How Trait Emotional Intelligence Moderates the Relationship of B2B Salespersons' Skills and Performance: Interaction and Higher Order Effects of Sales Experience and Formal Education

摘要

This research examines moderating effects of trait emotional intelligence (EI) on the relationship of sales/technical skills and sales performance in a B2B context. The authors conducted a field study among sales people of an international B2B company to investigate the interaction of sales presentation and/or technical skills and EI on sales performance data. Three different data sources were used in this study. The findings yield effects of trait EI on the strength of the relationship between sales presentation skills/technical skills and sales performance as well as higher order moderating effects of sales experience and formal education on this relationship.