文章基本信息

标题：Emotional Intelligence in Marketing Exchange Enhances Business Performance
本地全文：下载
作者：Arslan Rafi ; Farah Arzu ; Javed Iqbal 等
期刊名称：Asian Journal of Business Management
印刷版ISSN：2041-8744
电子版ISSN：2041-8752
出版年度：2014
卷号：6
期号：1
页码：1-4
出版社：MAXWELL Science Publication
摘要：The objective of this study is to find out factors, which enhance salespersons' ability to influence purchase decisions of customers. Furthermore, it also aims at identifying the impact of Emotional Intelligence, Customer Orientation, Adaptive Selling and Manifest Influence on sales performance. Study reveals that emotionally sound salespersons are successful to identify customer needs and alter their emotions, accurately evaluate customers' emotions are more likely to perform better in different perspectives. Theoretical implications evaluating salespersons abilities and capabilities only telecom sector may result as generalizability. There are valid chances might occurred that the salespersons belongs to other industries might answer differently to research questionnaire. Therefore, this theoretical framework should be tested in other industries as well
关键词：Adaptive selling ; customer orientation ; emotional intelligence ; manifest influence ; sales force ;