Motivation and Values Among Japanese and American Managers

There have been recent claims in the popular literature about the superiority of the Japanese‐inspired participative principles of “Theory Z” management for business productivity. Yet motivational and value differences that might support these principles have seldom been evaluated psychometrically. In response to this need, middle‐aged Japanese and American business managers were administered the Rokeach Values Survey and a questionnaire measure of upward mobility desires (Sarnoff). Results showed the Japanese attached greater importance to socially beneficial values in contrast to the American emphasis on individuality and straightforwardness. Yet the Japanese also showed greater valuation of accomplishments and, on the motivational instrument, more interest in advancement, money, and forward striving. Since the latter characteristics tend to be those most associated with success, it is suggested that achievement and advancement motivation may be one fuel for Japanese productivity and collective actions only their method for disciplining and rewarding it.