Development Managers Research Articles

Психологические компетенции в системе профессионального роста менеджеров по продажам

Abstract. Sales management is a rather difficult profession. The competencies of a good specialist in this field are universal and fairly well studied. At the same time, such competencies contain both personal qualities that are extremely difficult to change (for example, extroversion) and skills that can be mastered (for example, negotiation skills). The research analyzes the further improvement of the competencies of sales managers during their professional improvement – support of strategically important clients. The main method of research was an analytical review of the scientific literature on the topic. As a result of the review, we compiled a map of the development of psychological competencies of a sales manager working with strategic clients. Such competencies include four main groups: personality traits (extroversion, stress tolerance, emotional stability, etc.); cognitive adaptive processes (accuracy in judgments, self-monitoring, communication, coordination, knowledge about customers and products); cognitive and motivational skills in need of development (skills of building long-term relationships, conflict resolution, cross-cultural communication, negotiation skills, in-depth understanding of the client, a high level of openness and trust in relationships, as well as their ethics); new competencies that should be mastered for the successful performance of activities in the field of strategic sales (“entrepreneurial” abilities, creativity, self-identification as a SAM specialist, management and leadership skills, “internal” sales skills). Thus, the developed competence structure can be used in organizing the professional development of sales managers.

Self-concept of students of additional training programs in the field of management

The paper deals with the key psychological factors of professional realization and social success of people participating in executive training programs in the field of management in the adulthood. The modern concept of continuing education needs to investigate the psychological and economic problems of adult learning. This research is devoted to the study of the self-concept as an important and insufficiently studied mechanism for regulating human behavior. The choice of training in MBA programs is considered as a manifestation of an active strategy of human adaptation to dynamic social and economic conditions. The study centers on the personal-activity and competenced-based approaches. The purpose of the study is to analyze the features of selfesteem and its role in the professional adaptation of adult students of executive programs (Master of Business Administration). The study used well-known psychological questionnaires and methods of descriptive and multidimensional analysis of data processing. The study revealed that the self-concept of students of Master of Business Administration programs plays a significant role in the choice of training as a way of professional development of managers. The inclusion of the emotional-evaluative component of the self-concept in the personal potential of students was statistically confirmed. The results indicate possible intrapersonal conflicts of students in the process of learning management as a significant field of professional activity. The study identified such factors as “problematic introversion”, “problematic creativity”, “problematic adaptability” and “self-critical leadership” which show the importance of accuracy of self-assessment for the choice of the content of training and the direction of self-development. The results of the study are important for understanding of the personal mechanisms of professional and career selfrealization of adults in the context of continuing education as well as for assessment of the effectiveness of receiving executive education.

Changing the Paradigm of Inclusion: How Blind People Could Help People without Disabilities to Acquire New Competences

People with disabilities have been increasingly regarded as the most powerful and overlooked workforce in the labor market, although frequently confronted with ineffectiveness in cooperation with colleagues without disabilities. The traditional paradigm of inclusion considers blind people as dependents needing help. Inclusive society is highly aimed at effective interactions between the workforce with and without disabilities. The present article regards people with disabilities as those having diverse potentials which stem from different cultural backgrounds, and behaving differently during intercultural interactions with individuals without disabilities. This article proposes a new disability inclusion paradigm involving successful blind professionals in mentoring activities, to share their experience with top managers and experts in Russian organizations. Through focus groups and in-depth interviews, this article finds specific differences in explicit and implicit interactive behaviors between individuals with and without blindness. Furthermore, the present article highlights the positive effect of a disability inclusion paradigm on cultural intelligence development of organizational managers and experts.

Strategi Pengembangan Objek Wisata Teluk Biru (Selanggrong) di Kecamatan Muncar Kabupaten Banyuwangi

Since tourism is growing more quickly and there is fierce rivalry, company owners in the industry work hard to provide every guest the greatest experience possible. Teluk Biru (Selanggrong) is one of the intriguing and well-known tourist sites in Banyuwangi nowadays. This tourism destination has undergone the most changes in managerial development in recent years. A strategy for creating tourist attractions that prioritizes the supply of facilities and infrastructure, expanding the involvement of the local community, quality of service, and promotion results in better tourism development. The purpose of this study is to outline the development plan for tourism attractions employed by Teluk Biru's (Selanggrong) management. In this study, descriptive methods are used with qualitative data. Interviews, observation, and documentation were the data gathering techniques employed. The findings of the study indicate that a well-executed development strategy may increase the number of tourists and the revenue from tourism attractions. Traveling to Teluk Biru (Selanggrong) may be made simpler for guests if adequate facilities and services are offered. One of the methods to draw guests is the Underwater Festival event. The administration runs effective marketing campaigns to promote Teluk Biru (Selanggarong) tourism.

