Emotional Intelligence in the Sales Performance of a Healthcare Related Company

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Marketing sectors need to assess the possible incidence of non-cognitive factors on complex interactions with clients. Therefore, the objective of analyzing the influence of emotional intelligence (EI) on sales force performance (SFP) through a PLS-SEM model, which relates EI components with SFP. EI...

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Detalles Bibliográficos
Autores: Shigyo Ortiz, Carlos Augusto, Cevallos Ampuero, Juan Manuel, Flores Gutiérrez, José Ovidio
Formato: artículo
Fecha de Publicación:2023
Institución:Universidad Nacional Mayor de San Marcos
Repositorio:Revistas - Universidad Nacional Mayor de San Marcos
Lenguaje:español
inglés
OAI Identifier:oai:ojs.csi.unmsm:article/22739
Enlace del recurso:https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739
Nivel de acceso:acceso abierto
Materia:Ventas
Inteligencia Emocional
Ecuaciones Estructurales
Competencias Emocionales
emotional intelligence
sales
structural equations
emotional competencies
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spelling Emotional Intelligence in the Sales Performance of a Healthcare Related CompanyInteligencia emocional en el desempeño de las ventas en una empresa del sector salud ubicada en el PerúShigyo Ortiz, Carlos AugustoCevallos Ampuero, Juan ManuelFlores Gutiérrez, José OvidioShigyo Ortiz, Carlos AugustoCevallos Ampuero, Juan ManuelFlores Gutiérrez, José OvidioVentasInteligencia EmocionalEcuaciones EstructuralesCompetencias Emocionalesemotional intelligencesalesstructural equationsemotional competenciesMarketing sectors need to assess the possible incidence of non-cognitive factors on complex interactions with clients. Therefore, the objective of analyzing the influence of emotional intelligence (EI) on sales force performance (SFP) through a PLS-SEM model, which relates EI components with SFP. EI was measured with EQ-I, and SFP was measured with the value (USD) of sales/year/salesperson. This analysis was applied to a sample of 58 salespeople of a supply medical equipment company in the Peruvian market. The design was cross-sectional with an explanatory scope. The results show that only the “intrapersonal” and “interpersonal” components of IE influence SFP, whereas the components “adaptability”, “stress management” and “general mood” do not correlate, which partially supports the relationship between EI and SFP.En las áreas de marketing se requiere evaluar la posible incidencia de factores no cognitivos en la compleja interacción con los clientes. Por ello, se planteó el objetivo de analizar la influencia de la inteligencia emocional (IE) en el desempeño de la fuerza de ventas (DFV) a través de un modelo PLS-SEM, que relaciona los componentes de la IE con el DFV. La IE fue medida con el EQ-i, y el DFV, con el valor (USD) de las ventas/año/vendedor. Para este análisis, se empleó una muestra de 58 vendedores de una empresa dedicada al suministro de equipos médicos en el mercado peruano. El diseño fue transeccional, con alcance explicativo. Los resultados evidencian que solo los componentes «intrapersonal» e «interpersonal» de la IE inciden en el DFV, mientras que los componentes «adaptabilidad», «manejo de la tensión» y «ánimo general» no correlacionan, configurando un apoyo parcial a la relación entre IE y DFV.Facultad de Ingeniería Industrial, Universidad Nacional Mayor de San Marcos2023-01-24info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionapplication/pdfapplication/pdftext/htmltext/htmlaudio/mpegaudio/mpeghttps://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/2273910.15381/idata.v25i2.22739Industrial Data; Vol. 25 No. 2 (2022); 261-274Industrial Data; Vol. 25 Núm. 2 (2022); 261-2741810-99931560-9146reponame:Revistas - Universidad Nacional Mayor de San Marcosinstname:Universidad Nacional Mayor de San Marcosinstacron:UNMSMspaenghttps://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739/19230https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739/19231https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739/19232https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739/19233https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739/19234https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739/1923510.15381/idata.v25i2.22739.g19076Derechos de autor 2022 Carlos Augusto Shigyo Ortiz, Juan Manuel Cevallos Ampuero, José Ovidio Flores Gutiérrezhttps://creativecommons.org/licenses/by/4.0/deed.es_ESinfo:eu-repo/semantics/openAccessoai:ojs.csi.unmsm:article/227392023-01-24T11:24:34Z
dc.title.none.fl_str_mv Emotional Intelligence in the Sales Performance of a Healthcare Related Company
