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Emotional intelligence, personality and sales performance

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Abstract

In this study, salespersons in a telecommunications company were tested for emotional intelligence (EI), additional dimensions of work motivation and personality, and work performance. It was found that EI was related as expected to other variables, most noticeably to life/work balance (positively), to positive affective tone (positively), and to materialistic values and money obsession (negatively). EI was most clearly related to citizenship behavior and less to core task performance, as expected. Core task performance was strongly related to conscientiousness and positive affect, and to willingness to work and work interest. Job satisfaction had a weaker relationship to performance, in agreement with much earlier work. EI emerged as a dimension possible to measure and with expected properties.

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  • 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.
    • Handle: RePEc:hhb:hastba:2003_008
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    1. Sjöberg, Lennart, 2001. "Emotional Intelligence Measured in a Highly Competitive Testing Situation," SSE/EFI Working Paper Series in Business Administration 2001:13, Stockholm School of Economics, revised 04 Dec 2001.
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    1. 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.

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    2. Sjöberg, Lennart & Engelberg, Elisabeth, 2004. "Measuring and Validating Emotional Intelligence as Performance or Self-Report," SSE/EFI Working Paper Series in Business Administration 2004:3, Stockholm School of Economics.

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    Keywords

    emotional intelligence; personality; work motivation; sales performance;
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