Emotional Intelligence – Sales Performance Relationship: A Mediating Role of Adaptive Selling Behaviour

Wisker Zazli Lily and Poulis Athanasios
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Wisker Zazli Lily: Faculty of Business, American University of the Middle East
Poulis Athanasios: Faculty of Business, American University of the Middle East

International Journal of Management and Economics, 2014, vol. 43, issue 1, 32-52

Abstract: In this study, we examined the impact of emotional intelligence on sales performance. We posited that the impact of emotional intelligence (EI) on sales performance was mediated by adaptive selling behaviour (ASB). Data were collected from 281 sales people in the financial industries in Malaysia via the WLEIS emotional intelligence scale and ADAPTS adaptive selling behaviour scale, and were quantitatively analysed using structural equation modelling (SEM). Results were in keeping with the model. Three domains of EI were not found to impact sales performance directly but through ASB. Theoretical implications and managerial ramifications were also discussed.

Keywords: Emotional intelligence (EI); adaptive selling behaviour (ASB); sales performance (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:vrs:ijomae:v:43:y:2014:i:1:p:32-52:n:2

DOI: 10.1515/ijme-2015-0002

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