Towards reflective project management

This qualitative study set out to explore the relationship between the practice of reflection in a project management MSc. programme and reflective practice in the workplace. We propose that students who learn and practice reflection in an academic programme can transfer these skills to reflection-in-action (Schön, 1983) in their project management roles, thereby contributing to the development of reflective project managers. Reflection in the context of post-project reviews forms an essential element in project management. Research has shown that this element is often the exception or omitted altogether due to time constraints (Anbari et al., 2008; Fuller et al., 2011; Nicolaisen & Driscoll, 2016). This study proposes that students who learn and practice reflection in an academic programme can transfer these skills to the project management workplace. Guided by the principles of phenomenography, online survey data were collected from 30 students and postgraduates along with 10 faculty members. The study found that despite initial apprehension students considered the reflective learning process to be useful and three quarters felt they could apply the reflective learnings to their practice after the first module of use. Towards the end of the programme almost half indicated their intention to continue with reflective writing practice post-graduation. Instilling the practice of reflecting on an education programme has two goals. Firstly, to reflect on the learnings of the programme work, at and across modules. Secondly, to bring those learnings forward to a real-world environment, encouraging not just our own development as reflective practitioners, but also the development of reflective project teams. To support these goals, we propose a new model: the reflective learning portfolio-in-practice.

How Does Gender Moderate Customer Intention of Shopping via Live-Streaming Apps during the COVID-19 Pandemic Lockdown Period?

Shopping through Live-Streaming Shopping Apps (LSSAs) as an emerging consumption phenomenon has increased dramatically in recent years, especially during the COVID-19 lockdown period. However, insufficient studies have focused on the psychological processes undergone in different customer demographics while shopping via LSSAs under pandemic conditions. This study integrated the Unified Theory of Acceptance and Use of Technology 2 with Flow Theory into a Stimulus-Organism-Response framework to investigate the psychological processes of different customer demographics during the COVID-19 lockdown period. A total of 374 validated data were analyzed by covariance-based structural equation modelling. The statistical results demonstrated by the proposed model showed a significant discrepancy between different gender groups, in which Flow, as a mediator, representing users’ engagement and immersion in shopping via LSSAs, was significantly moderated by gender where connection between stimulus components, hedonic motivation, trust and social influence and response component perceived value are concerned. This study contributed a theoretical development and a practical framework to the explanation of the mental processes of different customer demographics when using an innovative e-commerce technology. Furthermore, the results can support the relevant stakeholders in e-commerce in their comprehensive understanding of customers’ behavior, allowing better strategical and managerial development.

Efficiency of Managerial Work and Performance of Managers: Time Management Point of View.

Appropriate time management allows individuals to achieve work and personal goals, plan tasks, set priorities, eliminate disruptive effects, and increase work efficiency and productivity. The aim of the paper is to evaluate the effectiveness of managerial work and the performance of managers of food companies in the V4 countries (Slovakia, Czech Republic, Hungary, and Poland) from the perspective of time management principles, point out the shortcomings and reserves that can ensure time management, and propose solutions to improve business practice. We set five research assumptions in order to evaluate the situation comprehensively. A survey carried out from September 2020 to January 2021 involved 1588 managers working at various levels of management. Statistical methods and tests were used for data processing and their subsequent evaluation. The data were processed using Microsoft Excel 2016, the statistical software SAS Enterprise Guide 7.1, and XLSTAT. The analysis showed that three-quarters of managers are aware of the value of their time. More than half of the managers involved try to regularly review their agenda in order to identify gaps in the use of time and to avoid repeating unproductive practices. Only half of the managers make arrangements not to think about work in their free time. The managers spend the most time in their work dealing with administration. Intensifying the implementation of ICT (information and communication technologies) in the work of the manager has the effect of increasing the efficiency of the division and use of working time of managers. Based on our findings, we consider the goal orientation, positive motivation, systematic training, and development of managers as a key prerequisite for efficiency of managerial work and performance of managers and their effective time management.

