Emotional Intelligence and Dispositional Affectivity as Predictors of Performance in Salespeople

Abstract

Identification of the variables that affect the performance of sales professionals has been an endeavor that has lasted for decades. In the current study, the constructs of emotional intelligence and dispositional affectivity were hypothesized as being positively related to sales force performance. The findings of this research indicate that sales performance is significantly related to emotional intelligence and a combination of the measures of dispositional affect. Based on these findings, implications, conclusions, and suggestions for future research are provided.