Wybrane wymiary osobowości a style zachowań komunikacyjnych przedstawicieli handlowych

• Authors: Lipińska-Grobelny, Agnieszka

Title variants

PL

Select dimensions of personality and styles of communicative behaviours of sales representatives

Abstracts

EN

The position of sales representatives is associated with a number of various demands. The bigger and more important the firm is, the higher demands are verbalised. On account of continuous contact with clients, effective communication of sales representatives determines their personal success and the firm success as well. This article notifies the results of research on psychological analysis of sales representatives styles of communicative behaviours from the Social Style Matrix by D. W. Merrill & R. Reid (1981) in related to selected traits of their personality. Finally 188 Lodz sales representatives from 90 productive and service firms participated in this research.

Keywords

EN

dimensions of personality; styles of communicative behaviours of sales representatives; Social Style Matrix D. W. Merrill & R. Reid

• Publisher: Uniwersytet Łódzki. Wydawnictwo Uniwersytetu Łódzkiego
• Journal: Acta Universitatis Lodziensis. Folia Psychologica
• Year: 2001
• Volume: 05

Dates

published

2001

Contributors

author

Lipińska-Grobelny, Agnieszka

other

Instytut Psychologii, Uniwersytet Łódzki

Identifiers

URI

http://hdl.handle.net/11089/3622