Emotional Intelligence - Sales Performance Relationship: A Mediating Role of Adaptive Selling Behaviour

• Autorzy: Zazli Lily Wisker , Athanasios Poulis
• Języki publikacji: EN

Abstrakty

EN

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. (original abstract)

Słowa kluczowe

EN

Emotional intelligence; Sale; Human resources

PL

Inteligencja emocjonalna; Sprzedaż; Zasoby ludzkie

• Czasopismo: International Journal of Management and Economics
• Rocznik: 2014
• Numer: nr 43
• Strony: 32--52

Twórcy

autor

Zazli Lily Wisker

• Faculty of Business, American University of the Middle East

autor

Athanasios Poulis

• Faculty of Business, American University of the Middle East

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