Key differences between Terminal Values and Instrumental Values

Terminal Values are the ultimate goals or end results that a person aims to achieve in life. They represent what an individual considers most important and meaningful, such as happiness, peace, freedom, success, or self-respect. These values guide long-term behavior and decision-making by defining the purpose of one’s life. For example, a person valuing “happiness” will make choices that lead to emotional satisfaction, while one valuing “success” will focus on career achievements. Terminal values are stable and deeply rooted in culture, upbringing, and personal beliefs. In organizations, understanding employees’ terminal values helps managers align personal goals with organizational objectives, leading to better motivation, satisfaction, and ethical behavior in the workplace.

Features of Terminal Values:

• End-States of Existence

Terminal Values represent the ultimate goals and desired end-states in a person’s life. They are the visionary outcomes we strive to ultimately achieve, such as ‘a world at peace,’ ‘salvation,’ or ‘happiness.’ Unlike instrumental values, which are about conduct, terminal values define what we find ultimately meaningful and desirable. They are the destination we work towards throughout our lifetime, providing a long-term direction for our efforts and a sense of purpose for our existence.

• Motivational Drivers

These values serve as the primary, long-term motivators for human behavior. The pursuit of a terminal value, such as ‘a sense of accomplishment’ or ‘true friendship,’ provides the fundamental impetus for many of our life choices, career paths, and personal endeavors. They are the “why” behind our actions, giving us a reason to strive, persevere, and make sacrifices. This motivational power makes them central to understanding an individual’s ambition and life direction.

• Relatively Stable and Enduring

While they can evolve, terminal values are generally deeply held and resistant to sudden change. Formed through a lifetime of cultural, familial, and personal experiences, they become core components of an individual’s belief system. Their stability provides consistency to a person’s character and long-term goals. Changes typically occur gradually due to significant life events, profound shifts in perspective, or prolonged exposure to new environments and ideas.

• Define Life’s Priorities

An individual’s hierarchy of terminal values reveals their core priorities and what they consider most important in life. For one person, ‘social recognition’ might be paramount, while for another, ‘inner harmony’ takes precedence. This hierarchy influences major life decisions—from career selection to relationships—as individuals consistently allocate resources and energy toward achieving their most cherished end-states, often subconsciously structuring their life around them.

• Vary Across Individuals and Cultures

There is no universal ranking of terminal values. They vary significantly based on cultural background, upbringing, and personal experience. For instance, ‘equality’ might be a primary value in one society, while ‘family security’ is emphasized in another. Within an organization, this diversity can lead to different definitions of success and fulfillment among employees, making it a critical consideration for managers aiming to align individual and organizational goals.

• Shape Overall Worldview

A person’s set of terminal values forms the foundation of their worldview and philosophy of life. They influence one’s perspective on what constitutes a “good life” and a “successful” existence. Whether an individual seeks ‘wisdom,’ ‘pleasure,’ or ‘salvation’ shapes their judgments, aspirations, and overall outlook. This feature makes terminal values a key to understanding the fundamental drivers behind a person’s attitudes and behaviors.

• Provide a Sense of Fulfillment

The achievement or perceived progress toward a terminal value provides a profound sense of fulfillment, meaning, and life satisfaction. Attaining ‘a comfortable life’ or feeling one has achieved ‘social recognition’ validates a person’s life efforts. Conversely, a significant gap between one’s terminal values and life’s reality can lead to existential dissatisfaction, frustration, and a sense of purposelessness, highlighting their deep emotional and psychological significance.

Instrumental Values

Instrumental Values refer to the desirable, socially approved modes of conduct or behaviors we use to achieve our end goals. Unlike terminal values, which are the ultimate objectives we strive for in life (e.g., happiness, salvation), instrumental values are the means and methods we employ to get there. They represent the character traits and ethical principles we believe we should uphold in our daily interactions.

Examples include being honest, ambitious, courageous, obedient, responsible, helpful, or polite. In an organizational context, these values define the expected behaviors of employees—such as integrity and cooperation—which are crucial for building a sustainable and ethical corporate culture and achieving long-term success.

Features of Instrumental Values:

• Modes of Conduct

Instrumental values are fundamentally about how we behave, not the end results we seek. They represent the preferred methods, actions, and character traits we believe are morally right to exhibit in our daily lives. For example, ‘honesty’ isn’t a goal in itself but a way of acting to achieve goals. They define our chosen path, serving as a personal code of conduct that guides our interactions and decisions, ensuring our actions align with our deeper ethical principles, regardless of the outcome.

• Socially Approved Behaviors

These values are deeply influenced by societal and cultural norms. They consist of behaviors that are generally considered virtuous, acceptable, and commendable within a community or society. Values like politeness, responsibility, and cooperation are encouraged because they promote social harmony and order. Acting against these values (e.g., being dishonest or cruel) typically invites social disapproval. This feature makes them crucial for socialization and for maintaining the moral fabric of a group or organization.

• Means to an End

Instrumental values are not the destination; they are the vehicles to reach it. They are the tools and strategies we employ to achieve our terminal values (end-states). For instance, one might use ‘ambition’ and ‘capability’ (instrumental values) to attain ‘a successful career’ (terminal value). This means-end relationship is core to their identity, positioning them as the active, behavioral components in the pursuit of our ultimate life goals.

• Define Character

A person’s character is largely judged by the instrumental values they consistently demonstrate. When someone is described as courageous, loving, or honest, these instrumental values become synonymous with their identity. They are internalized traits that shape personality and determine how an individual is perceived by others. In essence, they form the ethical and moral foundation of a person, reflecting their true self to the world.

• Guiding Principles for Daily Life

These values act as a practical, everyday guide for decision-making and behavior. When faced with a choice, an individual’s instrumental values provide a moral compass. For example, a person who values ‘helpfulness’ will be inclined to assist a colleague. This makes them operational principles that translate abstract morality into concrete actions, directing behavior in routine situations and complex dilemmas alike.

• Culturally Influenced

While some instrumental values are universal, their interpretation and priority are often shaped by culture. For example, ‘obedience’ might be highly valued in a hierarchical or collectivist culture, whereas ‘independence’ might be emphasized in an individualistic one. This feature highlights that instrumental values are not entirely innate but are learned and reinforced through family, education, and cultural environment, leading to significant diversity in value systems across the globe.

• Dynamic and Developable

Instrumental values are not entirely fixed. They can evolve over a person’s lifetime through new experiences, education, reflection, and changing social environments. An individual can consciously cultivate values like ‘open-mindedness’ or ‘forgiveness’ through practice and effort. This malleability makes them a focus in personal development programs and organizational training, where fostering values like ‘teamwork’ and ‘responsibility’ is key to building an effective workforce.

Key differences between Terminal Values and Instrumental Values 👇