IDEAS home Printed from https://ideas.repec.org/a/vrs/ijomae/v57y2021i4p331-342n5.html
   My bibliography  Save this article

The importance of emotional intelligence for the sales associates profession as a mediation between job stress and job satisfaction

Author

Listed:
  • Sandroto Christine Winstinindah

    (Atma Jaya Catholic University of Indonesia, Jakarta, Indonesia.)

  • Fransiska Jessica

    (Faculty of Economics and Business, Atma Jaya Catholic University of Indonesia, Jakarta, Indonesia.)

Abstract

Sales associates need emotional intelligence (EI) in dealing with job stress and perceived job satisfaction. So far, there has been no research that explains the effect of job stress on job satisfaction with EI as a mediating variable in the sales associate profession. This study examines EI's role in managing job stress allows sales associates to achieve job satisfaction. The population in this study is comprised of sales associates in Jakarta-Indonesia, who work in malls that target middle to upper-class level customers, with a sample size of 100 respondents. The sampling technique used was accidental sampling; the analysis uses the simple mediation model with the macro process through SPSS process 22.0 for Windows using ordinary least squares and logistic regression path analysis modeling. The finding reveals that the higher the level of EI, the stronger the extent to which the relationship between job stress and job satisfaction is mediated.

Suggested Citation

  • Sandroto Christine Winstinindah & Fransiska Jessica, 2021. "The importance of emotional intelligence for the sales associates profession as a mediation between job stress and job satisfaction," International Journal of Management and Economics, Warsaw School of Economics, Collegium of World Economy, vol. 57(4), pages 331-342, December.
    • Handle: RePEc:vrs:ijomae:v:57:y:2021:i:4:p:331-342:n:5
    DOI: 10.2478/ijme-2021-0012
    as

