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Emotional Intelligence Predictors of...

Haakonstad, Joan M.

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Emotional Intelligence Predictors of Sales Performance.

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	Emotional Intelligence Predictors of Sales Performance./
作者:	Haakonstad, Joan M.
面頁冊數:	129 p.
附註:	Source: Dissertation Abstracts International, Volume: 72-12, Section: B, page: 7671.
Contained By:	Dissertation Abstracts International72-12B.
標題:	Behavioral psychology. -
電子資源:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3469901
ISBN:	9781124862873

Emotional Intelligence Predictors of Sales Performance.
Haakonstad, Joan M.

Emotional Intelligence Predictors of Sales Performance. - 129 p.

Source: Dissertation Abstracts International, Volume: 72-12, Section: B, page: 7671.

Thesis (Ph.D.)--Walden University, 2011.

Researchers have found that emotional intelligence (EI) relates to individual and organizational effectiveness, including sales performance. Past studies, however, have been limited in two ways. First, most research has been based on mixed-use models of EI rather than ability-based models. Second, to date only one study, based on the mixed-use model, has examined the extent to which EI facets predict sales performance. Thus, the purposes of this study were to examine the relationship between EI and sales performance using an ability-based measure and explore which combination of EI facets best predicts sales performance. A quantitative, non-experimental approach was undertaken. Overall EI and the four Branches (Perceiving, Using, Understanding, and Managing emotions) were measured using the Mayer-Salovey-Caruso Emotional Intelligence Test (MSCEIT). Participants (N = 75) came from a database of 17,000 real estate professionals who reported the number of sales closed in the past year and then completed the MSCEIT. Pearson correlation and multiple regression analyses were computed. Results indicated that EI did not relate statistically to sales performance and that the four Branch scales did not explain a significant proportion of variance in sales performance. However, one subscale, Using Emotions, did relate more strongly to sales performance than other subscales. Exploratory analyses found that Managing Emotions related positively to the number of agents on a team and number of transactions completed by the team. The results contribute to positive social change by suggesting that organizations may use certain aspects of EI as an integral part of employee selection and training processes, and by providing insight into EI and sales performance relationships using the MSCEIT as a platform for future research.

ISBN: 9781124862873

LCCN: AAI3469901Subjects--Topical Terms:

2122788
Behavioral psychology.

Emotional Intelligence Predictors of Sales Performance.
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