In todayÕs rapidly changing sales environment, successful salespeople must acquire skills that give them a competitive … advantage. Emotional intelligence (EI), defined as perceiving, interpreting, and reacting to oneÕs own and othersÕ emotions, is … offered as one critical skill that will allow salespeople to guide their behavior and think in ways that can enhance their …

as intellectual ability (IQ). In the research Chan’s (2006) EI12 scale was used for the measure of emotional intelligence …

climate was conducted in Mexico and compared to an existing U.S. sample of salespeople. Across the two national cultures, it … associated with perceived organizational ethical climate for Mexican salespeople, there is no such relationship for U ….S. salespeople. Ethical climate positively influences organizational commitment for the U.S. salespeople but has no influence for …

This research examines the interactive effects on industrial salespeople's intrinsic and extrinsic (I/E) motivation of … disaggregated into their cognitive and affective dimensions. Moderated regressions using a sample of industrial salespeople find … salespeople deal with more new customers whereas the opposite is true for challenge seeking; compensation seeking appears to …