Influence of Personal Orientation on Sales Managers’ Professional Motivation and Efficiency

Abstract

The aim of the given 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 tools are represented by two groups of techniques. The first group includes such methodologies for assessing personal qualities as "Locus of Control" offered by J. B. Rotter, "Motivational profile" by S. Ritchie and P. 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 who possess 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.