How do U.S. and U.K. salespeople compare on the dimensions of emotional intelligence, positive and negative affect, and consumer orientation levels?/ (Record no. 23258)
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| 000 -LEADER | |
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| fixed length control field | 01806nam a22002657a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 130904b2010 kyu||||| |||| 00| 0 per d |
| 022 ## - INTERNATIONAL STANDARD SERIAL NUMBER | |
| International Standard Serial Number | 1534-973X |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Edition number | 21 |
| Classification number | 050/P45 |
| 085 ## - SYNTHESIZED CLASSIFICATION NUMBER COMPONENTS | |
| Number where instructions are found-single number or beginning number of span | AI 050/P45 |
| 085 ## - SYNTHESIZED CLASSIFICATION NUMBER COMPONENTS | |
| -- | 21 |
| Number where instructions are found-single number or beginning number of span | AI 050/P45 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Pettijohn, Charles E. |
| 245 ## - TITLE STATEMENT | |
| Title | How do U.S. and U.K. salespeople compare on the dimensions of emotional intelligence, positive and negative affect, and consumer orientation levels?/ |
| 246 ## - VARYING FORM OF TITLE | |
| Title proper/short title | Marketing Management Journal. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 2 tables; refs. |
| 362 ## - DATES OF PUBLICATION AND/OR SEQUENTIAL DESIGNATION | |
| Dates of publication and/or sequential designation | vol. 20, Issue No. 1(Spring, 2010): 32-39. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Identification of the variables that affect the performance of sales professionals has been an endeavor that has lasted for decades. Specification of individual variables that not only influence performance, but are amenable to both measurement and change has proven to be elusive. The purpose of this research is to assess two aspects of individual behavior which are measurable and may have profound impacts on training and development programs and selection considerations. The constructs of emotional intelligence and dispositional affect were hypothesized as being positively related to sales force performance. This study provides the empirical results of analyses designed to evaluate whether salesperson performance is significantly and positively related to the salesperson's level of emotional intelligence and his/her dispositional affect. Based on these findings, implications, conclusions and suggestions for future research are provided. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | CONSUMERS. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | CONSUMER EDUCATION. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | SALES PERSONNEL. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Rozell, Elizabeth J. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Newman, Andrew. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | |
| Koha item type | Periodicals Journal Bound |
No items available.
