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The Economic Research Institute, Stockholm School of Economics SSE/EFI Working Paper Series in Business Administration

No 2003:8:
Emotional intelligence, personality and sales performance

Lennart Sjöberg () and Patrick Littorin ()

Abstract: In this study, salespersons in a telecommunications company were tested for emotional intelligence (EI), additional dimensions of work motivation and personality, and work performance. It was found that EI was related as expected to other variables, most noticeably to life/work balance (positively), to positive affective tone (positively), and to materialistic values and money obsession (negatively). EI was most clearly related to citizenship behavior and less to core task performance, as expected. Core task performance was strongly related to conscientiousness and positive affect, and to willingness to work and work interest. Job satisfaction had a weaker relationship to performance, in agreement with much earlier work. EI emerged as a dimension possible to measure and with expected properties.

Keywords: emotional intelligence; personality; work motivation; sales performance; (follow links to similar papers)

24 pages, May 11, 2003

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This paper is published as:
Sjöberg, Lennart, Patrick Littorin and Elisabeth Engelberg, (2005), 'Personality and emotional intelligence as factors in sales performance', Scandinavian Journal of Organizational Theory and Practice, Vol. 15, pages 21-37



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