clinic. In contrast, sales, productivity, and profit figures provide members of
the business world with constant barometers of their performance. This needfor immediate feedback is complemented by the high need for Achievement
person ’s desire to anticipate future possibilities and make long-range plans.
These people succeed in business in part because they look ahead, anticipate
many courses of action and possible pitfalls, and thereby increase their
chances of reaching their goal of personal achievement.
Predicting Achievement Behavior
Why do some people become highly successful entrepreneurs, whereas others
show little interest in making millions in the business community? Is theresomething parents can do to create high achievement motivation in their chil-
dren? These were some of the questions asked by the original need for
Achievement investigators. Although no simple answers were found, research-
ers did identify a few parenting practices associated with high need for
When to let go and when to hold on? The mother might decide to let the boy fall a few
times, but in the process allow him to develop a sense of mastery and independence.However, she might also want to protect him just a little longer so that he can retainhis sense of security and confidence. Psychologists argue that such decisions have animpact on the child ’s need for Achievement.186 CHAPTER 8 The Trait Approach