The role of emotional wisdom in salespersons' relationships with colleagues and customers
dc.contributor.author | Bagozzi, Richard P. | en_US |
dc.contributor.author | Belschak, Frank | en_US |
dc.contributor.author | Verbeke, Willem | en_US |
dc.date.accessioned | 2010-11-03T15:23:15Z | |
dc.date.available | 2011-03-01T16:26:42Z | en_US |
dc.date.issued | 2010-11 | en_US |
dc.identifier.citation | Bagozzi, Richard P.; Belschak, Frank; Verbeke, Willem (2010). "The role of emotional wisdom in salespersons' relationships with colleagues and customers." Psychology and Marketing 27(11): 1001-1031. <http://hdl.handle.net/2027.42/78246> | en_US |
dc.identifier.issn | 0742-6046 | en_US |
dc.identifier.issn | 1520-6793 | en_US |
dc.identifier.uri | https://hdl.handle.net/2027.42/78246 | |
dc.description.abstract | Emotional wisdom is defined as a set of seven dimensions of basic skills and meta-narratives concerning how to regulate emotions within specific domains in such a way that the individual's and firm's well-being are tied together. Using operationalizations of emotional wisdom for salespersons from a wide range of industries (Study 1) and in automotive dealerships (Study 2), with respect to both colleagues and customers, it is discovered that salespeople who score high on emotional wisdom cope differently with socially challenging situations and achieve better social relationships than those who score low on emotional wisdom. © 2010 Wiley Periodicals, Inc. | en_US |
dc.format.extent | 168995 bytes | |
dc.format.extent | 3118 bytes | |
dc.format.mimetype | application/pdf | |
dc.format.mimetype | text/plain | |
dc.publisher | Wiley Subscription Services, Inc., A Wiley Company | en_US |
dc.subject.other | Business, Finance & Management | en_US |
dc.title | The role of emotional wisdom in salespersons' relationships with colleagues and customers | en_US |
dc.type | Article | en_US |
dc.rights.robots | IndexNoFollow | en_US |
dc.subject.hlbsecondlevel | Economics | en_US |
dc.subject.hlbtoplevel | Business | en_US |
dc.description.peerreviewed | Peer Reviewed | en_US |
dc.contributor.affiliationum | University of Michigan ; Ross School of Business and Department of Social and Administrative Sciences, College of Pharmacy, University of Michigan, Ann Arbor, MI 48109-1234 | en_US |
dc.contributor.affiliationother | University of Amsterdam, The Netherlands | en_US |
dc.contributor.affiliationother | Erasmus University, The Netherlands | en_US |
dc.description.bitstreamurl | http://deepblue.lib.umich.edu/bitstream/2027.42/78246/1/20370_ftp.pdf | |
dc.identifier.doi | 10.1002/mar.20370 | en_US |
dc.identifier.source | Psychology and Marketing | en_US |
dc.owningcollname | Interdisciplinary and Peer-Reviewed |
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