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INFLUENCE OF PERSONAL ORIENTATION ON SALES MANAGERSВ’ PROFESSIONAL MOTIVATION AND EFFICIENCY

Y. Tokareva

Abstract

The relevance of psychological follow-upof economic processes is determined by growing interest in the human factor influence on the socioeconomic efficiency improvement. Labor psychology has well-proven the obvious link between motivation and success of the expert work.This link needs to be specified in the case of complex analysis, which includes social, economic and psychological aspect of the matter. The aim of the study was to determine the influence of personal qualities of sales managers on the economic effectiveness and professional success. Professional success is understood as the optimal combination of personal and professional achievements which correspond to the quality standards. The diagnostic instrumentariumis represented by two groups of techniques. The first group includes such methodologies for assessing personal qualitiesas "Locus of Control" offered byJulian B. Rotter, "Motivational profile" by Sheila Ritchie and Peter Martin; "The Motivation to Success" by T. Ehlers; "The Motivation to Avoid Failure" by T. Ehlers. Second group includes methods of economic efficiency estimation (i.e. the ratio between the results and the cost of labor). The study proves that those managers whopossess external locus of control have higher level of professional efficiency.They have the motivation to be recognized and this fact has a positive impact on their overall economic efficiency. However, their focus on the outcome has a negative effect on the results of personal achievements. Internal locus of control has a positive impact on professional activity related to personal achievements though it reduces the economic efficiency of team work. Economic modeling turns out to be an important regulator of personal orientation as it reveals the mechanisms of professional success and socioeconomic efficiency.

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