Educational determinants of speech competence development of managers in modern Higher Education Institutions

The article analyzes the development of speech competence of professional development of managers in the system of higher educational institutions of Ukraine. The peculiarities of the influence of the main educational determinants of modernity on the process of understanding the aspects of the mechanism of psychology of formation of competencies are determined.

Group Borrowing : Microfinance-Tontine Sustainable Co-Existence. Case Of Cameroon

This paper uses a case study approach to examine the role of group account in Microfinance institutions on tontine's survival. The research investigates on the origin of funds deposited in group accounts, and its importance to group members. The collection of respondents’ perceptions will contribution to promote digital-group account – accessible both on apps and handset – for the group’s benefit. We interviewed ten participants coming from the critical stakeholders of rural finance in the community of Balessing in the west region of Cameroon. We performed a textual and content analysis of the qualitative data collected. The results showed that group accounts contribute to the financial, managerial and social development of tontine group – factors indispensable for strong cohesion and group survival. Moreover, group accounts also benefit microfinance institutions by contributing to their growth and development. From the results mentioned above, we made recommendations to consolidation the link between microfinance institutions and tontine groups through group accounts.

Is helicopter parenting stifling moral courage and promoting moral disengagement? Implications for the training and development of millennial managers

PurposeThis paper aims to examine the ethical foundations of Gen Z individuals by studying the impact of helicopter parenting on moral courage and moral disengagement. In addition, this study considers the implications for Millennial generation managers that are likely to be supervising this current generational cohort.Design/methodology/approachHypotheses were tested using a two-wave online survey of 215 undergraduate students.FindingsHelicopter parenting was associated with lower levels of moral courage and an elevated propensity to morally disengage in a sample of Gen Z individuals. The impact of helicopter parenting on these moral foundations was mediated by the children’s increased desire for continued parental involvement in their lives.Practical implicationsSimilar to the Gen Z students surveyed in this study, many Millennials were raised by helicopter parents, thus, it is likely that they are also prone to moral disengagement and low moral courage. Furthermore, Millennial managers will be managing Gen Z workers. Thus, many companies will need to enhance their efforts in providing Millennial managers with business ethics training aimed at developing moral courage and reducing moral disengagement.Originality/valueThis study examines a previously unidentified antecedent of moral courage and moral disengagement

ENHANCING HEALTHCARE THROUGH THE DEVELOPMENT OF MANAGERIAL COMPETENCIES OF THE HEALTHCARE LEADERS

Abstract. The study aims at diagnosing the managerial competencies of the medical managers as well as practical tools for their development in order to enhance healthcare in crisis and under unstable conditions. The authors suggest a methodical approach to form a profile of the managerial competencies of the heads of medical facilities, which is based on the use of the method of expert evaluations and provides for the three stages: preparatory (within which the scientific and methodological basis for analysis is formed), evaluatory (which involves diagnosis of the managerial competencies of the medical managers in the context of three groups: instrumental, interpersonal and systemic), and recommendatory (which provides practical tools for the development of the medical institution head’s competencies in order to enhance healthcare in crisis and under unstable conditions). To form the basis of the study a questionnaire was created, which lists managerial competencies in terms of three groups: instrumental, interpersonal and systemic. The survey was conducted among the heads of medical institutions, their departments and the chief nurses of the healthcare institutions in Precarpathia. The article substantiates that nowadays it is not enough for a medical institution manager to have only a high level of knowledge on medicines, but also be aware of the elements of financial management, strategic planning and marketing, risk and conflict management, high-rate readiness for change and teamwork. The study of managerial competencies of the supervising physicians allowed to create profiles of the managerial competencies of the actual and future medical managers, to offer practical tools for their managerial competencies development, taking account of the need to work in crisis and under unpredictable conditions.
 Keywords: medical care, heads of medical institutions, managerial competencies, instability.
 JEL Classification M12, M14, I10
 Formulas: 0; fig.: 1; tabl.: 5; bibl.: 15.

