motivational analysis of organizations

178 ❘❚
sense of achievement, or with knowledge, or with prestige. You can provide opportunities for them
to obtain these satisfactions through efforts directed toward organizational goals. What is even
more important, the supply of such opportunities—unlike the supply of money—is unlimited.
(1966, pp. 44-45)
Jacoby and Terborg (1986), in their “Managerial Philosophies Scale,” make the
following observations about Theory X and Theory Y behaviors:
Berelson and Steiner, in their classic book, Human Behavior (New York: Harcourt Brace), list
1,045 findings from scientific studies of human behavior . . . . Strong support is advanced by
Berelson and Steiner for McGregor’s Theory Y as a simple restatement of the characteristics
shown by scientific research to be typical for the “average” person in our culture. Thus, the
probability is .68, or greater than 2 to 1, that people encountered by managers will possess
characteristics and, under proper conditions, display traits consistent with Theory Y expectations.
(p. 4)
Since McGregor’s introduction of the terms, organizations have shown a shift from
an obvious Theory X orientation to an apparent Theory Y orientation. Berelson and
Steiner’s conclusion that 68 percent of employees hold Theory Y beliefs supports the
idea that a Theory Y management orientation will be appropriate most of the time for
most employees. The shift in organizations toward a Theory Y orientation has resulted
in an interesting phenomenon. Some managers have developed the rhetoric of Theory Y
while exhibiting behavior that indicates Theory X assumptions. As a result, these
managers give an illusion of a Theory Y orientation that is in fact a disguised Theory X
orientation. The mixed X-Y messages that result can create distrust and ineffectiveness.
Managers can build trust and contribute to improved organizational effectiveness by
demonstrating consistency between what they say and what they do.
REFERENCES
Jacoby, J., & Terborg, J.R. (1986). Managerial philosophies scale. The Woodlands, TX: Teleometrics
International.
McGregor, D.M. (1957). The human side of enterprise. The Management Review, 46(11), 26.
McGregor, D.M. (1966). A philosophy of management. In W.G. Bennis & E.H. Schein (Eds.), with the
collaboration of C. McGregor, Leadership and Motivation: Essays of Douglas McGregor. Cambridge, MA:
M.I.T. Press.
The Pfeiffer Library Volume 19, 2nd Edition. Copyright © 1998 Jossey-Bass/Pfeiffer