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Emotional intelligence, personality and sales performance

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Author Info

  • Sjöberg, Lennart

    ()
    (Center for Risk Research)

  • Littorin, Patrick

    ()
    (Testing Edge AB)

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    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.

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    File URL: http://swoba.hhs.se/hastba/papers/hastba2003_008.pdf
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    Bibliographic Info

    Paper provided by Stockholm School of Economics in its series Working Paper Series in Business Administration with number 2003:8.

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    Length: 24 pages
    Date of creation: 11 May 2003
    Date of revision:
    Publication status: Published in Scandinavian Journal of Organizational Theory and Practice, 2005, pages 21-37.
    Handle: RePEc:hhb:hastba:2003_008

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    Postal: The Economic Research Institute, Stockholm School of Economics, P.O. Box 6501, SE 113 83 Stockholm, Sweden
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    Web page: http://www.hhs.se/
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    Related research

    Keywords: emotional intelligence; personality; work motivation; sales performance;

    This paper has been announced in the following NEP Reports:

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    1. Sjöberg, Lennart, 2001. "Emotional Intelligence Measured in a Highly Competitive Testing Situation," Working Paper Series in Business Administration 2001:13, Stockholm School of Economics, revised 04 Dec 2001.
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