Journal sections
Archive and statistics
Log in

Печатный вестник PRINTED
Издательство МГОУ Publishing house the

Our address: 105005, Moscow, Radio street,10a, office 98.

+7 (495) 780-09-42 add. 1740,
+7 (495) 723-56-31


Work schedule: Monday to Thursday from 10-00 to 17-30,

Friday from 10:00 to 16-00,

lunch break from 13:00 to 14-00.



BK Facebook Telegram Twitter Instagram

Bulletin of the MRSU / Section "Psychology" / 2018 № 3.


A.V. Emelyanenkova, I.V. Mikhaylova

LIFE AND PROFESSIONAL POSITION OF TRADING REPRESENTATIVES WITH VERTICAL AND HORIZONTAL CAREER DIRECTION. In: Bulletin of the Moscow Region State University (electronic journal), 2018, no. 3, pp. 134-146.


UDC Index: 159.9

Date of publication: 07.09.2018 Page: 134 - 146

The full text of the article

Downloads count Downloads count: 21


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.

Key words

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

List of references

1. Alimova A.I. [Technology of motivational influence on the subject of labour]. In: Molodoi uchenyi [The young scientist], 2012, no. 9, pp. 237–240.
2. Vesnin V.R. Osnovy menedzhmenta [Fundamentals of management]. Moscow, Triada-LTD Publ., 2016. 430 p.
3. Gluzman N.A., Gorbunova N.V. Professionalizm pedagoga: uspeshnost’ i kar’era : [The professionalism of the teacher: career and success]. Yalta, 2017, pp. 125–205.
4. Egorshin A.P. Motivatsiya trudovoi deyatel’nosti [Motivation of labor activity]. Moscow, Infra-M Publ., 2011. 378 p.
5. Kabushkin N.I. Osnovy menedzhmenta [Fundamentals of management]. Minsk, New knowledge Publ., 2017. 332 p.
6. Maslou A. Motivatsiya i lichnost’ [Motivation and personality]. St. Petersburg, Piter Publ., 2016. 352 p.
7. Makhort N. [The problem of motivation in the workforce]. In: Upravlenie personalom [Personnel management], 2002, pp. 35–37.
8. Nyutten Zh. Motivatsiya, deistvie i perspektiva budushchego [Motivation, action and future prospects]. Moscow, Sense Publ., 2014. 607 p.
9. Kochneva E.M., Zharova D.V., Kostyleva E.A., Kharitonova T.G. [Approaches to the study of the concepts “position” and “professional position” in psychology]. In: Azimut nauchnykh issledovanii: pedagogika i psikhologiya [Azimuth of scientific research: pedagogy and psychology], 2017, vol. 6, no. 2 (19), pp. 255–259.
10. Sokolova A.S., Sergeeva M.G. [Career and the “education to career” in modern society]. In: Professional’noe obrazovanie i obshchestvo [Vocational education and society], 2016, no. 3 (19), pp. 8–127.
11. Tolochek V.A. Professional’naya kar’era kak sotsial’no-psikhologicheskii fenomen [Professional career as a socio-psychological phenomenon]. Moscow, Institute of psychology RAS, 2017. 262 p. (Fundamental psychology to practice).
12. Ukolov R.A. [The value of labour and vocational career among young people: results of sociological research]. In: Teoriya i praktika obshchestvennogo razvitiya [Theory and practice of social development], 2014, no. 15, pp. 25–29.
13. Bazarov T.Yu., Eremin B.L., eds. Upravlenie personalom : uchebnik dlya vuzov [Personnel management : textbook for universities]. Moscow, Yuniti-Dana Publ., 2013. 560 p.
14. Fedotova S.V. [Crisis motivation program of the personnel of the organization]. In: Bukhgalterskii uchet [Accountancy], 2009, no. 8, pp. 67–70.
15. Tsukanov N.N. Tseli i motivy deyatel’nosti menedzhera kak faktory, vliyayushchie na ego emotsional’noe vygoranie : avtoref. dis. … kand. psikhol. nauk [The goals motives and activities of the manager as the factors of emotional burnout : abstract of PhD thesis in Psychological sciences]. Kazan, 2012. 20 p.

Лицензия Creative Commons