業務人員逆境商數、情緒商數及工作績效之關係

A Study on The Relationships among Adversity Quotient, Emotional Intelligence, and Job Performance of Salespeople

吳淑鈴(Shu-Ling Wu)

指導教授 ： 蔡錫濤

國立臺灣師範大學/科技學院/國際人力教育與發展研究所/碩士(2004年)

摘要

This study investigated the relationships among adversity quotient, emotional intelligence and job performance of salespeople using quantitative method. It was hypothesized that there were relationships between adversity quotient and job performance, emotional intelligence and job performance and adversity quotient and emotional intelligence. In addition, it was hypothesized that adversity quotient and emotional intelligence have influence on job performance. The results showed that these hypotheses were supported. Besides, the correlations between adversity quotient and job performance, emotional intelligence and job performance and adversity quotient and emotional intelligence were positive. In addition, regression analysis showed that adversity quotient plus emotional intelligence can explain above fifty percent of job performance. Implications of these results were discussed, as were suggestions for management practice and directions for future research.

關鍵字

逆境商數 ； 情緒商數 ； 工作績效 ； 業務人員

並列摘要

This study investigated the relationships among adversity quotient, emotional intelligence and job performance of salespeople using quantitative method. It was hypothesized that there were relationships between adversity quotient and job performance, emotional intelligence and job performance and adversity quotient and emotional intelligence. In addition, it was hypothesized that adversity quotient and emotional intelligence have influence on job performance. The results showed that these hypotheses were supported. Besides, the correlations between adversity quotient and job performance, emotional intelligence and job performance and adversity quotient and emotional intelligence were positive. In addition, regression analysis showed that adversity quotient plus emotional intelligence can explain above fifty percent of job performance. Implications of these results were discussed, as were suggestions for management practice and directions for future research.

並列關鍵字

Adversity quotient ； Emotional intelligence ； Job performance ； Salespeople

參考文獻

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Babakus, E., Cravens, D.W., Johnson M., & Moncrief, W.C. (1999). The role of emotional exhaustion in sales force attitude and behavior relationships, Academy of Marketing Science, 27, 58-70.

Baldauf, A. & Cravens, D.W. (2002). The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships. European Journal of Marketing, 36(11/12), 1367-1388.

Bar-On, R. (2000). Emotional and social intelligence: Insights from the emotional quotient inventory. In R. Bar-On & J.D.A. Parker (Eds), The handbook of emotional intelligence: Theory, development, assessment, and application at home, school, and in the workplace (pp.363-388). San Francisco: Jossey-Bass.