MGMT 191 STUDY GUIDE
CHAPTER 3 – “Individual Behavior”
A Value, p. 72 – something of worth or importance to an individual.
oTerminal value, p. 72 – one that is expressed in terms of desired goals or ends;
i.e., respect a comfortable life, family security, wisdom, a sense of
accomplishment.
oInstrumental value, p. 72 – the means for achieving desired goals; i.e., honesty,
independence, ambition, courage, helpfulness.
Spraunger’s (Six) Value Types – see Figure 3.1, p. 73:
1. Theoretical – overriding interest is the discovery of truth; chief aim in life is
to systematize and order knowledge.
2. Economic – basically interested in what is useful; individual is thoroughly
practical and conforms well to the prevailing stereotype of the American
businessperson.
3. Aesthetic – sees highest value in form and harmony.
4. Social – highest value is love of people; the only suitable form of human
behavior.
5. Political – interested primarily in power (over people or over the environment.
6. Religious – highest value is unity; embracing totality of the cosmos.
Note: Different occupational groups tend to have different value profiles.
Remember, what is important to management is not necessarily important to the
“rank & file” (p. 73).
Value tests, p. 73 – most popular test designed to provide information and insight on
individual value is the Allport-Vernon-Lindzey Study of Values; designed to measure
one’s preference for each of Spraunger’s six values.
Generation Xers, p. 76 & 77 – born between 1965 and 1981, grew up during the
computer revolution, the advent of MTV sound bites, and a business world in which
downsizing, layoffs, and continual change resulted in their parents often having to
switch jobs or take early retirement; their needs and wants differ greatly from the
more mature (graying) employees in the workplace.
Perception, p. 78 – a person’s view of reality.
Sensory reality, p. 78 – a physical reality.
Normative reality, p. 79 – interpretive reality
Stereotyping, p. 80 – generalizing a particular trait to all members of a given group.
Attitudes p. 81 – a person’s feelings about objects, events, and people.; components
include:
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