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

Athanasios Poulis, Zazli Wisker

Research output: Contribution to journalArticle

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.
Original languageEnglish
Pages (from-to)32-55
Number of pages24
JournalInternational Journal of Management and Economics
Volume43
Issue number1
DOIs
Publication statusPublished - 2014

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Emotional intelligence
Sales performance
Adaptive selling
Salespeople
Malaysia
Financial industry
Structural equation modeling

Cite this

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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.",
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