Hybrid professional managers in healthcare: an expanding or thwarted occupational interest?

ABSTRACT Despite growing interest on the impact of hybrid professional manager roles in public sector organizations, less attention has focused on their population and whether they have advanced as an occupational interest. Using a longitudinal administrative dataset, we explore trends in the growth, characteristics and organizational positions of medical managers in the UK NHS. While they seem to have reinforced their position at the strategic apex of hospitals, especially those with elite status, there is little evidence of their ability to control the jurisdiction of management. This highlights the slow, uneven development of hybrid professional managers as an occupational interest.

Training Cum Development and Productivity of Workers in Nigeria Agip Oil Company, Port Harcourt, Rivers State

This study investigated the relationship between training and development and productivity of workers of Nigeria Agip Oil Company, Port Harcourt. A review of relevant literature revealed that intellectual response to the issue focused on the relationship between training and productivity in other work organizations and also excludes managerial development. They also failed to specify the method of training, and omitted the development of managers in connection to workers’ productivity. This enabled the researchers to identify the gap in knowledge on this area of research, taking cognizance of the various training and development methods, such as on-the-job, off-the-job trainings and development of managers. In the bid to investigate the relationship between the variables, four research questions and four hypotheses were posed to guide the study. Human capital theory was utilized in the clarification and explanation of the causal connection between the study variables. Simple random and random samplings were adopted. The sample size of 316 was determined with the aid of Taro Yamane Statistics, from the population figure of 1500. The study adopted cross-sectional research design and generated data through survey. Data were generated through the questionnaire and analysed using percentage, while chi-square (X2) statistics was applied to test the hypotheses. The study concluded that there is significant relationship between on-the-job training, off-the-job training, development of managers and productivity of Nigeria Agip Oil Company, Port Harcourt respectively. It also found significant relationship between training and development of workers and inducement by the acquired knowledge and skills to look for better jobs in other organizations. The study thus recommended regular on-the-job training, regular off-the-job training and development of managers, amongst others. The study thus established that training and development significantly cause workers’ productivity in Nigeria Agip Oil Company in Port Harcourt.

Block of personal formation of the heads of the system of the Ministry of Internal Affairs of Ukraine indicators characteristics

Emphasis is placed on the issue of professional and personal development of the heads of the Ministry of Internal Affairs of Ukraine as a psychological component of staffing the security and defense sector of Ukraine. It is stressed that the basis of professional and personal development of the heads of the system of the Ministry of Internal Affairs of Ukraine are activities and personality as basic categories reflected in the block of professional development and personal development block, and each block is identified in specific components and disclosed in relevant criteria. This article presents the second part of the study of professional and personal development of the heads of the Ministry of Internal Affairs of Ukraine, namely the psychological characteristics of the block of personal development through the following components and relevant criteria: orientation - attractiveness of professional activity, direction of professional activity; capability- leadership tools, ability for management; character - individual psychological features, the attitude of the leader to himself; reflection - the mechanism of self-analysis of the manager, the vector of personal development. The study is based on the use of a number of methods of psychological diagnosis, with the help of which during 6 months of 2020 844 people were surveyed, including 385 managers and 459 employees of bodies and departments of the Ministry of Internal Affairs of Ukraine who do not perform managerial functions. At the first stage of the study, the characteristics of indicators of professional and personal development of specialists of the system of the Ministry of Internal Affairs of Ukraine were determined. In the second stage, it was studied statistically significant differences in the characteristics of professional and personal development of managers compared to employees who do not perform managerial functions, for which the procedure of analysis of variance was used, namely one-way analysis of variance by the Fisher method. The Brown-Forsythe test was used to determine the equality of group variances. Statistical analysis of the data was performed using the ANOVA command of the SPSS program. It is proved that the indicators of the components of professional and personal formation of the management differ from similar indicators of non-leaders of the system of the Ministry of Internal Affairs of Ukraine in quality and content, in particular focus on management functions within professional activities. The obtained empirical data will contribute to the improvement of management theory and practice in the security and defense sector of Ukraine.

