VALUES

 A value is something that has worth or

importance to an individual.
 One way of examining values is in terms of
terminal and instrumental values.
 A terminal value is expressed in terms of a
desired goal or end (tujuan akhir).
 An instrumental value is the means for
achieving the desired goals (sbg alat/media
utk meraih tujuan akhir)
 Terminal values Instrumental values
(ends) (means)
Self-respect Honesty

A comfortable life Independence

Family security Ambition

Wisdom Courage

A sense of Helpfulness
accomplishment
• Another way to examine values is in terms
of a predetermined list and the preferences
people have for these values.
• Edwards Spraunger has identified six
values common to everyone : theoretical,
economic, aesthetic, social, political, and
religious.
• Different occupational groups tend to have
different value profiles. Ex : professors
tend to be highest in theoretical interest,
businesspeople have very high economic
values…
 STUDY OF VALUE
IKHTISAR TIPE-TIPE MANUSIA
MENURUT SPRANGER

No. Nilai kebudayaan yg Tipe Tingkah Laku Dasar

dominan
1. Ilmu pengetahuan Manusia teori Berpikir

2. Ekonomi Manusia ekonomi Bekerja

3. Kesenian Manusia esthetis Menikmati keindahan

4. Keagamaan Manusia agama Memuja

5. Kemasyarakatan Manusia sosial Berbakti / berkorban

6. Politik / kenegaraan Manusia kuasa (ingin) berkuasa /

memerintah
SPRAUNGER’S VALUE TYPES

THEORETICAL
The overriding interest of the theoretical
person is the discovery of truth. In pursuing
this goal, the person often looks for
identities and differences, trying to divest
himself or herself of judgments regarding
the beauty or utility of objects. The chief aim
in life of this person is to systematize and
order knowledge.
 ECONOMIC
The economic person is basically interested
in what is useful. In addiction to self-
preservation, the person is concerned with
the production of goods and services and
the accumulation of wealth. The individual is
thoroughly practical and conforms well to
the prevailing stereotype of the American
businessperson.
 AESTHETIC
The aesthetic person sees highest value in
form and harmony. Although the person
might not necessarily be an artist, the
individual’s chief interest is in the artistic
episodes of life. For example : aesthetic
people often like the beautiful insignia of
pomp and power but oppose political activity
that represses individual thought.
 SOCIAL
The highest value for the social person is
love of people. This individual prizes other
people as ends and, as a result, is kind,
sympathetic and unselfish. The social
person regards love it-self as the only
suitable form of human relationship. This
person’s interests are very close to those of
the religious person.
 POLITICAL
The political person is interested primarily in
power. This individual need not be a politician.
Because competition and struggle play a
large part in life, he or she will do well in any
career or job in which a high power value is
necessary for success, whether this be power
over people (as in the case of a top manager)
or over the environment (as in the case of an
engineer who makes the final decision on how
to build something)
 RELIGIOUS
The highest value for the religious person is
unity. This individual seeks to relate himself
or herself to the embracing totality of the
cosmos. For some, there is an attempt to
withdraw from active association with the
outside world (as in the case of monks in a
monastery); for others there is some self-
denial and meditation coupled with a life of
work among local people who attend their
church or subscribe to the same religious
beliefs.
 RELIGIOUS
Ada 2 cara pandang orang tipe religious :
 “Immanent mystics”, orang ini mencari
makna dengan cara partisipasi aktif di
dalam hidup (diterapkan dalam kehidupan
sehari-hari, misal : berbuat baik, silaturahmi.
 “Transcedental mystics” orang ini mencari
makna dalam hidup dengan cara
mengasingkan diri dari kehidupan (seperti
biksu, sufi, tasawuf)
• Value tests are useful to understanding
human behavior because they identify
what is important to an individual, so we
can motivate or manage the person
effectively.
• The great problem for today’s managers,
however, is that values appear to be
changing.
Spraunger Average Average Success Success
Value Male Female ful Male ful
College College Manager Female
Student Student Manager
Theoretical 43 36 44 39

Economic 42 37 45 47

Aesthetic 37 44 35 42

Social 37 42 33 31

Political 43 38 44 46

Religious 38 43 39 35
WHAT IS IMPORTANT TO YOU ?

The following quiz is designed to measure

how you value certain lifestyles and
rewards. Read and then rank each
statement using the following scale :
5 = strongly agree or definitely true
4 = generally agree or mostly true
3 = neither agree nor disagree
2 = generally disagree or mostly false
1 = strongly disagree or definitely false
a. You often take the lead and direct others.
b. You believe people should be paid based on how
hard they work and what they accomplish.
c. You would like to be rewarded in direct
proportion to your performance.
d. You believe that in the long run, good people win
and bad people lose.
e. You would be more motivated by financial
rewards than by praise.
f. You enjoy being in charge.
g. Dishonesty should not be tolerated.
h. It makes you angry when you know how to do
something but no one wants to listen to you.
i. One of your life’s goals is to be financially
independent.
j. Getting ahead should be based on performance
and not politics.
k. You would enjoy working on a sales commission
rather than a straight salary.
l. You would like a job that requires hard selling.
m. Owning your own business has strong appeal for
you.
n. Everyone should be treated equally, and
favoritism should be discourage.
o. You would enjoy managing a business.
 Enter your answers in the appropriate spaces
below. Then total each group and divide by five to
obtain your average response for each group.

Group
GroupI1 Group 2 Group 3
a.
a. _____
_____ b. _____ c. _____
f.
f. _____
_____ d. _____ e. _____
h.
h. _____
_____ g. _____ i. _____
l.
l. _____
_____ j. _____ k. _____
o.
o. _____
_____ n. _____ m. _____
Total
Total _____
_____ Total _____ Total _____
Average
Average _____
_____ Average _____ Average _____
 What is important to you ?
Enter your average scores on the designated
lines below.

Average Score Interpretation

Group 1 _____ Importance of control. This score
measures your desire to take charge
and control situations.
Group 2 _____ Importance of fairness. This score
measures the importance you assign to
equity and fairness.
Group 3 _____ Importance of material rewards. This
score measures the extent to which you
value money and other tangible rewards.