726
Views
49
CrossRef citations to date
0
Altmetric
Original Articles

Exploring the Relationship Between Emotional Intelligence and Salesperson Creativity

Pages 25-37 | Published online: 23 Sep 2013

References

  • Amabile, Teresa M. (1983), The Social Psychology of Creativity, New York: Springer.
  • Amabile, Teresa M. (1987), “The Motivation to Be Creative,” in Frontiers of in Creativity Research: Beyond the Basics, Scott G. Isaksen, ed., Buffalo, NY: Bearly, 223–254.
  • Amabile, Teresa M. (1988), “A Model of Creativity and Innovation in Organizations,” in Research in Organizational Behavior, vol. 10, Barry M. Staw and Larry L. Cummings, eds., Greenwich, CT: JAI Press, 123–167.
  • Barry M. Staw, Sigal G. Barsade, Jennifer S. Mueller, and Barry M. Staw (2005), “Affect and Creativity at Work,” Administrative Science Quarterly, 50 (3), 367–403.
  • Bagozzi, Richard P., and Youjae Yi (1988), “On the Evaluation of Structural Equation Models,” Journal of the Academy of Marketing Science, 16 (Winter), 74–94.
  • Bar-On, Reuven (2000), “Emotional and Social Intelligence: Insights from the Emotional Quotient Inventory,” in The Handbook of Emotional Intelligence: Theory, Development, Assessment and Application at Home, School, and in the Workplace, Reuven Bar‑On, ed., San Francisco: Jossey-Bass, 363–388.
  • Barron, Frank X. (1972), Artists in the Making, New York: Seminar Press.
  • Behrman, Douglas N., and William D. Perreault, Jr. (1982), “Measuring the Performance of Industrial Salespersons,” Journal of Business Research, 10 (3), 355–370.
  • Boyatzis, Richard E., and Argun Saatcioglu (2008), “A 20-Year View of Trying to Develop Emotional, Social and Cognitive Intelligence in Graduate Management Education,” Journal of Management Development, 27 (1), 92–108.
  • Brackett, Marc A., and Nicole A. Katulak (2007), “The Emotionally Intelligent Classroom: Skill-Based Training for Teachers and Students,” in Applying Emotional Intelligence: A Practitioner’s Guide, Joseph Ciarrochi and John D. Mayer, eds., New York: Psychology Press/Taylor & Francis, 1–27.
  • Brown, Steven P., William L. Cron, and John W. Slocum, Jr. (1997), “Effects of Goal-Directed Emotions on Salesperson Volitions, Behavior, and Performance: A Longitudinal Study,” Journal of Marketing, 61 (January), 39–50. Burroughs, James E., Darren W. Dahl, C. Page Moreau, Amitava Chattopadhyay, and Gerald J. Gorn (2011), “Facilitating and Rewarding Creativity During New Product Development,” Journal of Marketing, 75 (July), 53–67.
  • Carmeli, Abraham (2003), “The Relationship Between Emotional Intelligence and Work Attitudes, Behavior and Outcomes: An Examination Among Senior Managers,” Journal of Managerial Psychology, 18, 788–813.
  • Caruso, David R., and Peter Salovey (2004), The Emotionally Intelligent Manager, San Francisco: Jossey-Bass.
  • Chang, Kelly B.T. (2006), “Can We Change Emotional Intelligence?” Ph.D. dissertation, University of Hawaii at Manoa.
  • Chang, Sue-Chen, and Gary P. Latham (2004), “The Situational Interview as a Predictor of Academic and Team Performance: A Study of the Mediating Effects of Cognitive Ability and Emotional Intelligence,” International Journal of Selection & Assessment, 12 (4), 312–320.
  • Chonko, Lawrence B., and Eli Jones (2005), “The Need for Speed: Agility Selling,” Journal of Personal Selling & Sales Management, 25 (4), 371–382.
  • Comer, James M., Karen A. Machleit, and Rosemary R. Lagace (1989), “Psychometric Assessment of a Reduced Version of INDSALES,” Journal of Business Research, 18 (14), 291–302.
  • Cravens, David W., Thomas N. Ingram, Raymond W. LaForge, and Clifford E. Young (1993), Behavior-Based and Outcome-Based Salesforce Control Systems,” Journal of Marketing, 57 (October), 47–59.