Healthcare and Leadership Competencies, Training Methods, and Venues

Healthcare systems and health organizations are amongst the most complex and ever-changing human and social enterprises. All countries in the world are involved in various phases of health reforms to expand access, improve quality, and/or control costs. The choice of which structures to use for public and private healthcare initiatives, including Public-Private Partnerships (PPPs), is influenced by economic factors. A high level of professionalization is needed throughout the different levels of these multidisciplinary establishments to ensure effective management. In some healthcare delivery models, increased attention has been given to the significance of quality assurance in higher education and professional leadership development of clinician and healthcare managers’ teams. The International Hospital Federation (IHF) has been involved in efforts to characterize healthcare management competencies and create tools to ensure that healthcare managers and organizations can be more aware of their strengths and aspects needing improvement. We provide an overview of the IHF competencies as well as what training methods and venues are available to help promote professional development of healthcare managers.

MODELLING THE SECURITY OF BUSINESS PROCESSES WHEN CREATING AND TRANSFERRING VALUES FOR STAKEHOLDERS

Abstract.The purposeof the recent study is to substantiate the directions and develop a methodological approach to modelling the security of business processes by their main types, considering the interests of stakeholders who receive value from interaction with the business.Business as an economic system is based on the significant number of transactions that can lead to different financial, material, informational losses, as well as reputational risks due to the lack of stakeholders’ trust. To prevent these losses when creating and transferring values for stakeholders we suggested the approach to modelling the security of business processes which takes into account their main types (main, auxiliary, managerial business processes and business development processes), the results (value created) that key stakeholders get at the output of these processes, and the indicators that reflect the criteria for modelling the security of business processes — efficiency, effectiveness, and quality (customer satisfaction with the result of the process — the recipient of value). Using the fuzzy set method, a map of identification of the security status of basic, auxiliary, managerial business processes and business development processes was developed, which allows to use a wide range of characteristics of business processes and linguistic variables to describe them (from «catastrophic» state to «very good») and allows you to model options for changing the strategy of the enterprise in order to avoid the risk of imbalance of economic, social and environmental interests of its stakeholders. The proposed approach was applied to retail chains in Ukraine and provided decision-makers with useful information for a better contribution of internal control systems to creating stakeholders’ value. Keywords: business process, modelling, security of business processes, security criteria, stakeholders, interests, values. JEL Classification D46, G32, L81 Formulas: 3; fig.: 2; tabl.: 5; bibl.: 20.

Development of information and management competence of the heads of the structural unit of a modern university

The relevance of the article is related to the need to introduce of innovations in the management of universities that ensure the quality of higher professional education. In turn, this implies the need for university managers to meet the professional requirements of modern management. The purpose of the article is: to describe the results of the study to identify effective conditions in the development of information and management competence of heads of structural divisions of a modern university. The methodological basis of the research is the result-oriented management methodology, the process-oriented approach, the systematic approach in management, as well as the provisions of the synergetic, acmeological, moderative and level approaches. In this article, the researchers described the features of the ascertaining stage of the experimental work, analyzed the general criteria of information and management competence, as well as the characteristics of modules aimed at developing information and management competence. The authors substantiate and describe the need to implement the formative stage of experimental work, taking into account the specially organized pedagogical influence within the framework of scientific approaches to the development of information and managerial competence of the heads of structural divisions of a modern university. The result of the research is a theoretical justification and experimental verification of the influence of the development of information and management competence of the heads of the university’s structural divisions on their successful activities in the management of a modern university. The scientific novelty lies in the fact that the conducted research contributes to the development of the theory of management, educational management, and the system of professional development of university managers. The practical significance of the article is related to the possibility of using the results of the study in improving the training of a new generation of higher school managers with a high level of professionalism, competence, and information and management culture. Key words: information competence, information and management competence of the head of the structural unit of the university, innovation, education manager.

Managerial identity development across the age-spectrum from an ideal self and values perspective

PurposeThe purpose of this study is to investigate professional identity development among management professionals through the lens of the ideal self and personal values.Design/methodology/approachDetailed career vision essays based on the ideal self and personal values of 48 participants ranging in age from 22 to 54 were analyzed using an inductive thematic analysis. A theory-based classification of their personal values, collected through a survey, was also conducted as a supplemental analysis.FindingsThe visions of older management professionals were less career-oriented, more holistic, involved in a greater multiplicity of career roles, had more clarity and placed higher emphasis on work–life balance and on developing others. The older participants also reported having fewer self-enhancement values.Originality/valueThe findings demonstrate the relevance of the ideal self as a lens to study identity development and advance our understanding of professional identity development in the context of modern careers.

