How do U.S. and U.K. salespeople compare on the dimensions of emotional intelligence, positive and negative affect, and consumer orientation levels?/
Marketing Management Journal.
- 2 tables; refs.
- vol. 20, Issue No. 1(Spring, 2010): 32-39.
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.