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Dive into the research topics where Shibin Sheng is active.

Publication


Featured researches published by Shibin Sheng.


GfK Marketing Intelligence Review | 2012

A Closer Look at Emotional Intelligence in Marketing Exchange

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

The effects of business and political ties on firm performance: Evidence from China

Shibin Sheng; Kevin Zheng Zhou; Julie Juan Li


Journal of Marketing | 2011

Emotional Intelligence in Marketing Exchanges

Blair Kidwell; David M. Hardesty; Brian R. Murtha; Shibin Sheng


Journal of Operations Management | 2014

Are relational ties always good for knowledge acquisition? Buyer–supplier exchanges in China

Kevin Zheng Zhou; Qiyuan Zhang; Shibin Sheng; En Xie; Yeqing Bao


Journal of Business Research | 2013

NPD speed vs. innovativeness: The contingent impact of institutional and market environments

Shibin Sheng; Kevin Zheng Zhou; Leopold Lessassy


Journal of Operations Management | 2016

Contract governance and buyer–supplier conflict: The moderating role of institutions

Xuan Bai; Shibin Sheng; Julie Juan Li


Marketing Letters | 2012

Network-based market knowledge and product innovativeness

Yongchuan Bao; Shibin Sheng; Kevin Zheng Zhou


Industrial Marketing Management | 2011

When does guanxi bolster or damage firm profitability? The contingent effects of firm- and market-level characteristics

Julie Juan Li; Shibin Sheng


Journal of the Academy of Marketing Science | 2014

The evolving role of managerial ties and firm capabilities in an emerging economy: evidence from China

Kevin Zheng Zhou; Julie Juan Li; Shibin Sheng; Alan T. Shao


Journal of Operations Management | 2016

Governing local supplier opportunism in China: Moderating role of institutional forces

Mengyang Wang; Qiyuan Zhang; Yonggui Wang; Shibin Sheng

Collaboration


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Julie Juan Li

City University of Hong Kong

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Qiyuan Zhang

University of Hong Kong

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Shuilong Wu

Beijing Institute of Technology

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Thomas L. Powers

University of Alabama at Birmingham

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Yeqing Bao

University of Alabama in Huntsville

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