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The Impact of Emotional Intelligence on Business to Business Software as a Service Sales Performance

Lyne, Julianne (2019) The Impact of Emotional Intelligence on Business to Business Software as a Service Sales Performance. Masters thesis, Dublin, National College of Ireland.

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Abstract

Emotional Intelligence (EI) has been found to positively impact overall work-performance, however, there is no clear consensus on impact of EI on sales performance. The business-tobusiness (B2B) Software as a Service (SaaS) industry is one of the fastest growing of the 21st century, much of this growth is driven by SaaS company’s salesforce. The purpose of this study is to explore the relationship between Emotional Intelligence and sales performance in the B2B SaaS industry. The participants involved in this study are sales representatives from a B2B SaaS company based in Dublin, Ireland. The participants sell into either the UK/Ireland or French markets. Each participant took the GECO, a new ability based Emotional Intelligence test which measures overall Emotional Intelligence scores as well as scores in the areas of Emotional Regulation, Emotional Understanding, Emotional Management and Emotional Recognition. These results were compared with each participants actual sales performance over the previous 6-months. Briefly, evidence from this study shows that overall Emotional Intelligence levels do not impact sales performance. However, for participants working in the French market, Emotional Management levels are shown to have a direct negative impact on sales performance. Implications and areas for future research are discussed.

Item Type: Thesis (Masters)
Subjects: H Social Sciences > HF Commerce > Electronic Commerce
B Philosophy. Psychology. Religion > Psychology > Emotional Intelligence
Divisions: School of Business > Master of Science in International Business
Depositing User: CAOIMHE NI MHAICIN
Date Deposited: 22 Oct 2019 15:33
Last Modified: 22 Oct 2019 15:33
URI: http://trap.ncirl.ie/id/eprint/4008

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