
among the fraternity presidents than among the engineering students.
 Managers with high managerial motivation had higher managerial performance
than others.
 There was a higher proportion of managers with high managerial motivation
among the promoted managers than among the non-promoted managers
 There was a higher proportion of managers with high managerial motivation
among the promoted managers than among the non-promoted managers
 No evidence was found of differences in either high or low managerial
motivation between the sexes or between minorities and majorities.

25. The Effect of Entrepreneurship program on Need for
achievement and Locus of Control reinforcement
6
Hypothesis
 The hypothesis to be tested is the following: “The participants in an
entrepreneurship program will have a higher level of Need for
Achievement, and a higher level of internal Locus of Control of
Reinforcement, after the program, than a control group of non-
participants.”
Procedure:
 The independent variable:
 Two semesters (9 months) entrepreneurship education.
 The dependent variable:
 Point of Need for Achievement
 Locus of Control reinforcement

26. The Effect of Entrepreneurship.. Contd
6
Subject
•The population is persons with high school education or equivalent.
•The experimental group consisted of people in a one year entrepreneurship program.
•The participants were not informed about the purpose of the study.
•The demographics of the members of both the groups is shown in the table below
SAMPLE GROUP N ATTRITION N M F AGE 2 YEARS in HS 3 YEARS in HS
E (E1+E2) 19 15 4 23.3 6 13
E1 11 1 10 8 2 23.6 2 8
E2 15 6 9 7 2 23 4 5
(CM1+CM2) 51(50) 24(23) 27 21.4 23(22) 28
CM1 28 9(10) 19(18) 11(10) 8 18.4 16(15) 3
CV2 38 6 32 13 19 23.1 7 25
Reliability
•The trustworthiness in the instrument, how it is influenced by
chance, participant, environment or experimenter, has been controlled by standardizing the
measurement procedure.
•All tests have been carried out in a similar milieu, in a group setting, by the same
experimenter.

27. The Effect of Entrepreneurship.. Contd
6
The need for 14
achievement has 12
10
increased in 8 Pre-test
6 Post-test
significantly 4
increased in the 2
0
experimental group
2)
E1
E2
1
2
)
E2
CM
CV
CM
1+
1+
(E
after the
CM
E
C(
entrepreneurial
study.

28. The Effect of Entrepreneurship.. Contd
6
14
Locus of Control 12
10
Reinforcement: 8
The locus of control 6
Pre test
reinforcement has 4
Post test
also been significantly 2
increased in the 0
E (E1+E2) E1 E2 C CM1 CV2
experimental group as (CM1+CM2)
compared to the
control group.

29. The Effect of Entrepreneurship.. Contd
6
 Conclusion
 The result of the study constitutes support for the hypothesis that
participation in an entrepreneurship program will lead to a higher level of
Need for Achievement and increase internal orientation of Locus of
Control.
 However, generalization has to be made with same caution. The
entrepreneurship program (about 36 weeks) could not be regarded as
standardized and easily reproducible.
 Even if the result shows that the experiment worked, it does not explicitly
explain which elements of the program that caused the result. The effect
could be a result of pedagogical consideration, but it could be the
relationships in the group, or expectations of the program.
 Even though it is not possible to isolate the cause of the change, the result
is interesting as it clearly indicates that personal characteristics, which are
considered to be important for entrepreneurial action, could be affected
and that this could be done in a fairly normal educational situation.

30. Role and impact of culture on South Pacific island
Entrepreneurs
7
 Objective
 The aim of this study is to show that culture accounts for differences
between the characteristics of the Pacific island entrepreneurs and the
characteristics found in the Western entrepreneurs.
 Review of Literature
 Researchers identified those dimensions that illustrate the impact of culture
on the need for achievement among SP island entrepreneurs such as
individualism-collectivism, power distance, uncertainty avoidance and
masculinity-femininity.
 Researchers also indicate that that locus of control, risk taking propensity
and achievement motivation are important factors in the decision to start a
business. Need for achievement, need for autonomy, dominance, high
energy level and persistence are the characteristics of an entrepreneur
 Paper demonstrated the moderating influence of cultural dimensions on N-
Ach characteristic

31. Role and impact of culture on South Pacific island
Entrepreneurs
7
 Methodology
 Study and analyze all the dimensions in conceptualization
of culture
 Identification of characteristics of entrepreneurs globally
 Identification of characteristics of entrepreneurs specifically
for SP Island
 Using McClelland hypothesis, nArch and other
characteristics are correlated with entrepreneurial success
 Analyze and study the influence of culture on characteristics
of SP island entrepreneurs

32. Role and impact of culture on South Pacific island
Entrepreneurs
7
 Findings
 In SP Islands, the entrepreneur is first and foremost a member of the
clan and is required to meet traditional obligations. Success should
be measured in terms of whether the entrepreneur has the ability to
balance the competing interests of the clan and business
 A new set of characteristics in comparison with western cultures
would be required to succeed as an entrepreneur in the SP island
countries. These characteristics include flexibility, adaptability and
ability to operate in the traditional and modern milieus; need for
power and status, and the ability to use the extended family and the
clan as a bastion against ambiguous situations.

