Elizabeth J. Rozell

An empirical evaluation of emotional intelligence: The impact on management development

This study explored the measurement of emotional intelligence (EI) using a comprehensive scale to tap the construct. Using a sample of 295 undergraduate business majors from a mid‐western university, an exploratory factor analysis was performed to examine the factor structure of the scale. Based on the factor loadings, the scale was reduced to 51 items with five factors emerging. Student demographics revealed that accounting majors rated lower on EI as compared to other majors. Results also indicated that higher EI scores were associated with membership in Greek organizations, and involvement in sports organizations. It was also found that international students rated lower on the EI measure as compared to domestic students. Finally, several of the factors within the scale were shown to have a relationship to both cumulative GPA and university‐specific GPA. Implications for these findings as they relate to management development are discussed.

Emotional intelligence and dispositional affectivity as moderators of workplace aggression: The impact on behavior choice

Abstract This paper presents a model of emotional intelligence and dispositional affectivity as moderators of workplace aggression. Particular attention is devoted to the mediating processes through which workers make behavioral choices resulting from perceived injustices primarily using the interpersonal and intrapersonal skills of “emotional intelligence” and dispositional affectivity. The model explores the five components of emotional intelligence, which include self-awareness, self-regulation, motivation, empathy, and social skills. Building on the works of Goleman [Goleman, D. (1995). Emotional intelligence. New York: Bantam Books.; Goleman, D. (1998). Working with emotional intelligence. New York: Bantam Books.] and others, the model examines the individuals degree of emotional intelligence and the impact that these skills may have on the type of behavior exhibited after the perception of injustice. The model also examines the impact that dispositional affectivity has on behavioral choices as well. It is proposed that the specific behavior choice can result in adaptive/constructive behavior or maladaptive behavior, such as workplace aggression. We include research propositions and discuss managerial implications as well as recommendations for training, selection practices, counseling, and attributional training.

How much is too much

Purpose – The primary purpose this paper is to empirically assess the efficacy of using an ability‐based measurement of emotional intelligence (EI) as a predictor of self‐managed work team satisfaction of undergraduate business students.Design/methodology/approach – The study explored EI as a predictor of group satisfaction using a sample of 74 undergraduate business students from a mid‐western university. Regression analysis was used to analyze the data.Findings – Contrary to much of the literature regarding EI, the results indicate that higher levels of managing emotions and understanding emotions may significantly decrease certain facets of group member satisfaction for highly emotionally intelligent individuals.Research limitation/implications – The study employed a student sample, which to some degree raises questions of sample representativeness and generalizability of the results. Future research needs to use employee samples representative of workplace organizations to determine if the results rep...

The relationship between emotional intelligence and customer orientation for pharmaceutical salespeople

Purpose – The purpose of this paper is to examine the relationships between salesperson emotional intelligence, dispositional affectivity, and customer‐orientation levels in pharmaceutical marketing.Design/methodology/approach – A total of 71 pharmaceutical salespeople working in the UK provided responses to scales designed to assess emotional intelligence, dispositional affectivity (positive affect (PA) and negative affect (NA) and customer orientation). The emotional intelligence and dispositional affectivity scores provided by the salespeople were then analyzed to determine the degree to which they related to customer‐orientation levels.Findings – The findings indicate that salesperson emotional intelligence levels are positively correlated with their customer‐orientation scores. Positive dispositional affectivity levels are also significantly correlated with salesperson customer‐orientation levels. This result suggests that UK pharmaceutical salespeople who possessed more PA tended to also be more pos...

Cultural Prototypes of the Successful Entrepreneur: Comparison of Estonia and the United States

This study compares and contrasts perceptions of entrepreneurship success factors in Estonia and the USA. The 115-item E-World survey is used to highlight differences of implicit beliefs about behaviors and characteristics of successful entrepreneurs between the USA, a country with a long history of entrepreneurial development, and Estonia, a small economy where entrepreneurship has played an important role in the transition from a command to a market economy. Cultural differences and the institutional context emerge as key models in interpreting the social obligations of entrepreneurs, thus linking future orientation and communication, and entrepreneurs’ perceptions of entrepreneurial risks and challenges.

Computer efficacy: Determinants, consequences, and malleability

Abstract This paper presents a model of the determinants and consequences of computer efficacy with particular attention devoted to the mediating processes through which users form efficacy judgements, including their analysis of task requirements, assessments of situational and personal resources/constraints, and attributional analysis of experience. Of particular interest to this paper are the attributional processes affecting computer efficacy. Recommendations for computer and attributional training are advanced.

Has Grocery Store Loyalty Changed? An Analysis of Determinant Characteristics and Strategy

This study was designed to investigate the characteristics of those grocery store customers who tend to be store loyal versus those who are not store loyal. The study examines the relative importance of characteristics such as service, physical facilities, promotions, pricing structure, and various demographic factors that may impact store loyalty. Findings indicate that customer service and physical characteristics of a store (i.e., convenient store hours and parking) are of fundamental importance to the store-loyal shopper. Interestingly, it was found that loyal shoppers are more concerned with pricing issues than nonloyal shoppers. Additionally, based upon the loyalty literature, it would seem logical to assume that the findings presented in this study may well be applicable to other food-related industries, including the foodservice industry. Managerial strategies are discussed.

Entrepreneurship Success Factors in High and Low Early Stage Entrepreneurship Intensity Countries

The paper links data from the research project “Entrepreneurship Work in Organizations Requiring Leadership Development” (E-World) and information from the Global Entrepreneurship Monitor (GEM) research about intensity of early stage entrepreneurship activities. Perceptions about features of entrepreneurs that enhance their success are influenced by evolution of economies from the resource-driven to the efficiency driven and to the innovation driven development stage. E-World results from 21 countries indicate stronger focus on opportunity seeking in these efficiency driven countries, where share of early-stage entrepreneurs in population is high. Opportunity seeking attributions of entrepreneurs in innovation-driven economies appeared to be stronger in countries, where early-stage entrepreneurship intensity is relatively low. Positive behavioural patterns of entrepreneurs are linked to the high early-stage entrepreneurship intensity both in efficiency-driven and innovation-driven economies and in all regions that were studied. That reflects expectations about entrepreneurship ethics in countries, where the early-stage entrepreneurship rate is high.