• 90 Minutes session via Zoom  
  • Tuesday 26/1/2021
  • 11:00-12:30​ (GMT+2)

The effect of emotional intelligence on business performance: direct and indirect effects and comments on the non-linearity of such relationships.

The existing empirical findings on the connection between emotional intelligence (EI) and business performance are inconsistent.
The effect of EI on sales performance ranges - depending on the measurement method - from zero to a very high influence. Two possible reasons might be decisive for this discrepancy: The non-linearity of the relationship between EI and sales performance as well as the interaction with other variables. An empirical study carried out by the author with sales representatives of an international company in the construction sector helped to shed light on the topic.

In the lecture, main concepts of EI with respect to their relevance in business environments will be discussed. Linear and non-linear relationships of EI and performance and the effect of influencing variables will be presented. Measurement of EI will be practically applied and connected to performance within the lecture – with results presented to each participant a few days after the lecture.

Background literature: 
Zehetner, Andreas. Emotionale Intelligenz und Verkaufsperformance. Springer Fachmedien Wiesbaden, 2019.

Andreas Zehetner is a professor of Marketing at the University of Applied Sciences Upper Austria (FH OÖ). He holds a master’s degree from the Johannes-Kepler University of Linz and a doctoral degree from the Karl Franzens University of Graz.
In his teaching, he focuses on business-to-business marketing, cross cultural marketing and on international business-to-business sales and sales management. In his research, Andreas Zehetner is interested in the construct of emotional intelligence and its effects on performance, especially on sales performance. Aside from that, he did some research related to career-decision making of business students in an international, cross-cultural context.
Andreas Zehetner has been and is still teaching at various universities, among them the University of International Business and Economics (UIBE) in Beijing, China; the Concordia University Wisconsin (CUW) in the United States; the St. Petersburg State Polytechnical University, Russia; the University of Economics (VSE) in Prague, Czech Republic; and the Plekhanov University of Economics, Russia. Since 2013, he occupies the position of a Vice President International Affairs, and is member of the university board of management. In this position, he is responsible for international relations with partner institutions, for international outreach and international recruiting across the university’s schools.

*Opens for researchers, academic and administrative staff only.

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