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Management Practices and Organisational Behaviour

Notes 9.7.3 Instrumental and Terminal Values
A complete list of instrumental and terminal values is presented in the Table 9.4 below.
Table 9.4: Terminal and Instrumental Values in Rokeach Value Survey

Instrumental Value Terminal Value
Ambitious (hardworking, aspiring) A comfortable life (a prosperous life)
Broad-minded (open-minded) An exciting life (a stimulating, active life)
Capable (competent, effective) A sense of accomplishment (lasting contribution)
Cheerful (light-hearted, joyful) A world of peace (free of war and conflict)
Clean (neat, tidy) A world of beauty (beauty of nature and the arts)
Courageous (standing up for your beliefs) Equality (brotherhood, equal opportunity for all)
Forgiving (willing to pardon others) Family security (taking care of loved ones)
Helpful (working for the welfare of others) Freedom (independence, free choice)
Honest (sincere, truthful) Happiness (contentedness)
Imaginative (daring, creative) Inner harmony (freedom from inner conflict)
Independent (self-reliant, self-sufficient) Mature love (sexual and spiritual intimacy)
Intellectual (intelligent, reflective) National security (protection from attack)
Logical (consistent, rational) Pleasure (an enjoyable, leisurely life)
Loving (affectionate, tender) Salvation (saved, eternal life)
Obedient (dutiful, respectful) Self-respect (self-esteem)
Polite (courteous, well mannered) Social recognition (respect, admiration)
Responsible (dependable, reliable) True friendship (close companionship)
Self-controlled (restrained, self-disciplined) Wisdom (a mature understanding of life)

Source: M Rokeach, "The Nature of Human Values", New York: Free Press (1973).
Rokeach distinguishes between two types of values: Instrumental and Terminal.
1. Instrumental Value: Instrumental values reflect the means to achieving goals; that is, they
represent the acceptable behaviour to be used in achieving some end state. Instrumental
values identified by Rokeach include ambition, honesty, self-sufficiency and
courageousness.
Instrumental value refers to a single belief that always takes the form: I believe that such
and such a mode of conduct (example honesty, courage, etc.) is personally and socially
preferable in all situations with respect to all objects. An instrumental value is a tool or
means for acquiring a terminal value.
2. Terminal Value: Terminal values, in contrast, represent the goals to be achieved, or the
end states of existence. Rokeach identified happiness, love, pleasure, self-respect, and
freedom among the terminal values.
Terminal value takes a comparable form: I believe that such and such an end state of
existence (example, salvation, or world at peace, etc.) is personally and socially worth
striving for. A terminal value is an ultimate goal in a desired status or outcome.

Work Values: Work values are important because they affect how individuals behave on their
jobs in terms of what is right and wrong. The work values most relevant to individuals are:
1. Achievement: Achievement is a concern for the advancement of one's career. This is shown
in such behaviours as working hard and seeking opportunities to develop new skills.
2. Concern for Others: Concern for others reflects caring, compassionate behaviour such as
encouraging other employees or helping others work on difficult tasks. These behaviours
constitute organisational citizenship.
3. Honesty: Honesty is accurately providing information and refusing to mislead others for
personal gain.
4. Fairness: Fairness emphasizes impartiality and recognizes different points of view.

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