Abstract

SHIGYO ORTIZ, Carlos Augusto; CEVALLOS AMPUERO, Juan Manuel  and  FLORES GUTIERREZ, José Ovidio. Emotional Intelligence in the Sales Performance of a Healthcare Related Company. Ind. data [online]. 2022, vol.25, n.2, pp.261-274. ISSN 1560-9146.  http://dx.doi.org/10.15381/idata.v25i2.22739.

Marketing sectors need to assess the possible incidence of non-cognitive factors on complex interactions with clients. Therefore, the objective of analyzing the influence of emotional intelligence (EI) on sales force performance (SFP) through a PLS-SEM model, which relates EI components with SFP. EI was measured with EQ-I, and SFP was measured with the value (USD) of sales/year/salesperson. This analysis was applied to a sample of 58 salespeople of a supply medical equipment company in the Peruvian market. The design was cross-sectional with an explanatory scope. The results show that only the “intrapersonal” and “interpersonal” components of IE influence SFP, whereas the components “adaptability”, “stress management” and “general mood” do not correlate, which partially supports the relationship between EI and SFP.

Keywords : emotional intelligence; sales; structural equations; emotional competencies.

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