Mostrar el registro sencillo del ítem

dc.contributor.authorBande Videla, Belén (1)
dc.contributor.authorFernández-Ferrín, Pilar
dc.date2015-12
dc.date.accessioned2017-10-10T15:05:33Z
dc.date.available2017-10-10T15:05:33Z
dc.identifier.issn1740-4762
dc.identifier.urihttps://reunir.unir.net/handle/123456789/5708
dc.description.abstractSalesperson adaptivity and proactivity are two emergent forms of sales performance that are particularly important when work requirements cannot be clearly anticipated and employees need to address complex situations. This study attempts to contribute to the existing literature by exploring the underlying mechanism that links emotional intelligence (EI), an ability that is considered fundamental in customer interactions, to adaptive and proactive performance. A dyadic sample of industrial salespeople and their immediate supervisors reveals that EI has a positive influence on salesperson adaptivity and proactivity through its effect on their perceived self-efficacy and intrinsic motivation. Additionally, the indirect effect of self-efficacy on adaptive and proactive sales performance is found to depend on a salesperson's perceived organizational support and ability to bounce back. Certain implications of this study, as well as suggestions for future research, are also addressed.es_ES
dc.language.isoenges_ES
dc.publisherEuropean Management Reviewes_ES
dc.relation.ispartofseries;vol. 12, nº 4
dc.relation.urihttp://onlinelibrary.wiley.com/doi/10.1111/emre.12062/abstract;jsessionid=70497A1E71FFA7E455B20716F05000E3.f02t01es_ES
dc.rightsrestrictedAccesses_ES
dc.subjectemotional intelligencees_ES
dc.subjectintrinsic motivationes_ES
dc.subjectadaptivityes_ES
dc.subjectproactivityes_ES
dc.subjectresiliencees_ES
dc.subjectperceived organizational supportes_ES
dc.subjectJCRes_ES
dc.subjectScopuses_ES
dc.titleHow and When Does Emotional Intelligence Influence Salesperson Adaptive and Proactive Performance?es_ES
dc.typeArticulo Revista Indexadaes_ES
reunir.tag~ARIes_ES
dc.identifier.doihttp://dx.doi.org/10.1111/emre.12062


Ficheros en el ítem

FicherosTamañoFormatoVer

No hay ficheros asociados a este ítem.

Este ítem aparece en la(s) siguiente(s) colección(ones)

Mostrar el registro sencillo del ítem