EMOTIONAL INTELLIGENCE AND DISPOSITIONAL AFFECTIVITY AS PREDICTORS OF PERFORMANCE IN SALESPEOPLE

被引：51

作者：

Rozell, Elizabeth ^{[1
]}

Pettijohn, Charles ^{[2
]}

Parker, R. ^{[2
]}

机构：

[1] Missouri State Univ, Coll Business Adm, Management, Springfield, MO 65897 USA

[2] Missouri State Univ, Coll Business Adm, Mkt, Springfield, MO USA

来源：

JOURNAL OF MARKETING THEORY AND PRACTICE | 2006年 / 14卷 / 02期

关键词：

D O I：

10.2753/MTP1069-6679140202

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Identification of the variables that affect the performance of sales professionals has been an endeavor that has lasted for decades. In the current study, the constructs of emotional intelligence and dispositional affectivity were hypothesized as being positively related to sales force performance. The findings of this research indicate that sales performance is significantly related to emotional intelligence and a combination of the measures of dispositional affect. Based on these findings, implications, conclusions, and suggestions for future research are provided.

引用

页码：113 / 124

页数：12

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