Awareness and action: implications and dimensions of salesperson emotional intelligence

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dc.contributor Bachrach, Daniel G.
dc.contributor Baker, Thomas L.
dc.contributor Panagopoulos, Nikolaos G.
dc.contributor Rapp, Tammy L.
dc.contributor.advisor Rapp, Adam A.
dc.contributor.author Johnson, Catherine M.
dc.date.accessioned 2017-04-26T14:24:25Z
dc.date.available 2017-04-26T14:24:25Z
dc.date.issued 2015
dc.identifier.other u0015_0000001_0002179
dc.identifier.other Johnson_alatus_0004D_12544
dc.identifier.uri http://ir.ua.edu/handle/123456789/3046
dc.description Electronic Thesis or Dissertation
dc.description.abstract Recently, sales literature has begun to recognize that emotional intelligence (EI), which is a distinct form of intelligence entailing the perception, understanding, facilitation, and management of emotions, is a salesperson characteristic that has the potential to substantively impact interpersonal success and, ultimately, performance. This research explores specific outcomes and boundary conditions of EI in a sales context with a field study including a salesperson sample. Further, it stands to contribute to the considerable debate surrounding emotional intelligence by first empirically comparing competing conceptualizations in the same sample. Second, this research proposes and provides empirical support for a new conceptualization of emotional intelligence as consisting of cognitive and behavioral components which are not only distinct from each other but also are progressive in nature. Finally, moderators are found which impact a salesperson’s ability to translate cognitive EI into behavioral EI.
dc.format.extent 150 p.
dc.format.medium electronic
dc.format.mimetype application/pdf
dc.language English
dc.language.iso en_US
dc.publisher University of Alabama Libraries
dc.relation.ispartof The University of Alabama Electronic Theses and Dissertations
dc.relation.ispartof The University of Alabama Libraries Digital Collections
dc.relation.hasversion born digital
dc.rights All rights reserved by the author unless otherwise indicated.
dc.subject.other Marketing
dc.title Awareness and action: implications and dimensions of salesperson emotional intelligence
dc.type thesis
dc.type text
etdms.degree.department University of Alabama. Dept. of Management and Marketing
etdms.degree.discipline Marketing
etdms.degree.grantor The University of Alabama
etdms.degree.level doctoral
etdms.degree.name Ph.D.


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