Wybrane determinanty stylów zachowań komunikacyjnych przedstawicieli handlowych
Select determinants of styles of communicative behaviours of sales representatives

Summary/Abstract: The four styles of communicative behaviours of sales representatives and their personality and organizational determinants are verified as the cardinal purpose of this article. The group of 188 sales representatives was researched with the apply of five valid and reliable techniques: CPI by Gough, EPQ-R by Eysenck, I-E Scale by Rotter, QOC by Kolb, and MSS by Merrill & Reid. The results indicate numerous significant determinants (both personality and organizational as well) of styles of communicative behaviours. The most common styles of communicative behaviours among sales representatives was expressive style of communication, the least common – analytical style of communication. The most important determinants appeared to be: Extraversion-Introversion, Intellectual Efficiency, supportive or intermediate organizational climate, and Domination.

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