IDEAS home Printed from https://ideas.repec.org/a/vrs/ijomae/v43y2014i1p32-52n2.html
   My bibliography  Save this article

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

Author

Listed:
  • Wisker Zazli Lily

    (Faculty of Business, American University of the Middle East)

  • Poulis Athanasios

    (Faculty of Business, American University of the Middle East)

Abstract

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.

Suggested Citation

  • Wisker Zazli Lily & Poulis Athanasios, 2014. "Emotional Intelligence – Sales Performance Relationship: A Mediating Role of Adaptive Selling Behaviour," International Journal of Management and Economics, Warsaw School of Economics, Collegium of World Economy, vol. 43(1), pages 32-52, September.
    • Handle: RePEc:vrs:ijomae:v:43:y:2014:i:1:p:32-52:n:2
    DOI: 10.1515/ijme-2015-0002
    as

    Download full text from publisher

    File URL: https://doi.org/10.1515/ijme-2015-0002
    Download Restriction: no
    File URL: https://libkey.io/10.1515/ijme-2015-0002?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Kenneth Law & Chi-Sum Wong & Guo-Hua Huang & Xiaoxuan Li, 2008. "The effects of emotional intelligence on job performance and life satisfaction for the research and development scientists in China," Asia Pacific Journal of Management, Springer, vol. 25(1), pages 51-69, January.
    2. Sjöberg, Lennart & Littorin, Patrick, 2003. "Emotional intelligence, personality and sales performance," SSE/EFI Working Paper Series in Business Administration 2003:8, Stockholm School of Economics.
    3. N. Paparoidamis & P. Guenzi, 2009. "An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness," Post-Print hal-00325582, HAL.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Kelly Z. Peng, 2017. "Responding to emotions in China: Gender differences and the emotion-job outcome relationship," Asia Pacific Journal of Management, Springer, vol. 34(2), pages 443-460, June.
    2. Delpechitre, Duleeep & Beeler-Connelly, Lisa L. & Chaker, Nawar N., 2018. "Customer value co-creation behavior: A dyadic exploration of the influence of salesperson emotional intelligence on customer participation and citizenship behavior," Journal of Business Research, Elsevier, vol. 92(C), pages 9-24.
    3. Daniela Corsaro & Isabella Maggioni, 2021. "Managing the sales transformation process in B2B: between human and digital," Italian Journal of Marketing, Springer, vol. 2021(1), pages 25-56, June.
    4. Khalid, Adeel & Singh, Sanjay Kumar & Usman, Muhammad & Waqas, Muhammad & Ishizaka, Alessio, 2024. "Managerial latitude and adaptive selling: Important roles of salesperson perceived control and work centrality," Journal of Business Research, Elsevier, vol. 172(C).
    5. Jung-Hyun Lee & Min-su Kim & Aeeun Jeon, 2013. "The effects of emotional intelligence on service recovery and organizational loyalty: a case of flight attendants of South Korean airlines," Service Business, Springer;Pan-Pacific Business Association, vol. 7(4), pages 665-686, December.
    6. Deng, Binbin, 2010. "Schooling and Wage Revisited: Does Higher IQ Really Give You Higher Income?," MPRA Paper 23206, University Library of Munich, Germany.
    7. Nicholas Muasa Musau, 2023. "Influence of Self-Efficacy and Emotional Intelligence on The Performance of Sales Managers: A Case of a FMCG in Nairobi, Kenya," International Journal of Research and Innovation in Social Science, International Journal of Research and Innovation in Social Science (IJRISS), vol. 7(5), pages 841-856, May.
    8. Shazma Ahmad Khan & Faryal Sheikh, 2014. "Impact of emotional intelligence on employee task performance though the moderation of proactive behavior," International Journal of Social Sciences and Management Studies (IJSSMS), The Economics and Social Development Organization (TESDO), vol. 1(4), pages 121-127, December.
    9. Smyth, Russell & Mishra, Vinod & Qian, Xiaolei, 2008. "The Environment and Well-Being in Urban China," Ecological Economics, Elsevier, vol. 68(1-2), pages 547-555, December.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:vrs:ijomae:v:43:y:2014:i:1:p:32-52:n:2. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Peter Golla (email available below). General contact details of provider: https://www.sgh.waw.pl/kgs/en .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.