{"id":"https://openalex.org/W2188585534","doi":null,"title":"Personality and emotional intelligence as factors in sales performance","display_name":"Personality and emotional intelligence as factors in sales performance","publication_year":2005,"publication_date":"2005-01-01","ids":{"openalex":"https://openalex.org/W2188585534","mag":"2188585534"},"language":"en","primary_location":{"id":"mag:2188585534","doi":null,"is_oa":false,"landing_page_url":"https://swoba.hhs.se/hastba/papers/hastba2003_008.pdf","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null},"volume":null,"type":"article","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5068744406","display_name":"Lennart Sj\u00f6berg","orcid":"https://orcid.org/0000-0001-8021-9253","observed_orcids":["https://orcid.org/0000-0001-8021-9253"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Lennart Sj\u00f6berg","raw_affiliation_strings":[],"raw_orcid":"https://orcid.org/0000-0001-8021-9253","affiliations":[]},{"author_position":"middle","author":{"id":"https://openalex.org/A5083223709","display_name":"Patrick Littorin","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Patrick Littorin","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5089401405","display_name":"Elisabeth Engelberg","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Elisabeth Engelberg","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":16,"citation_normalized_percentile":{"value":0.0,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":88,"max":96},"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11433","display_name":"Emotional Intelligence and Performance","score":0.9980000257492065,"subfield":{"id":"https://openalex.org/subfields/3207","display_name":"Social Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11433","display_name":"Emotional Intelligence and Performance","score":0.9980000257492065,"subfield":{"id":"https://openalex.org/subfields/3207","display_name":"Social Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.0007999999797903001,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11040","display_name":"Personality Traits and Psychology","score":0.0005000000237487257,"subfield":{"id":"https://openalex.org/subfields/3203","display_name":"Clinical Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/emotional-intelligence","display_name":"emotional intelligence","score":0.9950000047683716},{"id":"https://openalex.org/keywords/sales-performance","display_name":"sales performance","score":0.8550000190734863},{"id":"https://openalex.org/keywords/personality","display_name":"personality","score":0.6639999747276306},{"id":"https://openalex.org/keywords/conscientiousness","display_name":"conscientiousness","score":0.8130000233650208},{"id":"https://openalex.org/keywords/employee-motivation","display_name":"employee motivation","score":0.8479999899864197},{"id":"https://openalex.org/keywords/work-life-balance","display_name":"work-life balance","score":0.7440000176429749},{"id":"https://openalex.org/keywords/positive-affect","display_name":"positive affect","score":0.8569999933242798},{"id":"https://openalex.org/keywords/materialism","display_name":"materialism","score":0.9470000267028809},{"id":"https://openalex.org/keywords/money-obsession","display_name":"money obsession","score":0.8399999737739563},{"id":"https://openalex.org/keywords/organizational-citizenship-behavior","display_name":"organizational citizenship behavior","score":0.984000027179718},{"id":"https://openalex.org/keywords/job-satisfaction","display_name":"job satisfaction","score":0.9490000009536743}],"concepts":[{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.7985234260559082},{"id":"https://openalex.org/C172141706","wikidata":"https://www.wikidata.org/wiki/Q1307067","display_name":"Conscientiousness","level":5,"score":0.7983025908470154},{"id":"https://openalex.org/C187288502","wikidata":"https://www.wikidata.org/wiki/Q641118","display_name":"Personality","level":2,"score":0.6524853706359863},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.6495137214660645},{"id":"https://openalex.org/C174107131","wikidata":"https://www.wikidata.org/wiki/Q191591","display_name":"Emotional intelligence","level":2,"score":0.5718055963516235},{"id":"https://openalex.org/C2776035688","wikidata":"https://www.wikidata.org/wiki/Q1606558","display_name":"Affect (linguistics)","level":2,"score":0.562332808971405},{"id":"https://openalex.org/C18762648","wikidata":"https://www.wikidata.org/wiki/Q42213","display_name":"Work (physics)","level":2,"score":0.5312013030052185},{"id":"https://openalex.org/C2780451532","wikidata":"https://www.wikidata.org/wiki/Q759676","display_name":"Task (project management)","level":2,"score":0.5035404562950134},{"id":"https://openalex.org/C174954385","wikidata":"https://www.wikidata.org/wiki/Q6206740","display_name":"Job performance","level":3,"score":0.46004796028137207},{"id":"https://openalex.org/C2718322","wikidata":"https://www.wikidata.org/wiki/Q629463","display_name":"Job satisfaction","level":2,"score":0.4536258280277252},{"id":"https://openalex.org/C2865642","wikidata":"https://www.wikidata.org/wiki/Q378132","display_name":"Big Five personality traits","level":3,"score":0.4507678151130676},{"id":"https://openalex.org/C126583095","wikidata":"https://www.wikidata.org/wiki/Q1548752","display_name":"Organizational citizenship behavior","level":3,"score":0.44873175024986267},{"id":"https://openalex.org/C127816348","wikidata":"https://www.wikidata.org/wiki/Q127588","display_name":"Extraversion and introversion","level":4,"score":0.4319824278354645},{"id":"https://openalex.org/C100918236","wikidata":"https://www.wikidata.org/wiki/Q5170212","display_name":"Core self-evaluations","level":5,"score":0.430441677570343},{"id":"https://openalex.org/C139140526","wikidata":"https://www.wikidata.org/wiki/Q8034614","display_name":"Job