Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance

Gabler, Colin B.; Vieira, Valter Afonso; Senra, Karin Borges; Agnihotri, Raj

doi:10.1080/08853134.2019.1578661

Cited by 16 publications

(6 citation statements)

References 57 publications

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“…Therefore, to eliminate CMV and have more casual interference, we recommend longitudinal study and experimental study design for more in-depth knowledge. In the present study, we used EI as a unidimensional construct, thus, a future investigation must empirically examine the separate dimensions of EI or use of other variables such as political skill (Munyon et al, 2015), and interpersonal mentalizing (Gabler et al, 2019) would enhance the nomological network of the antecedents of team performance. To the best of our knowledge, this study is amongst the initial attempts to integrate EI and performance through the mediating effects of trust and the moderating role of task interdependence, specifically at the team level.…”

Section: Discussionmentioning

confidence: 99%

A Mediating and Moderating Analysis of the Relationship Between Team Emotional Intelligence and Team Performance

Shafique

Naz

2023

Sage Open

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The study aims to examine the association between team emotional intelligence (EI) and team performance, particularly in construction projects, with a deliberate focus on identifying the factors that may foster or hinder team performance. To examine the hypothesized nexus of the model, dyadic data of 302 project employees and their site supervisors was collected, representing 53 teams in total. Organizations working on construction projects and relevant participants were selected through purposive sampling method. Findings of the study pronounce a positive association between team EI and team performance of engineers. Further, this study supports the mediating role of team trust between focal variables. Notably, task interdependence buffers the association between team EI and team performance. Coupled with the theoretical contribution, the study also offers valuable insights for managerial consideration, which may help them to maintain the workflow in construction projects and enhance team performance. Although EI constitutes essential resources for higher performance, prior research has not investigated whether and when team EI facilitates team performance, particularly in construction projects. We contributed to filling this gap by establishing the direct and indirect association between team EI and team performance via team trust. Moreover, the study also established task interdependence as a relevant moderator. In sum, the study at hand brings to the fore the dispositional and contextual antecedents that could potentially impact team performance, particularly in the construction project context.

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Section: Discussionmentioning

confidence: 99%

A Mediating and Moderating Analysis of the Relationship Between Team Emotional Intelligence and Team Performance

Shafique

Naz

2023

Sage Open

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“…People tend to associate skill with competence since it is an indicator of expertise and high performance [41]. For instance, salespersons with analytical skills earn higher sales [42], adaptive selling skills enable salespersons to better position a firm's products over those of its competitors [43], and interpersonal mentalizing skills help salespersons reduce burnout, thus improving their performance [44]. Thus, skill is anticipated to be positively correlated with competence.…”

Section: Inner Traitsmentioning

confidence: 99%

“…Skill A comprehensive concept including the ability to adapt, learn, communicate, comprehend, and question. [41,43,44] Expression efficiency…”

Section: Inner Traits Definition Referencesmentioning

confidence: 99%

Theory and Data-Driven Competence Evaluation with Multimodal Machine Learning—A Chinese Competence Evaluation Multimodal Dataset

Xian

Liao

2023

Applied Sciences

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In social interactions, people who are perceived as competent win more chances, tend to have more opportunities, and perform better in both personal and professional aspects of their lives. However, the process of evaluating competence is still poorly understood. To fill this gap, we developed a two-step empirical study to propose a competence evaluation framework and a predictor of individual competence based on multimodal data using machine learning and computer vision methods. In study 1, from a knowledge-driven perspective, we first proposed a competence evaluation framework composed of 4 inner traits (skill, expression efficiency, intelligence, and capability) and 6 outer traits (age, eye gaze variation, glasses, length-to-width ratio, vocal energy, and vocal variation). Then, eXtreme Gradient Boosting (XGBoost) and Shapley Additive exPlanations (SHAP) were utilized to predict and interpret individual competence, respectively. The results indicate that 8 (4 inner and 4 outer) traits (in descending order: vocal energy, age, length-to-width ratio, glasses, expression efficiency, capability, intelligence, and skill) contribute positively to competence evaluation, while 2 outer traits (vocal variation and eye gaze variation) contribute negatively. In study 2, from a data-driven perspective, we accurately predicted competence with a cutting-edge multimodal machine learning algorithm, low-rank multimodal fusion (LMF), which exploits the intra- and intermodal interactions among all the visual, vocal, and textual features of an individual’s competence behavior. The results indicate that vocal and visual features contribute most to competence evaluation. In addition, we provided a Chinese Competence Evaluation Multimodal Dataset (CH-CMD) for individual competence analysis. This paper provides a systemic competence framework with empirical consolidation and an effective multimodal machine learning method for competence evaluation, offering novel insights into the study of individual affective traits, quality, personality, etc.

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“…Fairly recently, Herjanto and Franklin (2019) avers that salesperson's skills will have a promising impact on their performance. For decades, scholars remained interested in identifying the association between individual traits and h/er performance (Arndt, Arnold, & Landry, 2006;Evans et al, 2012;Gabler, Vieira, Senra, & Agnihotri, 2019;Plouffe, 2018). Additionally, dynamic working structures emphasize the need to investigate interpersonal skills that may strengthen individuals to navigate the organization's social fabric (Grant, Fried, Parker, & Frese, 2010).…”

Section: Political Skill and Sales Performancementioning

confidence: 99%

Peeling Back the Association between Salesperson Political Skill and Salesperson Performance: Evidence from the Pharmaceutical Sector

Shafique¹,

Rajput²

2021

Int. j. bus. econ. aff.

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Existing literature on the association between salesperson personality and salesperson performance is, at best, unequivocal. This research introduces a relatively less explored personality trait (i.e., political skill) to explore additional variance in sales performance and settle inconsistencies in existing findings. Building on the conversation of the resource theory, this research proposes that frontline sales employees' political skill influences employees' sales performance, ultimately contributing to the firm's performance. The hypotheses nexuses are tested using data of 253 frontline sales employees working with national and multinational pharmaceutical firms. A paper and pencil method were used to collect data, in a two-month time interval, from the frontline sales employees. The result indicates that political skill influence frontline employees' sales performance, such that the sales employees with high political skill can not only understand the tacit needs of customers but such salespeople also effectively communicate and coordinate with internal customers, which complements salesperson while approaching their current and potential customers. These findings confirm the existing literature on political skill and also extend the concept in sales and sales management literature. Besides theoretical contributions, our study also offers insights for effective managerial interventions, particularly for employees and managers working in pharmaceutical firms. Caveats, along with future directions, are also outlined.

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Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance

Cited by 16 publications

References 57 publications

A Mediating and Moderating Analysis of the Relationship Between Team Emotional Intelligence and Team Performance

A Mediating and Moderating Analysis of the Relationship Between Team Emotional Intelligence and Team Performance

Theory and Data-Driven Competence Evaluation with Multimodal Machine Learning—A Chinese Competence Evaluation Multimodal Dataset

Peeling Back the Association between Salesperson Political Skill and Salesperson Performance: Evidence from the Pharmaceutical Sector

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