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Regulation of emotions, interpersonal conflict, and job performance for salespeople

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  • Mulki, Jay Prakash
  • Jaramillo, Fernando
  • Goad, Emily A.
  • Pesquera, Martha Rivera

Abstract

Careers in sales involve stress, which often translates to role stress that negatively impacts performance. To address this important issue, the present research examines an antecedent of stress, salespeople's regulation of emotions and the impact on organizational outcomes. Study findings show that salespeople's regulation of emotions is conducive to reducing interpersonal conflict and felt stress, which eventually leads to higher performance. Also, findings show the favorable effect of salespeople's ability to regulate emotions in reducing felt stress is stronger at higher levels of vertical collectivism. Study results are outlined along with managerial implications, which have especially important implications for organizations operating in emerging countries.

Suggested Citation

  • Mulki, Jay Prakash & Jaramillo, Fernando & Goad, Emily A. & Pesquera, Martha Rivera, 2015. "Regulation of emotions, interpersonal conflict, and job performance for salespeople," Journal of Business Research, Elsevier, vol. 68(3), pages 623-630.
    • Handle: RePEc:eee:jbrese:v:68:y:2015:i:3:p:623-630
    DOI: 10.1016/j.jbusres.2014.08.009
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    References listed on IDEAS

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    8. Martin Sanchez-Gomez & Edgar Breso, 2019. "The Mobile Emotional Intelligence Test (MEIT): An Ability Test to Assess Emotional Intelligence at Work," Sustainability, MDPI, vol. 11(3), pages 1-17, February.
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    12. Gunkel, Marjaana & Schlaegel, Christopher & Taras, Vas, 2016. "Cultural values, emotional intelligence, and conflict handling styles: A global study," Journal of World Business, Elsevier, vol. 51(4), pages 568-585.
    13. Kadic-Maglajlic, Selma & Micevski, Milena & Arslanagic-Kalajdzic, Maja & Lee, Nick, 2017. "Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions: A multi-level approach," Journal of Business Research, Elsevier, vol. 80(C), pages 53-62.
    14. Tsang-Kai Hung & Chih-Hung Wang & Mu Tian & Ming Lin & Wen-Hsiu Liu, 2022. "How to Prevent Stress in the Workplace by Emotional Regulation? The Relationship Between Compulsory Citizen Behavior, Job Engagement, and Job Performance," SAGE Open, , vol. 12(2), pages 21582440221, June.
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