Search Conferences

Type in any word, words or author name. This searchs through the abstract title, keywords and abstract text and authors. You may search all conferences or just select one conference.

 All Conferences
 EMAC 2019 Annual Conference
 EMAC 2020 Annual Conference
 EMAC 2020 Regional Conference
 EMAC 2021 Annual Conference
 EMAC 2021 Regional Conference
 EMAC 2022 Annual
 EMAC 2022 Regional Conference

EMAC 2019 Annual Conference

Complement or Compensate? Interaction of IQ and Job Experience with Emotional Intelligence in explaining Sales Negotiation Performance.

Published: May 28, 2019


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


Emotional intelligence; Sales Performance; Negotiation


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.