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Emotional intelligence and its relat...

Chipain, George Constantine.

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Emotional intelligence and its relationship with sales success.

Record Type:	Electronic resources : Monograph/item
Title/Author:	Emotional intelligence and its relationship with sales success./
Author:	Chipain, George Constantine.
Description:	228 p.
Notes:	Source: Dissertation Abstracts International, Volume: 64-02, Section: A, page: 0377.
Contained By:	Dissertation Abstracts International64-02A.
Subject:	Education, Business. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3081425

Emotional intelligence and its relationship with sales success.
Chipain, George Constantine.

Emotional intelligence and its relationship with sales success. - 228 p.

Source: Dissertation Abstracts International, Volume: 64-02, Section: A, page: 0377.

Thesis (Ed.D.)--DePaul University, 2003.

Emotional intelligence is a theoretical framework that organizes and integrates empirical research regarding emotions. Personal selling is the most effective marketing communication vehicle available to organizations because of its ability to adapt to specific customer needs. While two bodies of research have evolved regarding emotional intelligence theory and sales success predictors, little research has been carried out to link these two concepts together. This exploratory study tested a model of emotional intelligence and a measure of sales performance. The participants for the investigation were sales representatives in the personal home products industry. One hundred twenty-eight adult sales professionals completed a measure of emotional intelligence and sales performance data. Overall, the results supported the main hypothesis, which was that emotional intelligence positively related to sales performance. Moreover, the findings showed that the emotional intelligence of high performing sales professionals was significantly different from the emotional intelligence of low performing sales professionals. Age, formal education, professional experience, and ethnicity did not moderate the relationship between emotional intelligence and sales performance. The findings suggest that emotional intelligence, when viewed from a global perspective, provides a valuable link with existing theories regarding sales success.Subjects--Topical Terms:

1017515
Education, Business.

Emotional intelligence and its relationship with sales success.
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035 $a (UnM)AAI3081425
035 $a AAI3081425
040 $a UnM $c UnM
100 1 $a Chipain, George Constantine. $3 1947173
245 1 0 $a Emotional intelligence and its relationship with sales success.
300 $a 228 p.
500 $a Source: Dissertation Abstracts International, Volume: 64-02, Section: A, page: 0377.
500 $a Adviser: John Taccarino.
502 $a Thesis (Ed.D.)--DePaul University, 2003.
520 $a Emotional intelligence is a theoretical framework that organizes and integrates empirical research regarding emotions. Personal selling is the most effective marketing communication vehicle available to organizations because of its ability to adapt to specific customer needs. While two bodies of research have evolved regarding emotional intelligence theory and sales success predictors, little research has been carried out to link these two concepts together. This exploratory study tested a model of emotional intelligence and a measure of sales performance. The participants for the investigation were sales representatives in the personal home products industry. One hundred twenty-eight adult sales professionals completed a measure of emotional intelligence and sales performance data. Overall, the results supported the main hypothesis, which was that emotional intelligence positively related to sales performance. Moreover, the findings showed that the emotional intelligence of high performing sales professionals was significantly different from the emotional intelligence of low performing sales professionals. Age, formal education, professional experience, and ethnicity did not moderate the relationship between emotional intelligence and sales performance. The findings suggest that emotional intelligence, when viewed from a global perspective, provides a valuable link with existing theories regarding sales success.
590 $a School code: 0937.
650 4 $a Education, Business. $3 1017515
650 4 $a Business Administration, Marketing. $3 1017573
690 $a 0688
690 $a 0338
710 2 0 $a DePaul University. $3 1032307
773 0 $t Dissertation Abstracts International $g 64-02A.
790 1 0 $a Taccarino, John, $e advisor
790 $a 0937
791 $a Ed.D.
792 $a 2003
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3081425