Emotional Intelligence, Personality And Sales Performance

Topics:
Emotional Intelligence,
Motivation
Tags:
Emotional Intelligence,
Leadership,
Management,
Performance,
Sales,
Sales Performance,
Stockholm School Of Economic,
Tools & Techniques
Source:
Stockholm School of Economics

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Overview: In this paper, salespersons in a telecommunications company were tested for perceived risk, Emotional Intelligence (EI), a number of additional dimensions of work motivation and personality, and performance. It was found that EI was related as expected to other variables, most notably 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 also 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.

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Format: PDF | Size: 165KB | Date: May 2003 | Pages: 24

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