The relationship between emotional intelligence and successful sales performance in the Puerto Rico market

De La Cruz, H., D’Urso, P.A., & Ellison, A. (2014).  The relationship between emotional intelligence and successful sales performance in the Puerto Rico market. Journal of Psychological Issues in Organizational Culture 5,  3, doi:10.1002/jpoc.21153

 

 

Abstract: 

Sales professionals who consistently succeed in their efforts to achieve the goals established have very different performance outcomes from those who maintain an average of success in sales, which creates a gap in the sales performance. The task of developing and achieving sales success itself is a task that demands a significant amount of emotional strength tomanage effectively the amount and variety of interpersonal exchanges the job requires. Studies have documented emotional intelligence to affect positively the level of performance for individuals in the workplace. This study was designed in an attempt to understand if such is the case with sales professionals. The statistically significance of the relationship between emotional intelligence and successful sales performance was the focus of analysis in the study. Conducted in Puerto Rico, whichhas a similar economic and market structure to the United States, the study had a Hispanic and Latin American cultural background that provided a diverse environment for research. Analysis of data results evidenced that whereas emotional intelligence had statistically significant relationship to successful sales performance the correlation between the variables was only a moderate one and not as strong as proposed in existing general literature. The study also included moderating variables of age, gender, andexperience that did not yield any significant variation to the original result. Emotional intelligence was concluded as an important yet not a determinant factor for sales success in Puerto Rico.

This publication has been peer reviewed.
Publication Type: 
Journal Article
Authors: 
De La Cruz, H., D'Urso, P.A. & Ellison, A.
Year of Publication: 
2014
Journal, Book, Magazine or Other Publication Title: 
Journal of Psychological Issues in Organizational Culture
Volume: 
5
Edition: 
3
DOI: 
doi:10.1002/jpoc.21153
Boyer's Domain: 

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