期刊名称：SCHOLARLY RESEARCH JOURNAL FOR INTERDISCIPLINARY STUDIES
印刷版ISSN：2319-4766
电子版ISSN：2278-8808
出版年度：2015
卷号：3
期号：17
页码：2844-2853
语种：English
出版社：SCHOLARLY RESEARCH JOURNAL'S
摘要：Emotional intelligence (EI) is being recognized as a correlate of success in various domains of personal and professional life. The aim of this study is to generate and evaluate a shortened Iranian version of the Emotional Skills based on bar-on instrument for salespeople in Iran.This research examines how sales professionals use emotions in marketing exchanges to facilitate positive outcomes for their firms, themselves, and their customers.The authors conduct this study to examine the impact of emotional intelligence (EI) in marketing exchanges on key marketing exchange variables:Customer orientation and manifest influence and adaptive selling.Finally, results indicate a positive relationship between EIME and key marketing exchange variables. Keywords: Emotional intelligence, Marketing exchanges, Salespeople
