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Getty Images Leader’s Self-Insight 4.3

In each column below, place a check mark by the five Scoring and Interpretation
values that are most important to you. After you have End values, according to Rokeach, tend to fall into two
checked five values in each column, rank order the categories—personal and social. For example, mature love
checked values in each column from one to five, with is a personal end value and equality is a social end value.
1 = most important and 5 = least important. Analyze the five end values you selected and their rank
order, and determine whether your primary end values
tend to be personal or social. What do your five selections
Rokeach’s Instrumental and End Values
together mean to you? What do they mean for how you
End Values Instrumental Values make life decisions? Compare your end value selections
A comfortable life ____ Ambition ____ with another person, with each of you explaining what you
Equality ____ Broad-mindedness ____ learned about your end values from this exercise.
An exciting life ____ Capability ____ Instrumental values also tend to fall into two
Family security ____ Cheerfulness ____ categories—morality and competence. The means peo-
Freedom ____ Cleanliness ____ ple use to achieve their goals might violate moral values
Health ____ Courage ____ (e.g., be dishonest) or violate one’s personal sense of
Inner harmony ____ Forgiveness ____ competence and capability (e.g., be illogical). Analyze
Mature love ____ Helpfulness ____ the five instrumental values you selected, and their rank
National security ____ Honesty ____ order, and determine whether your primary instrumental
Pleasure ____ Imagination ____ values tend to focus on morality or competence. What
Salvation ____ Intellectualism ____ do the five selected values together mean to you? What
Self-respect ____ Logic ____ do they mean for how you will pursue your life goals?
A sense of Ability to love ____ Compare your instrumental value selections with another
accomplishment ____ Loyalty ____ person and describe what you learned from this exercise.
Social recognition ____ Obedience ____
Warning: The two columns shown to the left do not
True friendship ____ Politeness ____
represent the full range of instrumental and end values.
Wisdom ____ Responsibility ____
Your findings would change if a different list of values were
A world at peace ____ Self-control ____
provided. This exercise is for discussion and learning
A world of beauty ____
purposes only and is not intended to be an accurate
assessment of your actual end and instrumental values.
NOTE: The values are listed in alphabetical order and
Sources: Robert C. Benfari, Understanding and Changing Your
there is no one-to-one relationship between the end and
Management Style (San Francisco: Jossey-Bass, 1999), pp. 178–183;
instrumental values. and M. Rokeach, Understanding Human Values (The Free Press, 1979).

involved in local Chamber of Commerce initiatives designed to create a positive
community environment.
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Our values are generally fairly well established by early adulthood, but a
person’s values can also change throughout life. This chapter’s Consider This
reflects on how the values that shape a leader’s actions in a moment of crisis have

been developed over time. Values may affect leaders and leadership in a number
of ways. For one thing, a leader’s personal values affect his or her perception of
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situations and problems. Perception will be discussed in more detail in the follow-
ing section. Values also affect how leaders relate to others. A leader who values

obedience, conformity, and politeness may have a difficult time understanding
and appreciating a follower who is self-reliant, independent, creative, and a bit
rebellious. Consider the kind of values that contribute to successful leadership at
Whole Foods Market.

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