  • Damasio, Antonio R. (1994), Descartes’ Error, New York: Putnam.
  • Deci, Edward L., and Richard M. Ryan (1985), Intrinsic Motivation and Self-Determination in Human Behavior, New York: Plenum Press.
  • Deci, Edward L., and Richard M. Ryan (1987), “The Support of Autonomy and the Control of Behavior,” Journal of Personality and Social Psychology, 53 (6), 1024–1037.
  • Deci, Edward L., James E. Connell, and Richard M. Ryan (1989), “Self- Determination in a Work Organization,” Journal of Applied Psychology, 74 (4), 580–590.
  • Devanna, Mary Anne, and Noel Tichy (1990), “Creating the Competitive Organization of the 21st Century: The Boundaryless Corporation,” Human Resource Management, 29 (4), 445–471.
  • Dubinsky, Alan J., and Thomas N. Ingram (1983), “Important First-Line Sales Management Qualifications: What Sales Executives Think,” Journal of Personal Selling & Sales Management, 3 (1), 18–25.
  • Fillis, Ian, and Andrew McAuley (2000), “Modeling and Measuring Creativity at the Interface,” Journal of Marketing Theory and Practice, 8 (2), 8–17.
  • Florida, Richard (2002), The Rise of the Creative Class and How It’s Transforming Work, Leisure, Community and Everyday Life, New York: Basic Books.
  • Fornell, Claes, and David F. Larcker (1981), “Structural Equation Models with Unobservable Variables and Measurement Error,” Journal of Marketing Research, 18 (1), 39–50.
  • Gardner, Howard (2001), “Creators: Multiple Intelligence,” in The Origins of Creativity, Karl H. Pfeninger and Valerie R. Shubik, eds., New York: Oxford University Press, 117–144.
  • Gilson, Lucy L. (2008), “Why Be Creative: A Review of the Practical Outcomes Associated with Creativity at the Individual, Group and Organizational Levels,” in Handbook of Organizational Creativity, Jing Zhou and Christina E. Shalley, eds., Mahwah, NJ: Lawrence Erlbaum, 303–322.
  • Goleman, Daniel (1985), Emotional Intelligence: Why It Can Matter More Than IQ, New York: Bantam.
  • Gong, Yaping, Jia-Chi Huang, and Jiing-Li Farh (2009), “Employee Learning Orientation, Transformational Leadership and Employee Creativity: The Mediating Role of Employee Creative Self-Efficacy,” Academy of Management Journal, 52 (4), 765–778.
  • Hackman, J. Richard, and Greg R. Oldham (1980), Work Redesign, Reading, MA: Addison-Wesley.
  • Isen, Alice M., Kimberly A. Daubman, and Gary P. Nowicki (1987), “Positive Affect Facilitates Creative Problem Solving,” Journal of Personality and Social Psychology, 52 (6), 1122–1131.
  • Isen, Alice M., Mitzi M. Johnson, Elizabeth Mertz, and Gregory F. Robinson (1985), “The Influence of Positive Affect on the Unusualness of Word Associations,” Journal of Personality and Social Psychology, 48 (6), 1413–1426.
  • Joseph, Dana L., and Daniel A. Newman (2010a), “Discriminant Validity of Self-Reported Emotional Intelligence: A Multitrait-Multisource Study,” Educational and Psychological Measurement, 70 (4), 672–694.
  • Joseph, Dana L., and Daniel A. Newman (2010b), “Emotional Intelligence: An Integrative Meta-Analysis and Cascading Model,” Journal of Applied Psychology, 95 (1), 54–78.
  • Kafetsios, Konstantinos, and Mary Loumakou (2007), “A Comparative Evaluation of the Effects of Trait Emotional Intelligence and Emotion Regulation on Affect at Work and Job Satisfaction,” International Journal of Work Organization and Emotion, 2 (1), 71–87.
  • Kafetsios, Konstantinos, and Leonidas A. Zampetakis (2008), “Emotional Intelligence and Job Satisfaction: Testing the Mediatory Role of Positive and Negative Affect at Work,” Personality and Individual Differences, 44 (3), 712–722.
