motivational analysis of organizations

USE OF THE MAO-B INSTRUMENT
The MAO-B can be used for self-analysis, for individual counseling, and for
organizational and human resource training and development. A respondent can
examine his or her scores and then plan to reduce the avoidance behavior of a motive for
which he or she received a low OEQ score by examining the related items on the
instrument and inferring the behavioral implications. In counseling work, both the
counselor and the client can complete the instrument from the client’s perspective; then
the counselor can help the client to plan new behavior.
In an HRD or OD training program, the participants can look at their profiles,
request feedback from other participants, and then discuss in trios ways of increasing
their effectiveness by reducing their avoidance behaviors for the relevant motives. The
instrument also can be used in organization development and consulting work to obtain
group profiles, to search for organizational factors to explain the profiles, to develop
organizational strategies to improve the profiles, and to develop individual strategies to
increase employees’ operating effectiveness for the various motives.
REFERENCES
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McClelland, D.C. (1975). Power: The inner experience. New York: Irvington.
McClelland, D.C., Atkinson, J.W., Clark, R.A., & Lowell, E.L. (1953). The achievement motive. New York:
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The Pfeiffer Library Volume 19, 2nd Edition. Copyright © 1998 Jossey-Bass/Pfeiffer