Scoring Your TAT

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Scoring Your TAT

• David Forlani
• ENTP 6000, Fundamentals of Entrepreneurship,
  UCDHSC

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Motivation

• The impetus behind all behavior.
• Often associated with needs (e.g., Maslows need
  hierarchy) and appeals (inherent in all ads).
• All three types n- Achievement, n-Power and
  n-Affiliation are in everyone, but in varying
  degree. To the extent that one is dominant, it
  will guide our behaviorhow we act in the world.

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n-Achievement

• Involves establishing, meeting or exceeding a
  Standard of Excellence or self determined goal.
• E.g., having made a better presentation, Sue
  hopes to get the contract this time.
• Accomplishing something Special or Unique.
• E.g., Jane has just found a new protein that
  should effectively fight skin cancer.
• Meeting a Long-term goal.
• E.g., John is reflecting back on the road he
  traveled to become CEO of the firm.

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n-Power

• Someone is Concerned with OR Actually involved in
  getting or maintaining control over someone,
  including advising, bossing, reprimanding or
  teaching, OR avoiding humiliation.
• E.g., Tom is telling Harry how to fix his car. OR
  trying not to sound stupid, Tom tells Harry what
  he did to fix his car.
• A superior-subordinate interaction, even if just
  the thoughts of one person.
• E.g., thinking about her meeting tomorrow, Sarah
  is deciding if the new hire is up to pitching the
  firms biggest client.

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n-Affiliation

• Exhibits Positive Emotional Relationships
• E.g., John is telling Sue about his new love
  interest.
• Tries to create or restore a positive emotional
  relationship.
• E.g., having upset her daughter that morning,
  Jane is contemplating how to approach her that
  evening.
• Exhibits a positive emotional interaction /
  potential interaction.
• E.g., Sam is thinking about the upcoming company
  Christmas party and who he will invite.

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Interpretation

• Main findings
• Dominance of a single attribute makes for a less
  effective manager than any combination of two.
• Power with Achievement, effective leader
• Power with Affiliation, compassionate leader
• Achievement with Affiliation, compassionate doer
• When all three motives are fairly equal, the
  person is an effective facilitator.