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Facilitating Of Emotions In Sales Interactions May Hinder Performance, Selma Kadić -Maglajlić, Adriana Espinosa
Facilitating Of Emotions In Sales Interactions May Hinder Performance, Selma Kadić -Maglajlić, Adriana Espinosa
Publications and Research
This article analyzes the relationship between facilitating of emotions, a branch of emotional intelligence, and salesperson performance. We employ an ability-based measure of facilitating of emotions on a sample of salespeople from Croatia (N = 245), and use structural equation modelling to test a linear versus non-linear relationship. We find that facilitating of emotions and salesperson performance share a relation that is modeled by a downward turning parabola. These findings contradict a linear relationship assumed in the conventional literature, and suggest that too little or too much facilitating of emotions may be detrimental to salesperson performance. These results provide new …
The Influence Of Advanced Cognitive Ability On The Development Of Psychological Defenses And In Understanding And Managing Affect: A Study Of Latency-Aged Gifted Students, Kahlila Ife Robinson
The Influence Of Advanced Cognitive Ability On The Development Of Psychological Defenses And In Understanding And Managing Affect: A Study Of Latency-Aged Gifted Students, Kahlila Ife Robinson
Dissertations, Theses, and Capstone Projects
The present study examines the influence of advanced cognitive ability on the development of psychological defenses and in understanding and managing affect, using the lens of Emotional Intelligence (EI). Theories of psychological defense maturity state that defense mechanisms are influenced both by the cognitive level of the individual and by the cognitive complexity of the defense itself (Cramer, 1999; Cramer, 2009). Individuals with exceptional cognitive ability may therefore show a corresponding "match" with complex defense use. In addition to defense use, how well one is able to identify, understand, manage and use emotion to facilitate thought, abilities often labelled Emotional …