Emotional Intelligence in Marketing Exchanges

By Blair Kidwell, D. Hardesty, Brian R. Murtha, Shibin Sheng. 2011

238 citations recorded by the source corpus.

Subfields: Clinical Psychology, Organizational Behavior and Human Resource Management, Social Psychology

View Paper: https://www.semanticscholar.org/paper/c620b8e211097f0ec05be3ce0b8a4cf3c9efeb68

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Clinical Psychology

1. B. Bande
2. P. Fernández‐Ferrín
3. Fernando Jaramillo
4. Marcel J. H. van Birgelen
5. C. Delcourt
6. J. Varela
7. Dhruv Grewal
8. Allard C. R. van Riel

In Organizational Behavior and Human Resource Management

1. Marcel J. H. van Birgelen
2. Allard C. R. van Riel
3. C. Delcourt
4. B. Bande
5. J. Varela
6. P. Fernández‐Ferrín
7. Raj Agnihotri
8. Colin B. Gabler

In Social Psychology

1. C. Bateman
2. B. Bande
3. J. M. Andzulis
4. P. Fernández‐Ferrín
5. V. Vijayalakshmi
6. Fernando Jaramillo
7. Adam Rapp
8. Marcel J. H. van Birgelen

Citations in the corpus

• Emotions and salesperson propensity to leave: The effects of emotional intelligence and resilience (2015, background): “However, despite having been suggested as an important factor in sales efficiency, very few studies have analyzed this variable within a sales context (Kidwell et al., 2011).”
• Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance (2013, background): “Screening for coachability would not be unlike many sales recruiting and selection procedures that include cognitive tests, integrity-oriented assessments (Hunter and Schmidt 1998), and tests of emotional intelligence (Kidwell et al. 2011).”
• Effects of perceived employee emotional competence on customer satisfaction and loyalty: The mediating role of rapport (2013, background): “Prior work has noted that EEC could affect various kinds of customer responses, including rapport (Kidwell et al., 2011), but no study has explicitly examined this relationship.”
• The impact of salesperson customer orientation on the evaluation of a salesperson’s ethical treatment, trust in the salesperson, and intentions to purchase (2015, background): “Some researchers have alluded to multiple facets to customer orientation, but have treated it more or less as a single concept (Kidwell et al. 2011; Mayer and Salovey 1995).”
• Examining the Drivers and Performance Implications of Boundary Spanner Creativity (2014, background): “, Rozell, Pettijohn, and Parker 2006), which influences both performance and customer relationships (Kidwell et al. 2011).”
• The Effect of Emotional Intelligence on Turnover Intention and the Moderating Role of Perceived Organizational Support: Evidence from the Banking Industry of Vietnam (2020, unknown): “Specific to the financial sector, a banker with high emotional intelligence would perform effectively at enhancing customer enthusiasm and reducing customer frustration [24].”
• Consumers’ Response to Commercials: When the Energy Level in the Commercial Conflicts with the Media Context (2015, background): “Thus, it is valuable to understand how marketing communications are shaped by emotion (Kidwell et al. 2011).”
• Emotional Contagion and its Relevance to Individual Behavior and Organizational Processes: A Position Paper (2012, background): “Recent trends in psychological and organizational literature have thrown light on several branches of research in the area of emotions such as emotional intelligence (Kidwell et al. 2011; Seal and Andrews-Brown 2010), emotional labor (Scott and Barnes 2011; Liu et al.”