Browse > Article
http://dx.doi.org/10.5392/JKCA.2016.16.10.350

Relationships between Emotional Intelligence and Job Performance of Sales Representatives: Mediating Effects of Self-efficacy and Moderating Effects of Person-supervisor Fit  

Jin, Xian (숭실대학교 일반대학원 경영학과)
Shin, Ho-Chul (숭실대학교 경영대학)
Publication Information
The Journal of the Korea Contents Association / v.16, no.10, 2016 , pp. 350-363 More about this Journal
Abstract
The purpose of this study was to examine the relationships between emotional intelligence and job performance. Also, the study explore the effects of self-efficacy as a mediating variable and person-supervisor fit as a moderating variable on the mentioned relationships. In order to verify the assumptions related to this research, a survey of 173 sales representatives working in various organizations was conducted. Survey results supported the assumption that higher emotional intelligence resulted in higher job performance. And another assumption that job performance could be predicted more precisely through mediating effect of self-efficacy. Finally, results revealed that the relationships between emotional intelligence and self-efficacy became stronger when the scores of person-supervisor fit were higher. Theoretical and practical implication were reviewed and limitations of the study and suggestions for future research were discussed.
Keywords
Emotional Intelligence; Job Performance; Self-Efficacy; Person-Supervisor fit;
Citations & Related Records
연도 인용수 순위
  • Reference
1 T. R. Zenger and B. S. Lawrence, "Organizational Demography: The Differential Effects of Age and Tenure Distributions on Technical Communication," Academy of Management Journal, Vol.32, No.2, pp.353-376, 1989.   DOI
2 A. S. Tsui and C. A. O'reilly, "Beyond Simple Demographic Effects: The Importance of Relational Demography in Superior-Subordinate Dyads," Academy of Management Journal, Vol.32, No.2, pp.402-423, 1989.   DOI
3 J. D. Mayer and P. Salovey, What is Emotional Intelligence? In P. Salovey & D. J. Sluyter(Eds.), Emotional Development and Emotional Intelligence: Educational Implications, pp.3-31, 1997.
4 C. Wong and K. S. Law, "The Effects of Leader and Follower Emotional Intelligence on Performance and Attitude: An Exploratory Study," The Leadership Quarterly, Vol.13, No.3, pp.243-274, 2002.   DOI
5 V. Dulewicz and M. Higgs, "Emotional Intelligence-A Review and Evaluation Study," Journal of Managerial Psychology, Vol.15, No.4, pp.341-372, 2000.   DOI
6 J. M. George and A. P. Brief, "Motivational Agendas in the Workplace: The Effects of Feelings on Focus of Attention and Work Motivation," Elsevier Science/JAI Press, 1996.
7 A. M. Isen, K. A. Daubman, and G. P. Nowicki, "Positive Affect Facilitates Creative Problem Solving," Journal of Personality and Social Psychology, Vol.52, pp.1122-1131, 1987.   DOI
8 P. Salovey, C. K. Hsee, and J. D. Mayer, Emotional Intelligence and the Selfregulation of Affect. In D. M. Wegner and J. W. Pennebaker(Eds), Handbook of Mental Control. Englewood Cliffs, NJ, 1993.
9 R. C. Sinclair and M. M. Mark, The Influence of Mood State on Judgement and Action: Effects on Persuasion, Categorization, Social Justice, Person Perception, and Judgmental Accuracy, In L.L. Martin and A. Tesser (Eds), The Construction of Social Judgments, Hillsdale, NJ: Erlbaum, pp.165-93, 1992.
10 D. L. Van Rooy and C. Viswesvaran, "Emotional Intelligence: A Meta-Analytic Investigation of Predictive Validity and Nomological Net," Journal of Vocational Behavior, Vol.65, No.1, pp.71-95, 2004.   DOI
11 R. H. Humphrey, "Promising Research Opportunities in Emotions and Coping with Conflict," Journal of Management & Organization, Vol.12, No.2, pp.179-186, 2006.   DOI
