TITLE

An Empirical Assessment, and Exploratory Study, of Emotional Intelligence through Interviews with Sales Professionals and Sales Managers

AUTHOR(S)
Russell, Doug; Walker, James
PUB. DATE
July 2011
SOURCE
Academy of Business Research Journal;2011, Vol. 2, p7
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Emotional intelligence (EI) has recently found its way into marketing's discussions. Originating from the psychology domain, EI is the notion that people have differing abilities to pick up on emotional meanings in interpersonal communications and ultimately in their abilities to use that information when making decisions. Researchers have suggested individuals possessing high EI are more successful than their low EI counterparts. To investigate such claims a concentrated and in depth personal interview field study, including both salespeople and sales managers, was performed to empirically explore the EI/personal selling relationship. Extending this literature stream's performance measures beyond self-reports, to include peer reports, findings indicate EI is positively related to sales performance - those salespeople with the highest EI levels were found to have higher sales abilities. Additional findings indicate EI may be learned over time, EI was not different across genders in the personal selling field, and EI may be more important in the service sector.
ACCESSION #
85883332

 

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