Exploring the Relationship between Emotional Intelligence and Salesperson Creativity

Document Type

Article

Publication Date

3-2013

Publication Title

Journal of Personal Selling & Sales Management

DOI

10.2753/PSS0885-3134330103

Abstract

In today’s highly competitive and rapidly changing business environment, organizations must take full advantage of their work force’s creative potential to prosper or even survive. The need to enhance creative performance for long-term success is perhaps especially true in the sales profession, where individual and organizational success depends on supplying innovative and useful solutions for customers. Emerging research has shown that a leader’s emotional intelligence positively supports workers’ creative performance. Employing a sample of 460 field members, this study extends this research by exploring how a sales representative’s emotional intelligence influences his or her creativity and key work outcomes. The findings are discussed in terms of theoretical and managerial implications. Limitations and suggestions for future research are offered.

Link to Full Text

Share

COinS