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

영업사원의 감성지능이 직무성과에 미치는 영향: 자기효능감의 매개효과와 개인-상사 적합성의 조절효과

  • 김선 (숭실대학교 일반대학원 경영학과) ;
  • 신호철 (숭실대학교 경영대학)
  • Received : 2016.08.23
  • Accepted : 2016.09.12
  • Published : 2016.10.28


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.


Emotional Intelligence;Job Performance;Self-Efficacy;Person-Supervisor fit


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