A Study on Relationship between Emotional Intelligence and Work Performance of the Sales Personnel in the Organized Retail Stores of Karnataka

Abstract

In past few years, the organized retailing has seen a remarkable growth in Indian retail newlinesector. Many domestic and foreign players have shown interest and have made investment newlinewith a long term vision in the Indian retail sector. It is expected to have a potential growth newlinein organized retail sector in the country (Chakraborty, 2014). However, increase in newlineforeign direct investment has given way to increase in competition to existing retail newlineorganizations and to those organizations which are yet to open. newlineGrowing competition, lowering of trade barriers, and shift towards market economy are newlineadding up more pressure on today s retail organizations to increase their performance newlinelevels. The organizations performance heavily depends upon the individual sales person s newlineperformance at the workplace. newlineOne frequently discussed topic in work performance literatures is Emotional newlineIntelligence . Emotional Intelligence is skill set which helps a person to appraise one s newlineown feelings and that of others. It will thus help to use those feelings to inspire and newlineencourage one s own self and others to achieve success in life (Abraham, 2000). newlineEmotional intelligence is one of those elements in human psychology which needs great newlineattention of modern researchers as it explains the persons success better than existing newlinevariables available (Extremera and Fernandez-Berrocal, 2004). Emotional intelligence is newlinea well known concept in various areas like sociology, sales, education, psychology, newlinebusiness etc. The emotional intelligence has proved to be an important predictor of work newlineplace performance especially in the emotional labour jobs such as sales (Daus, Rubin, newlineSmith and Cage, 2004; Glomb, Kammeyer-Mueller, and Rotundo, 2004).