The role of emotional wisdom in salespersons' relationships with colleagues and customers
Article first published online: 8 OCT 2010
© 2010 Wiley Periodicals, Inc.
Psychology & Marketing
Volume 27, Issue 11, pages 1001–1031, November 2010
How to Cite
Bagozzi, R. P., Belschak, F. and Verbeke, W. (2010), The role of emotional wisdom in salespersons' relationships with colleagues and customers. Psychol. Mark., 27: 1001–1031. doi: 10.1002/mar.20370
- Issue published online: 8 OCT 2010
- Article first published online: 8 OCT 2010
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.