EMOTIONAL INTELLIGENCE AND SALES PERFORMANCE. A MYTH OR REALITY (original) (raw)
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International Journal of Management and Economics, 2014
In this study, we examined the impact of emotional intelligence on sales performance. We posited that the impact of emotional intelligence (EI) on sales performance was mediated by adaptive selling behaviour (ASB). Data were collected from 281 sales people in the financial industries in Malaysia via the WLEIS emotional intelligence scale and ADAPTS adaptive selling behaviour scale, and were quantitatively analysed using structural equation modelling (SEM). Results were in keeping with the model. Three domains of EI were not found to impact sales performance directly but through ASB. Theoretical implications and managerial ramifications were also discussed.
Impact of Emotional Intelligence on Sales Performance
Purpose: The aim behind selecting this topic for study is to find out the Impact of Emotional Intelligence on Sales Performance. Almost all businesses in the world need salespeople to grow their businesses.Emotional intelligence is the strongest determinant for success in the sales field. Understanding the relationship between EI and sales performance may help reduce the gap between successful and average sales performance. Research Methodology: Both primary and secondary data will be to present for comprehensive study. Managerial Implications: The major groups of interest (i.e. management students, academicians, researchers, practicing managers) will be able to understand the Impact of Emotional Intelligence on Sales Performance in a better way. Findings: As per the current study,Impact of Emotional Intelligence on Sales Performance is prevalent in Indian Industries. Scope for Further Research: The similar kind of framework can be applied to any industry.
Relationships between emotional intelligence and sales performance in Kuwait
Revista de Psicología del Trabajo y de las Organizaciones, 2016
This study investigates the relationship between emotional intelligence (EI) and Total Sales Performance (TSP), and whether EI contributes to predicting the performance of sales professionals in Kuwait. The sample was 218 sales professionals working for 24 different car dealerships. An ability model of EI was measured using the Assessing Emotions Scale (AES) developed by Schutte et al. (1998) and its Arabic version. The trait model of EI was assessed using the Effective Intelligence Scale (EIS). The findings showed a negative but weak correlation between TSP and the AES and all its subscales. No correlation was found between TSP and the EIS. A weak positive correlation existed between Objective Sales Performance and each of total EIS, Accuracy and Patience subscales.
Emotional intelligence, personality and sales performance
2003
In this study, salespersons in a telecommunications company were tested for emotional intelligence (EI), additional dimensions of work motivation and personality, and work performance. It was found that EI was related as expected to other variables, most noticeably to life/work balance (positively), to positive affective tone (positively), and to materialistic values and money obsession (negatively). EI was most clearly related to citizenship behavior and less to core task performance, as expected. Core task performance was strongly related to conscientiousness and positive affect, and to willingness to work and work interest. Job satisfaction had a weaker relationship to performance, in agreement with much earlier work. EI emerged as a dimension possible to measure and with expected properties.
How and When Does Emotional Intelligence Influence Salesperson Adaptive and Proactive Performance?
European Management Review, 2015
Salesperson adaptivity and proactivity are two emergent forms of sales performance that are particularly important when work requirements cannot be clearly anticipated and employees need to address complex situations. This study attempts to contribute to the existing literature by exploring the underlying mechanism that links emotional intelligence (EI), an ability that is considered fundamental in customer interactions, to adaptive and proactive performance. A dyadic sample of industrial salespeople and their immediate supervisors reveals that EI has a positive influence on salesperson adaptivity and proactivity through its effect on their perceived self-efficacy and intrinsic motivation. Additionally, the indirect effect of self-efficacy on adaptive and proactive sales performance is found to depend on a salesperson's perceived organizational support and ability to bounce back. Certain implications of this study, as well as suggestions for future research, are also addressed.
Marketing Science & Inspirations, 2019
Emotional intelligence (EI) means knowing one's feelings and others, determining emotions and feelings controlling them and sympathizing with other people. The importance of EI is out of question especially among organisation managers and principals. For professional successes are a lot factors. So this paper deals with reviewing the relationship EI, organisational commitment (OC) and employees' performance (EP) in Iranian Red Crescent Societies (IRCS). The paper aims to empirically examine this relation. EI is independent variable, and OC and EP is dependent variables. Age, gender, and education are control variables. Statistics society consists of some managers and employees' who are 21 and 95 members. A hypothesis has been examined in this paper. By using of Kruskal-Wallis, Mann-Whitney U experiments and binominal test and Spearman's coefficients results are obtained. The findings are considered that there is a significant relationship between employees' EI, OC and their performance. The findings also make that managers' EI does not affect on employees' OC and their performance. In addition, the findings prescribe that there is not a significant difference between male and female employees' EI, OC and their performance. Also is not significant difference between managers' and employees' EI. The results indicate that EI plays an importance role in the OC and employees' performance, even in other organisations like IRCS.
Emotional Salespeople: customer orientation and emotional intelligence
Revista de Negócios, 2020
Customer orientation is recurrent in academic research because it enables more effective value creation for customers and shareholders. In this context, this research investigates an unexplored topic, which is the relationship between the emotional intelligence of salespeople and their customer orientation. In a sample of 167 Brazilian salespeople, two validated scale were used, but rarely applied together: (a) Saxe and Weitz Sales Orientation and Customer Orientation Scale (SOCO); (b) Wong and Law Emotional Intelligence Scale (WLEIS). It was concluded with the structural equation model developed that the percentage of customer orientation variability explained by the model is 12% and that for each increase in standard deviation of total emotional intelligence, customer orientation increases by .35 standard deviation, that emotional intelligence is greater in older salespeople, and that emotional intelligence varies according to the economic sectors of salespeople.
Organizational Emotional Intelligence and Top Selling
Europe’s Journal of Psychology, 2014
The purpose of this study is to explore emotional intelligence in association with effective sales performance. The participants involved in this study were sellers in a home furniture company and completed a new tool measuring emotional intelligence at the beginning of their employment with the company. After four months, their volume of sales was calculated and compared with other results. Briefly, evidence from this study indicates that emotional intelligence skills are relevant in association with job performance, particularly relationship management and self-management. The final results support the main hypothesis. Subsequent implications for sales organizations and researchers are discussed.