Shibin Sheng
University of Alabama at Birmingham
Network
Latest external collaboration on country level. Dive into details by clicking on the dots.
Publication
Featured researches published by Shibin Sheng.
GfK Marketing Intelligence Review | 2012
Blair Kidwell; David M. Hardesty; Brian R. Murtha; Shibin Sheng
Abstract Emotional intelligence (EI) is important in many business contexts. Knowing how sales professionals use emotions to facilitate positive outcomes for their firms, themselves and their customers is particularly important for managing marketing exchanges. To leverage EI it is necessary to accurately measure it. Existing scales are of limited value and therefore a new scale to measure EI in marketing exchange is presented here. It focuses on EI related abilities in the specific context of marketing exchange and effectively demonstrates how EI interacts with sales, customer orientation, the extent of influence of a sales rep in an encounter, customer retention and cognitive ability. The new tool helps to diagnose individual levels of marketing exchange EI. It can be very useful for employee selection and designing specific sales training in order to improve exchange relationships and interactions between buyers and sellers, in particular.
Journal of Marketing | 2011
Shibin Sheng; Kevin Zheng Zhou; Julie Juan Li
Journal of Marketing | 2011
Blair Kidwell; David M. Hardesty; Brian R. Murtha; Shibin Sheng
Journal of Operations Management | 2014
Kevin Zheng Zhou; Qiyuan Zhang; Shibin Sheng; En Xie; Yeqing Bao
Journal of Business Research | 2013
Shibin Sheng; Kevin Zheng Zhou; Leopold Lessassy
Journal of Operations Management | 2016
Xuan Bai; Shibin Sheng; Julie Juan Li
Marketing Letters | 2012
Yongchuan Bao; Shibin Sheng; Kevin Zheng Zhou
Industrial Marketing Management | 2011
Julie Juan Li; Shibin Sheng
Journal of the Academy of Marketing Science | 2014
Kevin Zheng Zhou; Julie Juan Li; Shibin Sheng; Alan T. Shao
Journal of Operations Management | 2016
Mengyang Wang; Qiyuan Zhang; Yonggui Wang; Shibin Sheng