Values as Hidden Motivators

A person's performance and the reason for their behaviors can be directly related to their Values. When combined with DISC based behavioral styles knowledge, the picture of the individual is complete - both HOW he or she will behave and WHY - the values and motivational drivers behind his or her actions.

Values help to initiate one's behavior, and are sometimes called the hidden motivators because they are not always readily observed. Knowing motivating factors and attitudes allows people to understand the driving forces behind their decisions.

For example, if you were to develop a bonus program, would you know what "perks" would actually motivate a person? If you're giving money to a person with a low economic, high aesthetic value, it would be a mistake.

You might better motivate him or her with the prospect of a newly designed office. Which would be most motivational: a cash bonus, a trip to a technological convention, a pass to a major classical art exhibition, to be given an assistant, or to be freed of the tasks of managing others? If you know what is most valued, you know how to motivate.

Consciously or unconsciously, every decision or course of action we take is based on our beliefs, ethics and values. Values direct our actions and offer stimuli for behavior. Every great achievement was the result of someone seeing the value of the results. Values provide the initiative for the diligent pursuit of a goal or vision.

Attitudes and values are a lens through which we see the world. If we are participating in a discussion, activity, or career that is in line with our attitudes, we will value the experience. Conversely, if we are in a conversation, activity or career that is against our dominant attitudes, we will be indifferent or even negative toward the experience, most likely causing stress. If our values are not being lived at work or home, then our lives feel empty and we eventually search for that fulfillment elsewhere.

Six-factor Value Model: Theoretical, Utilitarian, Aesthetic, Social, Individualistic and Traditional.

Everyone has some of each of these values to a varying degree; Strong, Situational, or Indifferent. Each of the values consists of actions and initiatives you might expect to see exhibited from the person based on the value:

• Theoretical

The chief aim in life is to use cognitive ability to understand, order and systematize knowledge for the sake of knowledge itself, the discovery of truth.

• Utilitarian/Economic

Every investment in time, money or resources must always have a greater return. Practical interest in money and what is useful. Time and resources are meted out with an eye to future economic gain.

• Aesthetic

Interest in form and harmony. Life is a series of episodic events, each enjoyed for its own sake. Has a heightened sense of beauty and inner vision (not necessarily talented in creative artistry).

• Social

Invest resources into helping others to realize their full potential. Inherent love of people. Seeks to eliminate hate and conflict. Other persons are ends in themselves (not means). Altruistic, kind, empathetic, and generous, even to their own detriment.

• Individualistic/Political

Power, highest position, not necessarily politics (most leaders). Others may be seen only through their own eyes and used as simply the means to an end.

• Traditional/Regulatory

Unity, order and highest meaning of life. The need to be regulated or the need for structure from an outside source. Seeks to comprehend the cosmos as a whole and to relate themselves to a global totality. Dislikes change and chaos. May also exhibit inflexibility with regard to their convictions.


Values interact with one another.

Studies show that two or three values will be dominant and impel action. The very lack of importance of particular values can be significant in itself, since it shows the relative priority of the dominant motivations.

Values can and do change over a period of time.

Some values eclipse others as needs and wants are satisfied. Values are also affected by interactions with family, friends, teachers, religious issues, geographic location, the media, leaders, and so on.