Relationships between emotional intelligence and sales performance in Kuwait
This study investigates the relationship between emotional intelligence (EI) and Total Sales Performance (TSP), and whether EI contributes to predicting the performance of sales professionals in Kuwait. The sample was 218 sales professionals working for 24 different car dealerships. An ability model...
| Main Authors: | , , , |
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| Format: | Article |
| Language: | English |
| Published: |
Colegio Oficial de Psicólogos de Madrid
2016-04-01
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| Series: | Journal of Work and Organizational Psychology |
| Online Access: | http://www.copmadrid.org/webcopm/publicaciones/trabajo/tr2016v32n1a5.pdf |
| _version_ | 1818513647912091648 |
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| author | Kholoud S. AlDosiry Othman H. Alkhadher Elsayed M. AlAqraa' Neil Anderson |
| author_facet | Kholoud S. AlDosiry Othman H. Alkhadher Elsayed M. AlAqraa' Neil Anderson |
| author_sort | Kholoud S. AlDosiry |
| collection | DOAJ |
| description | This study investigates the relationship between emotional intelligence (EI) and Total Sales Performance (TSP), and whether EI contributes to predicting the performance of sales professionals in Kuwait. The sample was 218 sales professionals working for 24 different car dealerships. An ability model of EI was measured using the Assessing Emotions Scale (AES) developed by Schutte et al. (1998) and its Arabic version. The trait model of EI was assessed using the Effective Intelligence Scale (EIS). The findings showed a negative but weak correlation between TSP and the AES and all its subscales. No correlation was found between TSP and the EIS. A weak positive correlation existed between Objective Sales Performance and each of total EIS, Accuracy, and Patience subscales. |
| first_indexed | 2024-12-11T00:04:25Z |
| format | Article |
| id | doaj.art-cfc492767ddc47a7a771011de7790ad0 |
| institution | Directory Open Access Journal |
| issn | 1576-5962 2174-0534 |
| language | English |
| last_indexed | 2024-12-11T00:04:25Z |
| publishDate | 2016-04-01 |
| publisher | Colegio Oficial de Psicólogos de Madrid |
| record_format | Article |
| series | Journal of Work and Organizational Psychology |
| spelling | doaj.art-cfc492767ddc47a7a771011de7790ad02022-12-22T01:28:22ZengColegio Oficial de Psicólogos de MadridJournal of Work and Organizational Psychology1576-59622174-05342016-04-01321394510.1016/j.rpto.2015.09.00211320559Relationships between emotional intelligence and sales performance in KuwaitKholoud S. AlDosiryOthman H. AlkhadherElsayed M. AlAqraa'Neil AndersonThis study investigates the relationship between emotional intelligence (EI) and Total Sales Performance (TSP), and whether EI contributes to predicting the performance of sales professionals in Kuwait. The sample was 218 sales professionals working for 24 different car dealerships. An ability model of EI was measured using the Assessing Emotions Scale (AES) developed by Schutte et al. (1998) and its Arabic version. The trait model of EI was assessed using the Effective Intelligence Scale (EIS). The findings showed a negative but weak correlation between TSP and the AES and all its subscales. No correlation was found between TSP and the EIS. A weak positive correlation existed between Objective Sales Performance and each of total EIS, Accuracy, and Patience subscales.http://www.copmadrid.org/webcopm/publicaciones/trabajo/tr2016v32n1a5.pdf |
| spellingShingle | Kholoud S. AlDosiry Othman H. Alkhadher Elsayed M. AlAqraa' Neil Anderson Relationships between emotional intelligence and sales performance in Kuwait Journal of Work and Organizational Psychology |
| title | Relationships between emotional intelligence and sales performance in Kuwait |
| title_full | Relationships between emotional intelligence and sales performance in Kuwait |
| title_fullStr | Relationships between emotional intelligence and sales performance in Kuwait |
| title_full_unstemmed | Relationships between emotional intelligence and sales performance in Kuwait |
| title_short | Relationships between emotional intelligence and sales performance in Kuwait |
| title_sort | relationships between emotional intelligence and sales performance in kuwait |
| url | http://www.copmadrid.org/webcopm/publicaciones/trabajo/tr2016v32n1a5.pdf |
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