Chapter 8 Fromm: Humanistic Psychoanalysis 239defined as “the relatively permanent system of all noninstinctual strivings through
which man relates himself to the human and natural world” (Fromm, 1973, p. 226).
Fromm (1992) believed that character is a substitute for instincts. Instead of acting
according to their instincts, people act according to their character. If they had to
stop and think about the consequences of their behavior, their actions would be very
inefficient and inconsistent. By acting according to their character traits, humans
can behave both efficiently and consistently.
People relate to the world in two ways—by acquiring and using things
(assimilation) and by relating to self and others (socialization). In general terms,
people can relate to things and to people either nonproductively or productively.
Nonproductive Orientations
People can acquire things through any one of four nonproductive orientations:
(1) receiving things passively, (2) exploiting, or taking things through force, (3) hoard-
ing objects, and (4) marketing or exchanging things. Fromm used the term “nonpro-
ductive” to suggest strategies that fail to move people closer to positive freedom and
self-realization. Nonproductive orientations are, however, not entirely negative; each
has both a negative and a positive aspect. Personality is always a blend or combina-
tion of several orientations, even though one orientation is dominant.
Receptive
Receptive characters feel that the source of all good lies outside themselves and
that the only way they can relate to the world is to receive things, including love,
knowledge, and material possessions. They are more concerned with receiving than
with giving, and they want others to shower them with love, ideas, and gifts.
The negative qualities of receptive people include passivity, submissiveness,
and lack of self-confidence. Their positive traits are loyalty, acceptance, and trust.
Exploitative
Like receptive people, exploitative characters believe that the source of all good
is outside themselves. Unlike receptive people, however, they aggressively take
what they desire rather than passively receive it. In their social relationships, they
are likely to use cunning or force to take someone else’s spouse, ideas, or property.
An exploitative man may “fall in love” with a married woman, not so much
because he is truly fond of her, but because he wishes to exploit her husband. In
the realm of ideas, exploitative people prefer to steal or plagiarize rather than cre-
ate. Unlike receptive characters, they are willing to express an opinion, but it is
usually an opinion that has been pilfered.
On the negative side, exploitative characters are egocentric, conceited, arro-
gant, and seducing. On the positive side, they are impulsive, proud, charming, and
self-confident.
Hoarding
Rather than valuing things outside themselves, hoarding characters seek to save
that which they have already obtained. They hold everything inside and do not let