Perceived Management of Emotions and Satisfaction with Job of Sales Representatives

By : Jahanvi Bansal , Sapna Rana

Page No: 332-342

Abstract
Every day, sales representatives experience intense multifaceted emotions that bring along a lot of provocations. Simultaneously, today’s customers are more conversant, challenging, and less patient than before, making it difficult for sales representatives to gauge their emotional intelligence. The stiff sales environment further creates mental pressure that disrupts the routine functioning and job satisfaction of sales representatives. This calls for the study of the psychological processes underlying employees’ perceptions of satisfaction with their job; which has not been given comprehensive consideration in past research. This paper extends this idea by touching on the origin and progression of emotional intelligence over time and the relational analysis of one of its key sub-sets namely, management of emotions with job satisfaction. For statistical analysis, tools including EFA, CFA, correlation, and linear regression were employed on a sample of 424 respondents based out of the Delhi/National Capital Region (NCR). Empirical analysis indicated a significant and positive association between perceived management of emotions and satisfaction with job of sales representatives.

Authors :
Jahanvi Bansal
Associate Professor, Shri Jaysukhlal Vadhar Institute of Management (JVIMS), Jamnagar, Gujarat, India.

Sapna Rana
Assistant Professor, KIIT College of Engineering, Gurugram, Haryana, India.

DOI: https://doi.org/10.32381/PROD.2022.63.03.8