Narcyzm a orientacja na sprzedaż vs. orientacja na klienta w kontaktach handlowych
Narcissism and sales oriented vs. customer oriented attitude in business situations

Summary/Abstract: The aim of this article is to present the results of research about the relationship between traders level of narcissism and their focus on clients versus sales. In the first part the authors present the problems of research in light of literature. They discuss sales and customer orientation in business relationships and narcissism as a determinant of these orientations. Following parts include research methodology description and results analysis that reveal a compelling association between traders high level of narcissism and strong orientation towards sales. The authors point to a significant, negative correlation between respondents age and their orientation towards sales. The authors also show that traders length of employment in sales significantly differentiates their sale vs client orientation. The last part of the article is devoted to discussion of the results and conclusions of the research, including conclusions concerning the application of research outcome.

• Details
• Contents