  • Kanter, Rosebeth Moss (1983), The Change Masters: Innovation for Productivity in the American Corporation, New York: Simon & Schuster.
  • Kidwell, Blair, Richard G. McFarland, and Ramon A. Avila (2007), “Perceiving Emotion in the Buyer–Seller Interchange: The Moderated Impact on Performance,” Journal of Personal Selling & Sales Management, 27 (2), 119–132.
  • Kidwell, Blair, David M. Hardesty, Brian R. Murtha, and Shibing Shen (2011), “Emotional Intelligence in Marketing Exchanges,” Journal of Marketing, 75 (1), 78–95.
  • Koslow, Scott, Sheila L. Sasser, and Edward A. Riordan (2003), “What Is Creative to Whom and Why? Perceptions in Advertising Agencies,” Journal of Advertising Research, 43 (1), 96–110.
  • Koslow, Scott, Sheila L. Sasser, and Edward A. Riordan (2006), “Do Marketers Get the Advertising They Need or the Advertising They Deserve?” Journal of Advertising, 35 (3), 81–101.
  • Lam, Laura Thi, and Susan L. Kirby (2002), “Is Emotional Intelligence an Advantage? An Exploration of the Impact of Emotional and General Intelligence on Individual Performance,” Journal of Social Psychology, 142 (1), 133–143.
  • Law, Kenneth S., Chi-Sum Wong, and Lynda J. Song (2004), “The Construct and Validity of Emotional Intelligence and Its Potential Utility for Management Studies,” Journal of Applied Psychology, 89 (3), 483–496.
  • Law, Kenneth S., Chi-Sum Wong, Guo-Huo Huang, and Xiaoxuan Li (2008), “The Effects of Emotional Intelligence on Job Performance and Life Satisfaction for the Research and Development Scientists in China,” Asia Pacific Journal of Management, 25 (1), 51–69.
  • Libbrecht, Nele, Filip Lievens, and Eveline Schollaert (2010), “Measurement Equivalence of the Wong and Law Emotional Intelligence Scale Across Self and Others,” Educational and Psychological Measurement, 70 (6), 1007–1020.
  • Lopes, Paulo N., Daisy Grewal, Jessica Kadis, Michelle Gall, and Peter Salovey (2006), “Evidence That Emotional Intelligence Is Related to Job Performance and Affect and Attitudes at Work,” Psicothema, 18 (1), 132–138.
  • Lyubomirsky, Sonja, Laura King, and Ed Diener (2005), “The Benefits of Frequent Positive Affect: Does Happiness Lead to Success?” Psychological Bulletin, 131, 803–855. Makel, Matthew C. (2009), “Help Us Creativity Researchers, You’re Our Only Hope,” Psychology of Aesthetics, Creativity, and the Arts, 3 (1), 38–42.
  • Mayer, John D., and Peter Salovey (1997), “What Is Emotional Intelligence?” in Emotional Intelligence: Key Readings on the Mayer and Salovey Model, Peter Salovey, Mark Brackett, and John D. Mayer, eds., New York: Dude, 29–59.
  • Mayer, John D., Peter Salovey, and David R. Caruso (2008), “Emotional Intelligence: New Ability or Eclectic Traits?” American Psychologist, 63 (6), 503–517.
  • Mayer, John D.,, Richard D. Roberts, and Sigal G. Barsade (2008), “Human Abilities: Emotional Intelligence,” Annual Review of Psychology, 59, 507–516.
  • Mayer, John D.,, Peter Salovey, David R. Caruso, and Gill Sitarenios (2003), “Measuring Emotional Intelligence with the MSCEIT V2.0,” Emotion, 3 (1), 97–105.
  • McAdam, Rodney, and William Keogh (2004), “Transitioning Towards Creativity and Innovation Measurement in SMEs,” Creativity and Innovation Management, 13 (2), 126–139.
  • Nunnally, Jum C. (1978), Psychometric Theory, New York: McGraw-Hill.
  • Ogilvie, Dt, and Shalei Simms (2008), “The Impact of Creativity Training on an Accounting Negotiation,” Group Decision and Negotiation, 18 (1), 75–87.
  • Oldham, Greg R., and Anne Cummings (1996), “Employee Creativity: Personal and Contextual Factors at Work,” Academy of Management Journal, 39 (3), 607–634.