12 A. Bandura, Social Learning Theory. Englewood Cliffs, NJ; Prentice-Hall, 1977b.
13 A. Bandura, "The Self System in Reciprocal Determinism," American Psychologist, Vol.33, No.4, pp.344-358, 1978.   DOI
14 H. A. Elfenbein and C. A. O'Reilly, "Fitting in: The Effects of Relational Demography and Person-Culture Fit on Group Process and Performance," Group & Organization Management, Vol.32, No.1, pp.109-142, 2007.   DOI
15 G. B. Graen and M. Uhl-Bien, "The Relationship-Based Approach to Leadership: Development of LMX Theory of Leadership over 25 Years: Applying a Multi-Level, Multi-Domain Perspective," Leadership Quarterly, Vol.6, No.2, pp.219-247, 1995.   DOI
16 N. M. Ashkanasy and C. S. Daus, "Emotion In the Workplace: The New Challenge for Managers," The Academy of Management Executive, Vol.16, No.1, pp.76-86, 2002.   DOI
17 J. Smithey Fulmer and B. Barry, "The Smart Negotiator: Cognitive Ability and Emotional Intelligence in Negotiation," International Journal of Conflict Management, Vol.15, No.3, pp.245-272, 2004.   DOI
18 R. H. Humphrey, "The Many Faces of Emotional Leadership," The Leadership Quarterly, Vol.13, No.5, pp.493-504, 2002.   DOI
19 R. H. Humphrey, J. M. Pollack, and T. Hawver, "Leading with Emotional Labor," Journal of Managerial Psychology, Vol.23, No.2, pp.151-168, 2008.   DOI
20 S. S. Masterson, K. Lewis, and B. M. Goldman, "Integrating Justice and Social Exchange: The Differing Effects of Fair Procedures and Treatment on Work Relationships," Academy of Management Journal, Vol.43, No.4, pp.738-748, 2000.   DOI
21 R. C. Liden, S. J. Wayne, and R. T. Sparrowe, "An Examination of the Mediating Role of Psychological Empowerment on the Relations between the Job, Interpersonal Relationships, and Work Outcomes," Journal of Applied Psychology, Vol.85, No.3, pp.407-419, 2000.   DOI
22 R. C. Liden, S. J. Wayne, and D. Stilwell, "A Longitudinal Study on the Early Development of Leader-Member Exchanges," Journal of Applied Psychology, Vol.78, No.4, pp.662-674, 1993.   DOI
23 P. J. Jordan and A. Troth, "Emotional Intelligence and Leader Member Exchange: The Relationship with Employee Turnover Intentions and Job Satisfaction," Leadership & Organization Development Journal, Vol.32, No.3, pp.260-280, 2011.   DOI
24 S. J. Wayne, L. M. Shore, and R. C. Liden, "Perceived Organizational Support and Leader-Member Exchange: A Social Exchange Perspective," Academy of Management Journal, Vol.40, No.1, pp.82-111, 1997.   DOI
25 성지영, 박원우, 윤석화, "개인-환경 (조직, 상사, 동료) 적합성이 조직시민행동 및 개인성과에 미치는 영향과 공정성의 매개효과 검증," 인사.조직연구, 제16권, 제2호, pp.1-62, 2008.
26 N. M. Ashkanasy and C. O'connor, "Value Congruence in Leader-Member Exchange," The Journal of Social Psychology, Vol.137, No.5, pp.647-662, 1997.   DOI
27 D. W. Chan, "Perceived Emotional Intelligence and Self-Efficacy among Chinese Secondary School Teachers in Hong Kong," Personality and Individual Differences, Vol.36, No.8, pp.1781-1795, 2004.   DOI
28 J. M. George, "Emotions and Leadership: The Role of Emotional Intelligence," Human Relations, Vol.53, No.8, pp.1027-1055, 2000.   DOI
29 T. Sy, S. Côté, and R. Saavedra, "The Contagious Leader: Impact of the Leader's Mood on the Mood of Group Members, Group Affective Tone, and Group Processes," Journal of App.lied Psychology, Vol.90, No.2, pp.295-305, 2005.   DOI
30 M. J. Gundlach, M. J. Martinko, and S. C. Douglas, "Emotional Intelligence, Causal Reasoning, and the Self-Efficacy Development Process," The International Journal of Organizational Analysis, Vol.11, No.3, pp.229-246, 2003.   DOI
31 A. Bandura, "Self-Efficacy: Toward a Unifying Theory of Behavioral Change," Psychological Review, Vol.84, pp.191-215, 1997a.