design","level":4,"score":0.1769101917743683},{"id":"https://openalex.org/C83030740","wikidata":"https://www.wikidata.org/wiki/Q267236","display_name":"Organizational commitment","level":2,"score":0.12040871381759644},{"id":"https://openalex.org/C187736073","wikidata":"https://www.wikidata.org/wiki/Q2920921","display_name":"Management","level":1,"score":0.08816742897033691},{"id":"https://openalex.org/C46312422","wikidata":"https://www.wikidata.org/wiki/Q11024","display_name":"Communication","level":1,"score":0.0},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.0},{"id":"https://openalex.org/C127413603","wikidata":"https://www.wikidata.org/wiki/Q11023","display_name":"Engineering","level":0,"score":0.0},{"id":"https://openalex.org/C78519656","wikidata":"https://www.wikidata.org/wiki/Q101333","display_name":"Mechanical engineering","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"mag:2188585534","doi":null,"is_oa":false,"landing_page_url":"https://swoba.hhs.se/hastba/papers/hastba2003_008.pdf","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[{"id":"https://openalex.org/study-designs/observational-study","display_name":"Observational Study"}],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":68,"referenced_works":["https://openalex.org/W6135521","https://openalex.org/W112949365","https://openalex.org/W378939584","https://openalex.org/W1422031814","https://openalex.org/W1501308188","https://openalex.org/W1514823166","https://openalex.org/W1520322531","https://openalex.org/W1570436641","https://openalex.org/W1574378514","https://openalex.org/W1708536155","https://openalex.org/W1761355894","https://openalex.org/W1967142149","https://openalex.org/W1967481416","https://openalex.org/W1969772447","https://openalex.org/W1979376028","https://openalex.org/W1987881454","https://openalex.org/W1987955971","https://openalex.org/W1991119101","https://openalex.org/W1992407265","https://openalex.org/W1993298997","https://openalex.org/W1995035700","https://openalex.org/W1998130994","https://openalex.org/W2007190765","https://openalex.org/W2017330254","https://openalex.org/W2018297215","https://openalex.org/W2019121339","https://openalex.org/W2022634896","https://openalex.org/W2037959250","https://openalex.org/W2040037339","https://openalex.org/W2042187870","https://openalex.org/W2049865797","https://openalex.org/W2054336598","https://openalex.org/W2057665264","https://openalex.org/W2064444255","https://openalex.org/W2070713281","https://openalex.org/W2073600992","https://openalex.org/W2076371757","https://openalex.org/W2081791981","https://openalex.org/W2090219857","https://openalex.org/W2090316811","https://openalex.org/W2090711836","https://openalex.org/W2091616723","https://openalex.org/W2094254840","https://openalex.org/W2103801461","https://openalex.org/W2108523167","https://openalex.org/W2109113094","https://openalex.org/W2113739761","https://openalex.org/W2118919126","https://openalex.org/W2119984882","https://openalex.org/W2120996730","https://openalex.org/W2121715516","https://openalex.org/W2139736795","https://openalex.org/W2147440584","https://openalex.org/W2150530526","https://openalex.org/W2154615231","https://openalex.org/W2155547762","https://openalex.org/W2159261557","https://openalex.org/W2166017182","https://openalex.org/W2171308485","https://openalex.org/W2312995207","https://openalex.org/W2490243484","https://openalex.org/W2501742465","https://openalex.org/W2768178385","https://openalex.org/W2784864888","https://openalex.org/W2892992943","https://openalex.org/W2952474108","https://openalex.org/W3021111895","https://openalex.org/W3126968700"],"related_works":["https://openalex.org/W1558183558","https://openalex.org/W7099904804","https://openalex.org/W3003729511","https://openalex.org/W2755017863","https://openalex.org/W7217539319","https://openalex.org/W2186366141","https://openalex.org/W2094700944","https://openalex.org/W2258402952","https://openalex.org/W2214060415","https://openalex.org/W2021516151"],"abstract_inverted_index":{"In":[0],"this":[1],"study,":[2],"salespersons":[3],"in":[4,98],"a":[5,93,107],"telecommunications":[6],"company":[7],"were":[8],"tested":[9],"for":[10],"emotional":[11],"intelligence":[12],"(EI),":[13],"additional":[14],"dimensions":[15],"of":[16],"work":[17,22,86,88],"motivation":[18],"and":[19,21,47,51,63,79,82,87,112],"personality,":[20],"performance.":[23],"It":[24],"was":[25,29,56,74],"found":[26],"that":[27],"EI":[28,55,104],"related":[30,59,76],"as":[31,69,106],"expected":[32,114],"to":[33,38,42,48,60,65,77,83,85,96,110],"other":[34],"variables,":[35],"most":[36,57],"noticeably":[37],"life/work":[39],"balance":[40],"(positively),":[41,46],"positive":[43,80],"affective":[44],"tone":[45],"materialistic":[49],"values":[50],"money":[52],"obsession":[53],"(negatively).":[54],"clearly":[58],"citizenship":[61],"behavior":[62],"less":[64],"core":[66],"task":[67,72],"performance,":[68,97],"expected.":[70],"Core":[71],"performance":[73],"strongly":[75],"conscientiousness":[78],"affect,":[81],"willingness":[84],"interest.":[89],"Job":[90],"satisfaction":[91],"had":[92],"weaker":[94],"relationship":[95],"agreement":[99],"with":[100,113],"much":[101],"earlier":[102],"work.":[103],"emerged":[105],"dimension":[108],"possible":[109],"measure":[111],"properties.":[115]},"counts_by_year":[{"year":2025,"cited_by_count":1},{"year":2023,"cited_by_count":2},{"year":2022,"cited_by_count":1},{"year":2020,"cited_by_count":1},{"year":2019,"cited_by_count":1},{"year":2017,"cited_by_count":1},{"year":2016,"cited_by_count":1},{"year":2015,"cited_by_count":2},{"year":2014,"cited_by_count":1},{"year":2013,"cited_by_count":1},{"year":2012,"cited_by_count":2}],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2016-06-24T00:00:00"}