Zerkal A. Enterprise's personnel management on the basis of commercial awareness: theory, methodology, practice

The conceptual and categorical apparatus of the commercial awareness of the personnel of enterprises has been clarified. The element-by-element structural components and features of formation of the commercial awareness of the personnel had been determined and it has been revealed that the commercial awareness of the personnel is a relational structure. The toolkit for managing the formation of the commercial awareness of the personnel of enterprises had been determined. A system-target analysis of the behavioral competencies of the personnel of enterprises in the context of commercial awareness has been formed and the structure of each competence has been substantiated with the development of a scale that determines the degree of manifestation of competence. The features of modeling and designing the commercial awareness of personnel based on the formation of behavioral competencies have been determined. A conceptual approach to the development of system for diagnosing the commercial awareness of enterprise personnel. The assessment of current state of the commercial awareness of the personnel of enterprises has been implemented. The motivation factors for managers in the formation of the commercial awareness have been determined. An assessment of the performance of the managers of the five surveyed enterprises was carried out. The typology of the influence of factors of the internal and external environment on the process and the effectiveness of the formation of commercial awareness has been developed. A methodology for the formation of the commercial awareness of the personnel of enterprises based on the influence of factors of the internal and external environment and the specifics of doing business in Ukraine has been developed.