Inteligencia emocional en el desempeño de las ventas en una empresa del sector salud ubicada en el Perú
title Emotional Intelligence in the Sales Performance of a Healthcare Related Company
spellingShingle Emotional Intelligence in the Sales Performance of a Healthcare Related Company
Shigyo Ortiz, Carlos Augusto
Ventas
Inteligencia Emocional
Ecuaciones Estructurales
Competencias Emocionales
emotional intelligence
sales
structural equations
emotional competencies
title_short Emotional Intelligence in the Sales Performance of a Healthcare Related Company
title_full Emotional Intelligence in the Sales Performance of a Healthcare Related Company
title_fullStr Emotional Intelligence in the Sales Performance of a Healthcare Related Company
title_full_unstemmed Emotional Intelligence in the Sales Performance of a Healthcare Related Company
title_sort Emotional Intelligence in the Sales Performance of a Healthcare Related Company
dc.creator.none.fl_str_mv Shigyo Ortiz, Carlos Augusto
Cevallos Ampuero, Juan Manuel
Flores Gutiérrez, José Ovidio
Shigyo Ortiz, Carlos Augusto
Cevallos Ampuero, Juan Manuel
Flores Gutiérrez, José Ovidio
author Shigyo Ortiz, Carlos Augusto
author_facet Shigyo Ortiz, Carlos Augusto
Cevallos Ampuero, Juan Manuel
Flores Gutiérrez, José Ovidio
author_role author
author2 Cevallos Ampuero, Juan Manuel
Flores Gutiérrez, José Ovidio
author2_role author
author
dc.subject.none.fl_str_mv Ventas
Inteligencia Emocional
Ecuaciones Estructurales
Competencias Emocionales
emotional intelligence
sales
structural equations
emotional competencies
topic Ventas
Inteligencia Emocional
Ecuaciones Estructurales
Competencias Emocionales
emotional intelligence
sales
structural equations
emotional competencies
description Marketing sectors need to assess the possible incidence of non-cognitive factors on complex interactions with clients. Therefore, the objective of analyzing the influence of emotional intelligence (EI) on sales force performance (SFP) through a PLS-SEM model, which relates EI components with SFP. EI was measured with EQ-I, and SFP was measured with the value (USD) of sales/year/salesperson. This analysis was applied to a sample of 58 salespeople of a supply medical equipment company in the Peruvian market. The design was cross-sectional with an explanatory scope. The results show that only the “intrapersonal” and “interpersonal” components of IE influence SFP, whereas the components “adaptability”, “stress management” and “general mood” do not correlate, which partially supports the relationship between EI and SFP.
publishDate 2023
dc.date.none.fl_str_mv 2023-01-24
dc.type.none.fl_str_mv info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion
format article
status_str publishedVersion
dc.identifier.none.fl_str_mv https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739
10.15381/idata.v25i2.22739
url https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739
identifier_str_mv 10.15381/idata.v25i2.22739
dc.language.none.fl_str_mv spa
eng
language spa
eng
dc.relation.none.fl_str_mv https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739/19230
https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739/19231
https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739/19232
https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739/19233
https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739/19234
https://revistasinvestigacion.unmsm.edu.pe/index.php/idata/article/view/22739/19235
10.15381/idata.v25i2.22739.g19076
dc.rights.none.fl_str_mv https://creativecommons.org/licenses/by/4.0/deed.es_ES
info:eu-repo/semantics/openAccess
rights_invalid_str_mv https://creativecommons.org/licenses/by/4.0/deed.es_ES
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
application/pdf
text/html
text/html
audio/mpeg
audio/mpeg
dc.publisher.none.fl_str_mv Facultad de Ingeniería Industrial, Universidad Nacional Mayor de San Marcos
publisher.none.fl_str_mv Facultad de Ingeniería Industrial, Universidad Nacional Mayor de San Marcos
dc.source.none.fl_str_mv Industrial Data; Vol. 25 No. 2 (2022); 261-274
Industrial Data; Vol. 25 Núm. 2 (2022); 261-274
1810-9993
1560-9146
reponame:Revistas - Universidad Nacional Mayor de San Marcos
instname:Universidad Nacional Mayor de San Marcos
instacron:UNMSM
instname_str Universidad Nacional Mayor de San Marcos
instacron_str UNMSM
institution UNMSM
reponame_str Revistas - Universidad Nacional Mayor de San Marcos
collection Revistas - Universidad Nacional Mayor de San Marcos
repository.name.fl_str_mv
repository.mail.fl_str_mv
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Emotional Intelligence in the Sales Performance of a Healthcare Related Company
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