  • Piercy, Nigel F., David W. Cravens, and Nikala Lane (2009), “Sales Management Control Levels and Competencies: Antecedents and Consequences,” Industrial Marketing Management, 38 (4), 459–467.
  • Podsakoff, Philip M., Scott B. MacKenzie, Jeong-Yeon Lee, and Nathan P. Podsakoff (2003), “Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies,” Journal of Applied Psychology, 88 (October), 879–903.
  • Rafaeli, Anat, and Robert I. Sutton (1987), “Expressions of Emotion as Part of the Work Role,” Academy of Management Review, 12 (1), 23–37.
  • Rafaeli, Anat, and Robert I. Sutton (1989), “The Expression of Emotion in Organizational Life,” Research in Organizational Behavior, 11 (1), 1–42.
  • Rego, Armenio, Filipa Sousa, Miguel Pina e Cunha, Anabela Coreia, and Irina Saur-Amaral (2007), “Leader Self-Reported Emotional Intelligence and Perceived Employee Creativity: An Exploratory Study,” Creativity and Innovation Management, 16 (3), 250–264.
  • Rentz, Joseph O., C. David Shepherd, Armen Tashchian, Pratibha A. Dabholkar, and Robert T. Ladd (2002), “A Measure of Selling Skill: Scale Development and Validation,” Journal of Personal Selling & Sales Management, 22 (1), 13–21.
  • Reznikoff, Marvin, George Domino, Carolyn Bridges, and Merton Honeyman (1973), “Creative Abilities in Identical and Fraternal Twins,” Behavior Genetics, 3 (4), 365–377.
  • Rozell, Elizabeth J., Charles E. Pettijohn, and R. Stephen Parker (2004), “Customer-Oriented Selling: Exploring Emotional Intelligence and Organizational Commitment,” Psychology & Marketing, 21 (6), 405–424.
  • Rozell, Elizabeth J., Charles E. Pettijohn, and R. Stephen Parker (2006), “Emotional Intelligence and Dispositional Affectivity as Predictors of Performance in Salespeople,” Journal of Marketing Theory and Practice, 14 (2), 113–124.
  • Salovey, Peter, and D. Grewal (2005), “The Science of Emotional Intelligence,” Current Directions in Psychological Science, 14 (6), 281–285.
  • Sasser, Sheila L., and Scott Koslow (2008), “Desperately Seeking Advertising Creativity: Engaging an Imaginative ‘3 Ps’ Research Agenda,” Journal of Advertising, 37 (4), 5–19.
  • Sawyer, R. Keith (2006), Explaining Creativity: The Science of Human Innovation, New York: Oxford University Press.
  • Schutte, Nicola S., John M. Malouff, Ian Price, Samantha Walter, Greg Burke, and Catherine Wilkerson (2008), “Person-Situation Interaction in Adaptive Emotional Functioning,” Current Psychology, 27 (2), 102–111.
  • Shalley, Christina E. (1991), “Effects of Productivity Goals, Creativity Goals and Personal Discretion on Individual Creativity,” Journal of Applied Psychology, 76 (2), 179–185.
  • Shalley, Christina E. (1995), “Effects of Coaction, Expected Evaluation, and Goal Setting on Creativity and Productivity,” Academy of Management Journal, 38 (2), 483–503.
  • Shalley, Christina E., Lucy L. Gilson, and Terry C. Blum (2000), “Matching Creativity Requirements and the Work Environment: Effects of Satisfaction and Intentions to Leave,” Academy of Management Journal, 43 (2), 215–223.
  • Shi, Junqi, and Lei Wang (2007), “Validation of Emotional Intelligence Scale in Chinese University Students,” Personality and Individual Differences, 43 (2), 377–387.
  • Shin, Shung Jae, and Jing Zhou (2003), “Transformational Leadership, Conservation, and Creativity: Evidence from Korea,” Academy of Management Journal, 46 (6), 703–714.
  • Song, Lynda Jiwen, Guo-hua Huang, Kelly Z. Peng, Kenneth S. Lawd, Chi-Sum Wong, and Zhijun Chen (2010), “The Differential Effects of General Mental Ability and Emotional Intelligence in Academic Performance and Social Interactions,” Intelligence, 38 (1), 137–143.