33. Assessing motivational needs: the case of the school
superintendent
8
 Objective
 The aim of this study is to investigate the motivational profiles of one group
of educational administrators – School Superintendents
 Review of Literature
 Researchers used telephone interviews along with JCE to supplement the
quantitative findings. A major purpose of the investigation was to examine
the plausibility of using the JCE in the educational setting and to determine
if verbal responses supported its results.
 The job choice exercise provided quantitative data on the motivational
profiles of the superintendents
 The above activities establishes a friendly relationships with other persons
(need for affiliation or n aff), influencing the activities or thoughts of a
number of individuals (need for power or n pow), and receiving detailed
information about personal performance (need for achievement or n ach)

34. Assessing motivational needs: the case of the school
superintendent
8
 Methodology
 46 state-level award winners of the 1991 American Association of School
Administrators’ National Superintendent of the Year program was sampled
 JCE and an informational questionnaire on personal and work backgrounds
were mailed to each volunteer
 A structured interview schedule which included both closed and open-ended
questions was devised, piloted and revised
 Respondents’ decisions were regressed on the three criteria with the
resultant standardized beta weights being the motive measures. Data from
the informational questionnaire facilitated comparisons of our sample with a
more representative group of superintendents

35. Assessing motivational needs: the case of the school
superintendent
8
 Findings
 A high need for power score was exhibited in 89.7 per cent of the
cases with the median at the seventieth percentile. Reports defined
executive motivation as a high need for power coupled with a low
need for affiliation. This high-low contrast was exhibited by 61.5 per
cent of the superintendents
 A high achievement score was exhibited in 71.8 per cent of the cases
and as expected, the lowest of the three needs was affiliation (30.8
per cent)
 Low affiliation scores support McClelland comment that “the top
manager’s need for power ought to be greater than his need for being
liked by people”

36. Entrepreneurial Environments and the emergence of
Achievement Motivation in Adolescent Males
9
 Objective
 The aim of this study is to investigate the relationship between the nature of
father’s occupation and the level of achievement motivation among sons.
 Review of Literature
 The predominant emphasis in this research has been on family interaction
between parents and sons.
 The more a father worked with people and the less with things, and the less
he was supervised by others and the more autonomy he had at work (i.e.
entrepreneurial environment), the more he and his wife would stress
achievement, independence and self reliance to their son.

37. Entrepreneurial Environments and the emergence of
Achievement Motivation in Adolescent Males
9
 Methodology
 Occupations in a number of vastly different communities (transitional,
industrial and modern) located in different areas of a southern state of USA
were studied.
 In each community, the entire seventh and eighth grade male population
present at school on a given day was studied. Absenteeism in all cases was
under 5%.
 Subjects were given an extensive questionnaire on father’s occupation. This
questionnaire was designed to reveal a father's occupational status and his
role behavior in that status. Also it was focused primarily to know whether or
not father is engaged in entrepreneurial role in his occupation.
 Subjects were also administered the Thematic Appreciation Tests developed
by McClelland and his associates to measure achievement motivation. These
tests were scored in strict accordance with the procedures outlined by
McClelland and his associates

38. Entrepreneurial Environments and the emergence of
Achievement Motivation in Adolescent Males
9
 Findings
 Adolescents with high need-achievement come from homes where
fathers engage in entrepreneurial role behavior in their occupation
structure.
 The above statement is true regardless of whether or such an
occupation is middle class or working class, or whether the
community where the subject lives is highly modern or traditional.
 Fathers in entrepreneurial occupations are seen as having a set of
values and psychological dispositions compatible with those
socialization practices in the family which will lead to high need for
achievement in their sons.

39. Assessing motivational needs: Need Achievement & Income
Growth
1
0
 Objective
 The objective of this paper is to evaluate the role of the need Achievement
variable (nAch) as it effects economic growth
 Review of Literature
 Achievement motivation is an important factor affecting the rate of
economic development.
 Higher levels of achievement motivation imply a more productive labor force
which possesses a certain innovative capacity and which does not shirk
technically complex tasks.
 The following personality characteristics, obtained from the psychological
theory of nAch, make an individual suitable for entrepreneurial occupations:
(a) moderate risk taking as a function of skill not chance, decisiveness; (b)
energetic and/or novel instrumental activity; (c) individual responsibility;
(d) desire for knowledge of results of decision, money as a measure of
results; (e) anticipation of future possibilities.

