Organizational Emotional Intelligence and Top Selling
Author(s) / Creator(s)
Giorgi, Gabriele
Mancuso, Serena
Fiz Perez, Francisco Javier
Abstract / Description
The purpose of this study is to explore emotional intelligence in association with effective sales performance. The participants involved in this study were sellers in a home furniture company and completed a new tool measuring emotional intelligence at the beginning of their employment with the company. After four months, their volume of sales was calculated and compared with other results. Briefly, evidence from this study indicates that emotional intelligence skills are relevant in association with job performance, particularly relationship management and self-management. The final results support the main hypothesis. Subsequent implications for sales organizations and researchers are discussed.
Keyword(s)
emotional intelligence sales organizational intelligence emotional competencies sales performance employee performance ItalyPersistent Identifier
Date of first publication
2014-11-28
Journal title
Europe's Journal of Psychology
Volume
10
Issue
4
Page numbers
712–725
Publisher
PsychOpen GOLD
Publication status
publishedVersion
Review status
peerReviewed
Is version of
Citation
Giorgi, G., Mancuso, S., & Fiz Perez, F. J. (2014). Organizational Emotional Intelligence and Top Selling. Europe's Journal of Psychology, 10(4), 712–725. https://doi.org/10.5964/ejop.v10i4.755
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ejop.v10i4.755.pdfAdobe PDF - 1.03MBMD5: d6462b4e96bf6857152a703c1168bc5d
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There are no other versions of this object.
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Author(s) / Creator(s)Giorgi, Gabriele
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Author(s) / Creator(s)Mancuso, Serena
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Author(s) / Creator(s)Fiz Perez, Francisco Javier
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PsychArchives acquisition timestamp2018-11-21T09:59:14Z
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Made available on2018-11-21T09:59:14Z
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Date of first publication2014-11-28
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Abstract / DescriptionThe purpose of this study is to explore emotional intelligence in association with effective sales performance. The participants involved in this study were sellers in a home furniture company and completed a new tool measuring emotional intelligence at the beginning of their employment with the company. After four months, their volume of sales was calculated and compared with other results. Briefly, evidence from this study indicates that emotional intelligence skills are relevant in association with job performance, particularly relationship management and self-management. The final results support the main hypothesis. Subsequent implications for sales organizations and researchers are discussed.en_US
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Publication statuspublishedVersion
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Review statuspeerReviewed
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CitationGiorgi, G., Mancuso, S., & Fiz Perez, F. J. (2014). Organizational Emotional Intelligence and Top Selling. Europe's Journal of Psychology, 10(4), 712–725. https://doi.org/10.5964/ejop.v10i4.755
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ISSN1841-0413
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Persistent Identifierhttps://hdl.handle.net/20.500.12034/914
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Persistent Identifierhttps://doi.org/10.23668/psycharchives.1106
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Language of contenteng
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PublisherPsychOpen GOLD
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Is version ofhttps://doi.org/10.5964/ejop.v10i4.755
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Keyword(s)emotional intelligenceen_US
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Keyword(s)salesen_US
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Keyword(s)organizational intelligenceen_US
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Keyword(s)emotional competenciesen_US
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Keyword(s)sales performanceen_US
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Keyword(s)employee performanceen_US
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Keyword(s)Italyen_US
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Dewey Decimal Classification number(s)150
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TitleOrganizational Emotional Intelligence and Top Sellingen_US
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DRO typearticle
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Issue4
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Journal titleEurope's Journal of Psychology
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Page numbers712–725
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Volume10
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Visible tag(s)Version of Record