  • Sosik, John J., and Lara E. Megerian (1999), “Understanding Leader Emotional Intelligence and Performance,” Group and Organization Management, 24 (3), 367–390.
  • Sternberg, Robert J. (1988), The Nature of Creativity: Contemporary Psychological Perspectives, Cambridge: Cambridge University Press.
  • Sutton, Robert I., and Anat Rafaeli (1988), “Untangling the Relationship Between Displayed Emotions and Organizational Sales: The Case of Convenience Stores,” Academy of Management Journal, 31 (3), 461–487.
  • Sy, Thomas, Susanna Tram, and Linda A. O’Hara (2006), “Relation of Employee and Manager Emotional Intelligence to Job Satisfaction and Performance,” Journal of Vocational Behavior, 68 (3), 461–473.
  • Taylor, Scott N., and Jacqueline Hood (2011), “It May Not Be What You Think: Gender Differences in Predicting Emotional and Social Competence,” Human Relations, 64 (5), 627–652.
  • Vandenberg, Steven Gerritjan (1968), Progress in Human Behavior Genetics: Recent Reports on Genetic Syndromes, Twin Studies, and Statistical Advance, Baltimore: Johns Hopkins University Press.
  • Van Rooy, David L., Stephan Dilchert, Chockalingam Visweyvaran, and Deniz S. Ones (2006), “Multiplying Intelligences: Are General, Emotional and Practical Intelligences Equal?” in A Critique of Emotional Intelligence, Kevin R. Murphy, ed., Mahwah, NJ: Lawrence Erlbaum, 235–262.
  • Verbeke, Willem J., Frank D. Belschak, Arnold B. Bakker and Bart Dietz (2008a), “When Intelligence Is (Dys)Functional for Achieving Sales Performance,” Journal of Marketing, 72 (4), 44–57.
  • Verbeke, Willem J., Philip Hans Franses, Arthur le Blanc, and Nienke van Ruiten (2008b), “Finding the Keys to Creativity in Ad Agencies: Using Climate, Dispersion and Size to Examine Award Performance,” Journal of Advertising, 37 (4), 121–130.
  • Wang, Guangping, and Richard G. Netemeyer (2004), “Salesperson Creative Performance: Conceptualization, Measurement and Nomological Validity,” Journal of Business Research, 57 (8), 805–812.
  • Weitz, Barton A., Stephen B. Castleberry, and John F. Tanner (2009), Selling: Building Partnerships, New York: Irwin/McGraw-Hill.
  • Whitman, Daniel S., David L.Van Rooy, Chockalingam Viswesvaran, and Eyran Kraus (2009), “Testing the Second-Order Factor Structure and Measurement Equivalence of the Wong and Law Emotional Intelligence Scale Across Gender and Ethnicity,” Educational and Psychological Measurement, 69 (6), 1059–1074.
  • Wong, Chi-Sum, and Kenneth S. Law (2002), “The Effects of Leader and Follower Emotional Intelligence on Performance and Attitude: An Exploratory Study,” Leadership Quarterly, 13 (3), 243–274.
  • Zhou, Jing (1998), “Feedback Valence, Feedback Style, Task Autonomy and Achievement Orientation: Interactive Effects of Creative Performance,” Journal of Applied Psychology, 83 (2), 261–276.
  • Zhou, Jing (2003), “When the Presence of Creative Coworkers is Related to Creativity: Role of Supervisor Close Monitoring, Developmental Feedback, and Creative Personality,” Journal of Applied Psychology, 88 (3), 413–422.
  • Zhou, Jing, and Jennifer M. George (2001), “When Job Dissatisfaction Leads to Creativity: Encouraging the Expression of Voice,” Academy of Management Journal, 44 (4), 682–696.
  • Zhou, Jing, and Jennifer M. George (2003), “Awakening Employee Creativity: The Role of Leader Emotional Intelligence,” Leadership Quarterly, 14 (4–5), 545–568.
  • Zhou, Jing, and Christina E. Shalley (2003), “Research on Employee Creativity: A Critical Review and Directions for Future Research,” in Research in Personnel and Human Resources Management, Joseph Martocchio, Hui Liao, and Aparna Joshi, eds., Greenwich, CT: JAI Press, 165–217.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.