Проект создания новой мировой логистики. Часть I. История и экономика проекта

The article presents one of the most promising and ambitious in socio-economic, political, humanitarian aspects of the Russian scientists’ project: “United Eurasia: Trans-Eurasian Belt of RAZVITIE — Integrated Eurasian Transport System (United Eurasia: TEBR-IETS)”. The main purpose of the project is to ensure the connectivity of the territories of the Russian Federation and their active development, first of all, the deep integrated development of Siberia, the Far East and the Arctic. The role of the project in the partnership of the progressive world community is great; the radically modernized Trans-Siberian Railway — the backbone of the project — is designed to connect the Far East, including Japan, with Western Europe and the USA in the future. This fact will make it possible to carry out on the territory of the Russian Federation and the countries included in the project, the systemic coordination of all types of transport, including river and nautical, to create a single world logistics complex of advanced technical and managerial development. The creation of the IETS will consolidate Russian geopolitical position as a transport bridge between the world economic and civilizational regions. It will create conditions for mutually beneficial cooperation with Austria, Germany, France, Czech Republic, Italy, Japan, South Korea, Singapore, India; will open up new opportunities for cooperation with North Korea, Canada and USA in the future. It will arouse interest from the PRC in the integration of a similar Chinese project, the "Silk Road" with the Russian Megaproject. The implementation of the Megaproject will allow Russia to offer the world a new effective version of a non-confrontational way of solving international problems, become a geo-economic and geopolitical integrator on the Euro-Asian continent, lay the foundations for the solidarity development of all civilizational centers around Russia as a civilization state, make it senseless and impossible to impose sanctions on Russia, and raise to a qualitatively new level of authority and the role of the Russian Federation in the modern world.

Structural model of individual development of managers of Iran Telecommunication Company

پژوهش حاضر با هدف ارائه مدل ساختاری توسعه فردی مدیران مخابرات ایران انجام شده است. توسعه فردی رویکردی مؤثر در توسعه نظام‌مند و توانمندسازی مدیران است. مواد و روش‌ها: روش پژوهش توصیفی، از نوع همبستگی است که، روابط اجزای مدل بررسی می شود. جامعه پژوهش شامل مدیران مخابرات به تعداد 220 نفر با استفاده از روش نمونه‌گیری تصادفی و از جدول مورگان، 140 نفر انتخاب. برای جمع‌آوری داده‌ها از پرسش‌نامه‌ محقق ساخته توسعه فردی مدیران با پایایی(96/0=α) استفاده که 16 مؤلفه و سه بعد توسعه شامل عوامل مؤثر بر توسعه فردی، فرایند و اقدامات توسعه فردی و شایستگی‌های فردی مدیران مورد بررسی قرار گرفت. نتیجه‌گیری: نتایج با کمک نرم افزار لیزرل و تحلیل مدل‌یابی معادلات ساختاری، نشان داد مدل ساختاری توسعه فردی مدیران مخابرات شامل سه بعد مؤثر بر توسعه فردی، فرایند و اقدامات توسعه فردی و شایستگی‌های فردی مدیران مخابرات بوده که هر یک از این ابعاد دارای مؤلفه‌های مشخص بوده و مدل‌ از برازش مناسبی برخوداراست. لذا توسعه فردی مدیران در یک ساختار نظام‌مند از عوامل مؤثر تا تحقق شایستگی‌های فردی، مورد توجه قرار گرفت. همچنین، عوامل مؤثر فردی با ضریب مسیر (37/0=γ)، بر فرایند و اقدامات تأثیردارد. فرایند و اقدامات با ضریب مسیر (17/0=γ)، بر شایستگی‌های فردی تأثیرگذاشته است. ارتباطات بین اجزای مدل حاکی از وجود فرایندی مشخص و به هم وابسته است به گونه‌ای که عوامل مؤثر بر فرایند و اقدامات، فرایند و اقدامات بر شایستگی‌های فردی تأثیر دارد. بررسی اعتبار مدل با معادلات ساختاری و روابط کمی بین ابعاد مدل مورد تأیید قرار گرفت.