40. Assessing motivational needs: Need Achievement & Income
Growth
1
0
 Methodology
 Two hypotheses have been constructed in order to examine the links
between social levels of nAch and indices of macroeconomic activity.
 In the first hypothesis, the effect of achievement motive, nAff and nPwr upon
economic development were tested, using gains in electricity production as
an index of development
 The first hypothesis states that the nAch, nAff, and nPwr levels of a society
have a significant effect on its economic performance as measured by the
growth of gross domestic product.
 In the second hypothesis, the relationship between nAch and the investment
activity of the private sector was examined.
 The second hypothesis states that entrepreneurial drive, as captured in
societal measures of nAch, significantly effects the proportion of total
resources allocated to investment in the economy.

41. Assessing motivational needs: Need Achievement & Income
Growth
1
0
 Conclusions
 Motivational factors play a determining role in the process of
economic development through their influence on the behaviour of
economic agents.
 The predictive powers of the variables used in tests strongly suggest
that some of the factors which determine a country's rate of growth
lie outside the boundaries of the economic system as conventionally
defined.
 The motives discussed in this paper underlie a population's myriad
concerns and affect the parameters of economic activity as well as the
activity levels of different economic agents

42. Agenda
 Introduction
 McClelland’s Theory of Need for Achievement
 Journal Review
 Analysis
 Implication
 References

43. Analysis
Observation
 Need for achievement in Developed Countries is high in comparison to
Developing Countries
 Need for achievement is driven by the racial/economic discrimination.
More the discrimination lower will be Need of achievement
Similarity
 High nPow and high nAch is indicative of high managerial motivation.
Which leads to higher performance and success rate.
 In case of entrepreneurs, the need for achievement is comparatively
more than need for power

44. Analysis
Differences - The 3 rules of McClelland theory takes priority within
themselves based on type of work, situations, economic situations, or
based on cultural differences.
 Definition of achievement in different cultures is different
 Developing countries - the achievement motive is very closely resembled
with the overall objective of society and family as compared to developed
nations
 Adolescents with high need-achievement come from homes where
fathers engage in entrepreneurial role in their occupation structure
 In small companies, president normally have very high achievement
motivation as compared in large companies, where chief executives
have only average achievement motivation
 As per different job profiles also, there is a difference between nAch
and nPow of high level executives

45. Agenda
 Introduction
 McClelland’s Theory of Need for Achievement
 Journal Review
 Analysis
 Implication
 References

46. Life Implications
 In India, there is a clear difference in private sector companies
and public sector companies. The need of achievement in public
sector is more inclined towards job security as need of
achievement. On the other hand, people in private sectors
consider monetary benefits as need of achievement.
 In India , most of the successful businesses are family owned in
comparison to corporations in US. This in itself shows the need
of achievement in India is driven through family ties.
 In Indian corporate world, need of Achievement varies person to
person. For few people, it is simply “money”, for others, “balance
in work life” and so on.

47. Agenda
 Introduction
 McClelland’s Theory of Need for Achievement
 Journal Review
 Analysis
 Implication
 References

48. References
 Journal “Strategic question in Indian banking sector: are Indian bank managers achievement
oriented?” - James Thomas Kunnanatt Department of Business Administration, College of Business and
Economics,United Arab Emirates University, Al Ain, Abu Dhabi, United Arab Emirates
 Journal “Entrepreneurial and professional CEOs Differences in motive and responsibility profile” -
Eleni Apospori, Nancy Papalexandris and Eleanna Galanaki Athens University of Economics and Business, Athens,
Greece
 Journal “The role and impact of culture on South Pacific island entrepreneurs” - Kojo Saffu Department of
Management, Marketing and HR, Brock University, St Catharines, Ontario, Canada
 Journal – “Assessing motivational needs: the case of the school superintendent”- Emilie M. Lonardi Camp
Hill School District, Camp Hill, Pennsylvania, USA, Donald J. Willower Pennsylvania State University, University
Park, Pennsylvania, USA And Paul V. Bredeson University of Wisconsin, Madison, Wisconsin, USA
 Journal – “The effects of an entrepreneurship programme on Need for Achievement and Locus of
Control of reinforcement” -Ove C. Hansemark -Jönköping International Business School, Jönköping, Sweden
 Journal - “Achievement, power and managerial motivation: selecting managerial talent with the job
choice exercise” , MICHAEL J. STAHL,Clemson University
 Journal – “Individual Achievement and Family Ties: Some International Comparisons”- Peter Marris
 Journal – “Entrepreneurial Environments and the Emergence of Achievement Motivation in
Adolescent Males” - Jonathan H. Turner