    Download full text from publisher

    File URL: https://doi.org/10.2478/ijme-2021-0012
    Download Restriction: no
    File URL: https://libkey.io/10.2478/ijme-2021-0012?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. Lambert, Eric & Paoline III, Eugene A., 2010. "Take this job and shove it: An exploratory study of turnover intent among jail staff," Journal of Criminal Justice, Elsevier, vol. 38(2), pages 139-148, March.
    2. Angeli Santos & Michael J. Mustafa & Terk Chern Gwi, 2015. "Trait emotional intelligence, emotional labour, and burnout among Malaysian HR professionals," Management Research Review, Emerald Group Publishing Limited, vol. 38(1), pages 67-88, January.
    3. Alina - Cerasela Aluculesei & Elena - Cristina Mahika & Răzvan Rădulescu & Puiu Nistoreanu, 2015. "Organizational Stress for Retail Store Employees in Romania Is Spa Tourism a Solution?," Romanian Economic Journal, Department of International Business and Economics from the Academy of Economic Studies Bucharest, vol. 18(55), pages 3-24, March.
    4. Lambert, Eric G. & Hogan, Nancy L. & Griffin, Marie L., 2007. "The impact of distributive and procedural justice on correctional staff job stress, job satisfaction, and organizational commitment," Journal of Criminal Justice, Elsevier, vol. 35(6), pages 644-656, December.
    5. Reza Esmaeilifar & Mohammad Iranmanesh & Mohd Wira Mohd Shafiei & Sunghyup Sean Hyun, 2020. "Effects of low carbon waste practices on job satisfaction of site managers through job stress," Review of Managerial Science, Springer, vol. 14(1), pages 115-136, February.
    6. Rosen, Christopher C. & Hochwarter, Wayne A., 2014. "Looking back and falling further behind: The moderating role of rumination on the relationship between organizational politics and employee attitudes, well-being, and performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 124(2), pages 177-189.
    7. Xiao‐Yu Liu & Jun Liu, 2013. "Effects of team leader emotional intelligence and team emotional climate on team member job satisfaction," Nankai Business Review International, Emerald Group Publishing Limited, vol. 4(3), pages 180-198, August.
    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. Reza Esmaeilifar & Mohammad Iranmanesh & Mohd Wira Mohd Shafiei & Sunghyup Sean Hyun, 2020. "Effects of low carbon waste practices on job satisfaction of site managers through job stress," Review of Managerial Science, Springer, vol. 14(1), pages 115-136, February.
    2. Shazrin Azlin Ruslan & Amer Hamzah Jantan & Dahlia Zawawi & Zanurul Huzaima Zainudin, 2016. "Knowledge Sharing Behavior and Traits Emotional Intelligence in Police Forces," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 6(12), pages 138-145, December.
    3. Francisco Javier Blanco-Encomienda & Rocío García-Cantero & María José Latorre-Medina, 2020. "Association between Work-Related Rumination, Work Environment and Employee Well-Being: A Meta-Analytic Study of Main and Moderator Effects," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 150(3), pages 887-910, August.
    4. Lambert, Eric G. & Hogan, Nancy L. & Jiang, Shanhe & Elechi, O. Oko & Benjamin, Barbaranne & Morris, Angela & Laux, John M. & Dupuy, Paula, 2010. "The relationship among distributive and procedural justice and correctional life satisfaction, burnout, and turnover intent: An exploratory study," Journal of Criminal Justice, Elsevier, vol. 38(1), pages 7-16, January.
    5. Maha Dajani & Mohamad Saad Mohamad, 2017. "Perceived Organisational Injustice and Counterproductive Behaviour: The Mediating Role of Work Alienation Evidence from the Egyptian Public Sector," International Journal of Business and Management, Canadian Center of Science and Education, vol. 12(5), pages 192-192, April.
    6. Khurram Khan & Muhammad Abbas & Asma Gul & Usman Raja, 2015. "Organizational Justice and Job Outcomes: Moderating Role of Islamic Work Ethic," Journal of Business Ethics, Springer, vol. 126(2), pages 235-246, January.
    7. Gangga Muniandy & Marhana Mohamed Anuar & Bob Foster & Jumadil Saputra & Muhamad Deni Johansyah & Tran Tien Khoa & Zafar U. Ahmed, 2021. "Determinants of Sustainable Waste Management Behavior of Malaysian Academics," Sustainability, MDPI, vol. 13(8), pages 1-14, April.
    8. repec:zib:zbmbmj:v:1:y:2022:i:2:p:66-69 is not listed on IDEAS
    9. Sukbong Choi & Yungil Kang & Kyunghwan Yeo, 2021. "Effect of a Protestant Work Ethic on Burnout: Mediating Effect of Emotional Dissonance and Moderated Mediating Effect of Negative Emotion Regulation," Sustainability, MDPI, vol. 13(11), pages 1-14, May.
    10. Varela-Neira, Concepción & Araujo, Marisa del Río & Sanmartín, Emilio Ruzo, 2018. "How and when a salesperson's perception of organizational politics relates to proactive performance," European Management Journal, Elsevier, vol. 36(5), pages 660-670.
    11. Zafarullah Sahito & Pertti Vaisanen, 2017. "The Diagonal Model of Job Satisfaction and Motivation: Extracted from the Logical Comparison of Content and Process Theories," International Journal of Higher Education, Sciedu Press, vol. 6(3), pages 209-209, August.
    12. Muhammad Shahnawaz Adil, Muhammad Owais, Ambreen Qamar, 2018. "Impact of Occupational Stress, Interpersonal Trust, and Organizational Commitment on Valence, OCB and Job Satisfaction: A Variance-Based SEM Analysis," Journal of Management Sciences, Geist Science, Iqra University, Faculty of Business Administration, vol. 5(1), pages 38-61, March.
    13. Matthew Valle & K. Michele Kacmar & Suzanne Zivnuska, 2019. "Understanding the Effects of Political Environments on Unethical Behavior in Organizations," Journal of Business Ethics, Springer, vol. 156(1), pages 173-188, April.
    14. Shoaib Shafique & Iram Naz, 2023. "A Mediating and Moderating Analysis of the Relationship Between Team Emotional Intelligence and Team Performance," SAGE Open, , vol. 13(1), pages 21582440231, February.
    15. Triana Fitriastuti & Pipiet Larasatie & Alex Vanderstraeten, 2021. "Please Like Me: Ingratiation as a Moderator of the Impact of the Perception of Organizational Politics on Job Satisfaction," IJERPH, MDPI, vol. 18(14), pages 1-15, July.
    16. Quan Hoang Nguyen Tran, 2023. "Exploring Relationships Among Overload Stress, Work-Family Conflict, Job Satisfaction, Person–Organisation Fit and Organisational Commitment in Public Organizations," Public Organization Review, Springer, vol. 23(2), pages 759-775, June.
    17. Yanping Li & Jia Xu & Yidong Tu & Xinxin Lu, 2014. "Ethical Leadership and Subordinates’ Occupational Well-Being: A Multi-level Examination in China," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 116(3), pages 823-842, May.
    18. Olayinka Yusuf Sholesi & Awotunde Olusegun Matthew & Kolawole Ibukun Olorunisola, 2023. "Telecommuting and Normative Commitment of Employees in a Technology Firm: After Effects of Covid-19 Pandemic," Journal of Economics and Behavioral Studies, AMH International, vol. 15(3), pages 70-76.
    19. Yeonu Lee, 2017. "Women Workforce in the Korean Context," International Review of Management and Marketing, Econjournals, vol. 7(1), pages 403-412.
    20. Burhan, Omar K. & van Leeuwen, Esther & Scheepers, Daan, 2020. "On the hiring of kin in organizations: Perceived nepotism and its implications for fairness perceptions and the willingness to join an organization," Organizational Behavior and Human Decision Processes, Elsevier, vol. 161(C), pages 34-48.
    21. Ferdik, Frank V., 2014. "The influence of strain on law enforcement legitimacy evaluations," Journal of Criminal Justice, Elsevier, vol. 42(6), pages 443-451.

    More about this item

    Keywords

    emotional intelligence; job satisfaction; job stress; sales associate;
    All these keywords.

    JEL classification:

    • D23 - Microeconomics - - Production and Organizations - - - Organizational Behavior; Transaction Costs; Property Rights
    • L84 - Industrial Organization - - Industry Studies: Services - - - Personal, Professional, and Business Services
    • M53 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Training
    • O15 - Economic Development, Innovation, Technological Change, and Growth - - Economic Development - - - Economic Development: Human Resources; Human Development; Income Distribution; Migration

    Statistics

    Access and download statistics

    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:57:y:2021:i:4:p:331-342:n:5. 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.