32 A. Bandura, Self-Efficacy: The Exercise of Control, New York: Freeman, 1997.
33 G. E. Prussia and A. J. Kinicki, "A Motivational Investigation of Group Effectiveness Using Social-Cognitive Theory," Journal of Applied Psychology, Vol.81, No.2, pp.187-198, 1996.   DOI
34 J. Schaubroeck and D. E. Merritt, "Divergent Effects of Job Control on Coping with Work Stressors: The Key Role of Self-Efficacy," Academy of Management Journal, Vol.40, No.3, pp.738-754, 1997.   DOI
35 P. Tierney and S. M. Farmer, "Creative Self-Efficacy: Its Potential Antecedents and Relationship to Creative Performance," Academy of Management Journal, Vol.45, No.6, pp.1137-1148, 2002.   DOI
36 M. E. Gist, "The Influence of Training Method on Self Efficacy and Idea Generation among Managers," Personnel Psychology, Vol.42, No.4, pp.787-805, 1989.   DOI
37 F. Luthans and S. J. Peterson, "Employee Engagement and Manager Self-Efficacy," Journal of Management Development, Vol.21, No.5, pp.376-387, 2002.   DOI
38 R. Wood and A. Bandura, "Social Cognitive Theory of Organizational Management," Academy of Management Review, Vol.14, No.3, pp.361-384, 1989.   DOI
39 C. Lee and P. Bobko, "Self-Efficacy Beliefs: Comparison of Five Measures," Journal of App.lied Psychology, Vol.79, No.3, pp.364-369, 1994.   DOI
40 R. Wood, A. Bandura, and T. Bailey, "Mechanisms Governing Organizational Performance in Complex Decision-Making Environments," Organizational Behavior and Human Decision Processes, Vol.46, No.2, pp.181-201, 1990.   DOI
41 P. C. Earley and T. R. Lituchy, "Delineating Goal and Efficacy Effects: A Test of Three Models," Journal of App.lied Psychology, Vol.76, No.1, pp.81-98, 1991.   DOI
42 A. Bandura and E. A. Locke, "Negative Self-Efficacy and Goal Effects Revisited," Journal of Applied Psychology, Vol.88, No.1, 2003.
43 A. Bandura, "Self-Efficacy: Toward a Unifying Theory of Behavioral Change," Psychological Review, Vol.84, pp.191-215, 1977a.   DOI
44 J. D. Elicker, P. E. Levy, and R. J. Hall, "The Role of Leader-Member Exchange in the Performance App.raisal Process," Journal of Management, Vol.32, No.4, pp.531-551, 2006.   DOI
45 J. D. Mayer, P. Salovey, and D. R. Caruso, "Emotional Intelligence as Zeitgeist, as Personality, and as a Mental Ability," San Francisco, CA, US: Jossey-Bass, xv, 528, pp.92-117, 2000.
46 M. J. Martinko and W. L. Gardner, "The Leader/Member Attribution Process," Academy of Management Review, Vol.12, No.2, pp.235-249, 1987.   DOI
47 B. Weiner, "An Attributional Theory of Achievement Motivation and Emotion," Psychological Review, Vol.92, No.4, pp.548-573, 1985.   DOI
48 B. Weiner, Judgments of Responsibility: A Foundation for A Theory of Social Conduct, Guilford Press, 1995.
49 A. Bandura, "Self-Efficacy Conception of Anxiety," Anxiety research, Vol.1, No.2, pp.77-98, 1988.   DOI
50 G. R. Jones, "Socialization Tactics, Self-Efficacy, and Newcomers' Adjustments to Organizations," Academy of Management Journal, Vol.29, No.2, pp.262-279, 1986.   DOI
51 A. E. Vianen, "Person-Organization Fit: The Match between Newcomers' and Recruiters' Preferences for Organizational Cultures," Personnel Psychology, Vol.53, No.1, pp.113-149, 2000.   DOI
52 W. L. Gardner and J. R. Schermerhorn, "Unleashing Individual Potential: Performance Gains Through Positive Organizational Behavior and Authentic Leadership," Organizational Dynamics, Vol.33, No.3, pp.270-281, 2004.   DOI
53 K. W. Mossholder, A. G. Bedeian, and A. A. Armenakis, "Group Process-Work Outcome Relationships: A Note on the Moderating Impact of Self-Esteem," Academy of Management Journal, Vol.25, No.3, pp.575-585, 1982.   DOI
54 J. Nunnally, Psychometric Methods, New York: McGraw-Hill, 1978.
55 R. M. Baron and D. A. Kenny, "The Moderator -Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations," Journal of Personality and Social Psychology, Vol.51, No.6, pp.1173-1182, 1986.   DOI
56 J. Cohen and P. Cohen, Applied Multiple Regression/Correlation Analysis for the Behavioral Sciences (3rd ed.), Hillsdale, NJ:Erlbaum, 1988.
