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

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  • Wisker Zazli Lily
  • Poulis Athanasios

    (Faculty of Business, American University of the Middle East)

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.

Suggested Citation

  • Wisker Zazli Lily & Poulis Athanasios, 2014. "Emotional Intelligence – Sales Performance Relationship: A Mediating Role of Adaptive Selling Behaviour," International Journal of Management and Economics, Warsaw School of Economics, Collegium of World Economy, vol. 43(1), pages 32-52, September.
    • Handle: RePEc:vrs:ijomae:v:43:y:2014:i:1:p:32-52:n:2
    DOI: 10.1515/ijme-2015-0002
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    References listed on IDEAS

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    1. N. Paparoidamis & P. Guenzi, 2009. "An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness," Post-Print hal-00325582, HAL.
    2. Kenneth Law & Chi-Sum Wong & Guo-Hua Huang & Xiaoxuan Li, 2008. "The effects of emotional intelligence on job performance and life satisfaction for the research and development scientists in China," Asia Pacific Journal of Management, Springer, vol. 25(1), pages 51-69, January.
    3. Sjöberg, Lennart & Littorin, Patrick, 2003. "Emotional intelligence, personality and sales performance," SSE/EFI Working Paper Series in Business Administration 2003:8, Stockholm School of Economics.
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