Abstract

This research paper emphasises on the need for achievement, power and affiliation of relationship managers and their worthiness affected by their length of service. As the needs are the motives that initiate the individuals for their output and equally their effectiveness and worthiness at both within and between the organisation. Effectiveness and worthiness is a state in which one perceives his situation as fair and justified in comparison to the co-workers within and outside the organization equally. This research has been conducted on 21 relationship managers in ICICI Life Insurance Company, New Delhi. The key results of this research show that the length of service of relationship managers have significant effects on achievement, power and affiliation needs, effectiveness and worthiness which are positively promoted by length of service.

Key words: Relationship Manager, Needs, Effectiveness, Worthiness, Organisational Growth, Motivation