57 N. M. Ford, O. C. Walker Jr, G. A. Churchill Jr, and S. W. Hartley, "Selecting Successful Salespeople: A Meta-Analysis of Biographical and Psychological Selection Criteria," Review of Marketing, pp.90-131, 1987.
58 E. J. Rojell, C. E. Pettijohn, and R. S. Parker, "Emotional Intelligence and Dispositional Affectivity as Predictors of Performance in Salespeople," Journal of Marketing Theory and Practice, Vol.14, No.2, pp.113-124, 2006.   DOI
59 D. E. Byrne, The Attraction Paradigm, New York: Academic Press, 1971.
60 강영순, "개인-환경적합성과 직무수행간의 차별적 영향관계와 일 가치감의 매개효과," 인적자원 관리연구(한국인적자원관리학회), 제19권, 제4호, pp.75-98, 2012.
61 A. M. Saks and B. E. Ashforth, "A Longitudinal Investigation of the Relationships between Job Information Sources, App.licant Perceptions of Fit, and Work Outcomes," Personnel Psychology, Vol.50, No.2, pp.395-426, 1997.   DOI
62 Gary E. Schwartz and Weiss. Stephen M, "Behavioral medicine revisited: An amended definition," Journal of Behavioral Medicine, Vol.1.3, 249-251, 1978.
63 E. Berscheid, E. Walster, and A. Barclay, "Effect of Time on Tendency to Compensate a Victim," Psychological Reports, Vol.25, No.2, pp.431-436, 1969.   DOI
64 D. Goleman, Emotional intelligence, Bantam, 1995.
65 D. Goleman, Working with Emotional Intelligence, Bantam, 1998.
66 P. Salovey and J. D. Mayer, "Emotional Intelligence," Imagination, Cognition and Personality, Vol.9, No.3, pp.185-211, 1990.   DOI
67 G. Salomon, "Television is" Easy" and Print Is" Tough": The Differential Investment of Mental Effort in Learning as a Function of Perceptions and Attributions," Journal of Educational Psychology, Vol.76, No.4, pp.647-658, 1984.   DOI
68 J. J. Martocchio and T. A. Judge, "Relationship between Conscientiousness and Learning in Employee Training: Mediating Influences of Self-Deception and Self-Efficacy," Journal of Applied Psychology, Vol.82, No.5, 1997.
69 J. D. Mayer and P. Salovey, "Emotional Intelligence and the Construction and Regulation of Feelings," Applied and Preventive Psychology, Vol.4, No.3, pp.197-208, 1995.   DOI
70 S. Fox and P. E. Spector, "Relations of Emotional Intelligence, Practical Intelligence, General Intelligence, and Trait Affectivity with Interview Outcomes: It's Not all Just'G'," Journal of Organizational Behavior, Vol.21, No.2, pp.203-220, 2000.   DOI
71 A. L. Kristof-Brown, R. D. Zimmerman, and E. C. Johnson, "Consequences of Individuals' Fit at Work: A Meta-Analysis of Person-Job, Person-Organization, Person-Group, and Person-Supervisor Fit," Personnel Psychology, Vol.58, No.2, pp.281-342, 2005.   DOI
72 V. R. Krishnan, "Transformational Leadership and Value System Congruence," International Journal of Value-Based Management, Vol.15, No.1, pp.19-33, 2002.   DOI
73 J. Schaubroeck and S. S. Lam, "How Similarity to Peers and Supervisor Influences Organizational Advancement in Different Cultures," Academy of Management Journal, Vol.45, No.6, pp.1120-1136, 2002.   DOI
74 L. A. Witt, "Enhancing Organizational Goal Congruence: A Solution to Organizational Politics," Journal of Applied Psychology, Vol.83, No.4, pp.666-674, 1998.   DOI
75 J. Pfeffer, "Competitive Advantage through People," California Management Review, Vol.36, No.2, pp.9-28, 1994.   DOI