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Vpliv čustvene inteligence na prodajno uspešnost
Kadić-Maglajlić, Selma (Author), Vida, Irena (Author), Bodlaj, Mateja (Author)

URLURL - Presentation file, Visit http://dk.fdv.uni-lj.si/db/pdfs/TiP2015_5_Kadic-MaglajlicVidaBodlaj.pdf This link opens in a new window

Abstract
Četudi so vlogo čustvene inteligence proučevali v številnih vejah managementa in psihologije organizacij, pa je prenos njene vloge v prodajni kontekst precej redek. Ta raziskava se osredotoča na proučevanje povezav med čustveno inteligenco, relacijskim vedenjem prodajalcev in prodajno uspešnostjo. Izhajali smo iz vedenjsko naravnanega teoretskega okvira prodajne uspešnosti in predpostavili, da čustvena inteligenca vpliva na prodajno uspešnost preko relacijskega vedenja prodajalcev. Na podlagi podatkov, zbranih z anketiranjem prodajalcev v različnih dejavnostih, in z modeliranjem strukturnih enačb smo potrdili, da čustvena inteligenca v celoti vpliva na prodajno uspešnost preko dveh osrednjih vrst prodajnega vedenja: prilagojene prodaje in naravnanosti h kupcu. O prispevkih raziskave razpravljamo s teoretskega in praktičnega vidika.

Language:Slovenian
Keywords:trženje, prodaja, uspešnost poslovanja
Work type:Not categorized (r6)
Tipology:1.01 - Original Scientific Article
Organization:EF - Faculty of Economics
Year:2015
Number of pages:str. 907-924, 1005
Numbering:Letn. 52, št. 5
UDC:339.138
ISSN on article:0040-3598
COBISS.SI-ID:22812902 Link is opened in a new window
Views:777
Downloads:208
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Record is a part of a journal

Title:Teorija in praksa
Shortened title:Teor. praksa
Publisher:Visoka šola za politične vede
ISSN:0040-3598
COBISS.SI-ID:763652 This link opens in a new window

Secondary language

Language:English
Abstract:
While the role of emotional intelligence has been intensively studied in various fields of management and organisational psychology, our understanding of its role in the sales context is somewhat limited. In this study, we explore linkages among emotional intelligence, salespersons% relational behavior, and salesperson performance. Drawing on the behavior-oriented framework of salesperson performance, we posit that emotional intelligence affects salesperson performance through salesperson relational behavior. Using survey data from salespersons in various industrial sectors and structural equation modelling, we find that the entire positive influence of emotional intelligence on salesperson performance is channelled through adaptive selling and customer-oriented behavior. The contributions of the present study are discussed from theoretical and practical points of view.

Keywords:marketing, sales, business efficiency

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