Abstract ♦ The article substantiates the necessity of presenting business interaction as a form of partnership to economics majors. The authors show that such interaction can come in three types: deficient, self-fulfilling and moral. The adequate image of a business partner is one of the most crucial components of business interaction aimed at achieving the interests of both parties.
The empirical research held in 2013 among the group of students at the school of economics at a St. Petersburg university (174 in total) studied their communicative orientations and perceptions of their future business partners. The research defined the sufficient level of communicative orientations which allows to provide communicative preconditions for a successful business interaction, when students initiate and reciprocate contacts, demonstrate and accept signs of affection. The students’ desire to influence people was estimated as above average, but their acceptance of influence and the aspiration to obey were found to be at a medium level, which is typical for middle management.
Students imagine a typical colleague in a more negative light than experienced employees do. Therefore, it requires correction in the course of studying economics. Students see their future colleagues as lazy and profit-driven. Experienced employees, on the contrary, imagine a colleague who, while highly motivated by material welfare and work safety, at the same time wants to be on friendly terms with other employees and is ready to help them disinterestedly. However, students see an ideal colleague in a more positive light.
Keywords: business interaction, types of interaction, partnership, communicative orientations, typical partner, ideal partner.
Grachev Aleksandr Alekseevich, Doctor of Psychology, Professor, Department of Social and Ethnic Psychology, Moscow University for the Humanities, Chief research fellow, Institute of Psychology, Russian Academy of Sciences. Postal address: 5 Yunosti St., Moscow, Russian Federation, 111395. Tel.: +7 (499) 374-56-11. E-mail:
Kuznetsova Arina Igorevna, Master of Psychology, Postgraduate, Department of Social and Ethnic Psychology, Moscow University for the Humanities. Postal address: 5 Yunosti St., Moscow, Russian Federation, 111395. Tel.: +7 (499) 374-56-11. E-mail: . Research advisor: A. A. Grachev, Doctor of Psychology, Professor.
Citation: Grachev, A. A. and Kuznetsova, A. I. (2014) Motivatsionnye kharakteristiki v predstavlenii o partnere po delovomu vzaimodeistviiu u studentov-ekonomistov [Motivational Characteristics in the Perception of Business Partner by Economics Majors]. Znanie. Ponimanie. Umenie, no. 3, pp. 269–277. (In Russ.).
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