1. MBTI Types and Management Style

West was very emphatic in his belief that people with different type preferences had different "wills to manage". As a result, they would not all have the same style of management nor would they all be equally likely to succeed in management positions where productivity and efficiency were paramount virtues.

One of the many pieces of evidence he used in support of his belief was the proportion of various types in management positions in various organizations. For example, the rate of ESTJ's in the population was, when he wrote, about 10%. At that very time, ESTJ's constituted 20% of senior military officers and 22% of successful American business executives. INFP's made up about 3.5% of the general population but were barely 1% of the executive population. His contention was that the differences between presence in the population and presence in the executive suite was attributable to differences in the aptitude and skills needed for managerial work.

To summarize the sections of his handout material, I created the following table of contents. It illustrates how each type preference tends to generate a different style of management: