Emotional intelligence, personality and sales performance

Lennart Sjöberg () and Patrick Littorin ()
Additional contact information
Lennart Sjöberg: Center for Risk Research, Postal: Stockholm School of Economics, P.O. Box 6501, SE-113 83 Stockholm, Sweden
Patrick Littorin: Testing Edge AB, Postal: Djursholm

No 2003:8, SSE/EFI Working Paper Series in Business Administration from Stockholm School of Economics

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.

Keywords: emotional intelligence; personality; work motivation; sales performance (search for similar items in EconPapers)
Pages: 24 pages
Date: 2003-05-11
New Economics Papers: this item is included in nep-cbe and nep-lab
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (1)

Published in Scandinavian Journal of Organizational Theory and Practice, 2005, pages 21-37.

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Persistent link: https://EconPapers.repec.org/RePEc:hhb:hastba:2003_008

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