1. B Y L ARRY C HONKO, P H.D. T HE U NIVERSITY OF T EXAS AT A RLINGTON Values Differences presents

2. Values Differences VALUES DIFFERENCES LEAD TO CONFLICT ORGANIZATION A ORGANIZATION B

3. Values Differences NORMS LT relationships with customers Objectivity Openness Candor Honesty Flexibility/Adaptability Cost-effectiveness Taking responsibility Customer Service Develop younger salespeople Team effort Consensus Loyalty COUNTERNORMS Sandbagging Emotional Involvement Secrecy Stonewalling Lying Dogmatism Padding expenses Passing the buck Sales force Look out for “Number 1” Individual goals first Taking unfair credit Criticize the company Norms & Counternorms

4. Values Differences Older generations favor Work Savings Responsibility Competition Sex roles Sacrifice Equality - Inequality Wealth accumulation Absolution Risk assumption Efficiency/Productivity Thrift/Investment Younger generations favor Leisure Debt Rights Protection Unisexism Self-interest Equality Wealth redistribution Situationalism Risk aversion Quality of life Consumerism Differences Between the Generations

5. Values Differences Millenials Work is becoming more demanding. Employer-employee relationships are becoming less hierarchical and more transactional. Employers have moved away from long-term employment relationships. Employees have less confidence in long-term rewards and greater expectations for short-term rewards. Immediate supervisors have become the most important people in the workplace. Supervising employees requires more time and skill at the very time there are fewer managers.

6. Values Differences Strategies for Four Generations Traditionalist Boomers Generation X Generation Y

7. Values Differences Values Dissonance An individual experiences a state in which he/she finds themselves doing something they do not highly value or with which they agree. The individual may have opinions that do not fit with organizational norms or with those with whom they associate in the organization. The tension that arises can become so strong that some individuals change their values