Awareness and action: implications and dimensions of salesperson emotional intelligence

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dc.contributorBachrach, Daniel G.
dc.contributorBaker, Thomas L.
dc.contributorPanagopoulos, Nikolaos G.
dc.contributorRapp, Tammy L.
dc.contributor.advisorRapp, Adam A.
dc.contributor.authorJohnson, Catherine M.
dc.contributor.otherUniversity of Alabama Tuscaloosa
dc.date.accessioned2017-04-26T14:24:25Z
dc.date.available2017-04-26T14:24:25Z
dc.date.issued2015
dc.descriptionElectronic Thesis or Dissertationen_US
dc.description.abstractRecently, 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.en_US
dc.format.extent150 p.
dc.format.mediumelectronic
dc.format.mimetypeapplication/pdf
dc.identifier.otheru0015_0000001_0002179
dc.identifier.otherJohnson_alatus_0004D_12544
dc.identifier.urihttp://ir.ua.edu/handle/123456789/3046
dc.languageEnglish
dc.language.isoen_US
dc.publisherUniversity of Alabama Libraries
dc.relation.hasversionborn digital
dc.relation.ispartofThe University of Alabama Electronic Theses and Dissertations
dc.relation.ispartofThe University of Alabama Libraries Digital Collections
dc.rightsAll rights reserved by the author unless otherwise indicated.en_US
dc.subjectMarketing
dc.titleAwareness and action: implications and dimensions of salesperson emotional intelligenceen_US
dc.typethesis
dc.typetext
etdms.degree.departmentUniversity of Alabama. Department of Management and Marketing
etdms.degree.disciplineMarketing
etdms.degree.grantorThe University of Alabama
etdms.degree.leveldoctoral
etdms.degree.namePh.D.
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