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Article Information:
Emotional Intelligence in Marketing Exchange Enhances Business Performance
Arslan Rafi, Farah Arzu, Javed Iqbal, Uzair Ul Hassan, Muhammad Nisar Khan
Corresponding Author: Arslan Rafi
Submitted: November, 25 2011
Accepted: September 05, 2013
Published: February 15, 2014 |
Abstract:
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The objective of this study is to find out factors, which enhance salespersons’ ability to influence purchase decisions of customers. Furthermore, it also aims at identifying the impact of Emotional Intelligence, Customer Orientation, Adaptive Selling and Manifest Influence on sales performance. Study reveals that emotionally sound salespersons are successful to identify customer needs and alter their emotions, accurately evaluate customers’ emotions are more likely to perform better in different perspectives. Theoretical implications evaluating salespersons abilities and capabilities only telecom sector may result as generalizability. There are valid chances might occurred that the salespersons belongs to other industries might answer differently to research questionnaire. Therefore, this theoretical framework should be tested in other industries as well
Key words: Adaptive selling, customer orientation, emotional intelligence, manifest influence, sales force, ,
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Cite this Reference:
Arslan Rafi, Farah Arzu, Javed Iqbal, Uzair Ul Hassan, Muhammad Nisar Khan, . Emotional Intelligence in Marketing Exchange Enhances Business Performance. Asian Journal of Business Management, (1): 1-4.
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ISSN (Online): 2041-8752
ISSN (Print): 2041-8744 |
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