Please use this identifier to cite or link to this item: http://buratest.brunel.ac.uk/handle/2438/11790
Title: Relationships between emotional intelligence and sales performance in Kuwait
Authors: Anderson, N
Kholoud, KS
Alkhadher, OH
AlAqraa, EM
Keywords: Emotional intelligence;Work performance;Automotive industry;Kuwaita
Issue Date: 2015
Publisher: Colegio Oficial de Psicólogos de Madrid
Citation: Revista de Psicología del Trabajo y de las Organizaciones, (2015)
Abstract: 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.
URI: http://www.sciencedirect.com/science/article/pii/S1576596215000638
http://bura.brunel.ac.uk/handle/2438/11790
DOI: http://dx.doi.org/10.1016/j.rpto.2015.09.002
ISSN: 2174-0534
Appears in Collections:Brunel Business School Research Papers

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