LIFE AND PROFESSIONAL POSITION OF TRADING REPRESENTATIVES WITH VERTICAL AND HORIZONTAL CAREER DIRECTION

Abstract

The paper considers the empirical research results where sales representatives’ life and professional position were studied. The diagnostic and static methods of research allowed to identify the the fact that sales representatives with different career orientations have special features of life and professional positions. Based on the results of the empirical study, the hypothesis about the existence of differences in career values, motivational structure and socio-psychological attitudes of sales representatives with a horizontal and vertical career orientation was confirmed. The results outlined in this article can be useful in management and organizational consulting.

Keywords

• group phenomena
• life and professional position
• value career orientations
• motivational structure
• socio-psychological attitudes