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EMAC 2019 Annual Conference


Complement or Compensate? Interaction of IQ and Job Experience with Emotional Intelligence in explaining Sales Negotiation Performance.
(A2019-9365)

Published: May 28, 2019

AUTHORS

Andreas Zehetner, University of Applied Sciences Upper Austria; Daniela Zehetner, Johannes Kepler Universität Linz; Maria Neuner, University of Applied Sciences Upper Austria

KEYWORDS

Emotional intelligence; Sales Performance; Negotiation

ABSTRACT

Although the impact of emotional intelligence (EI), cognitive intelligence (IQ) and experien-tial or practical intelligence (Epstein 1993) has been discussed in various contexts and for many years, its interaction, compound or compensatory effects in predicting performance in marketing exchanges remain unclear. This paper elaborates if and how EI, IQ, and job experi-ence (as a proxy for experiential intelligence) compensate or complement each other in busi-ness negotiations. EI and IQ are estimated through standardized tests. The INSBAT Test (IQ) and the trait emotional intelligence questionnaire (TEIQUE) are employed. The sample is composed of 154 graduate students of a business programme with different levels of job ex-perience. Their negotiation performance is measured through an experimental negotiation role-play. Data is analysed from both the seller’s and the buyer’s perspective.