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The relationship between emotional intelligence and buyer's performance

Lillian Schumacher (School of Business, University of St Francis, Fort Wayne, Indiana, USA)
Jane V. Wheeler (Department of Management, College of Business Administration, Bowling Green State University, Bowling Green, Ohio, USA)
Amelia S. Carr (Department of Management, College of Business Administration, Bowling Green State University, Bowling Green, Ohio, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 13 March 2009

Abstract

Purpose

The purpose of this paper is to explore the relationship between buyer's emotional intelligence and buyer's relationship performance.

Design/methodology/approach

A survey methodology was used to collect data for this study. The survey was administered using an assessment process which incorporated “buyers'” and “suppliers'” assessment for the independent variable, emotional intelligence, and the dependent variable, relationship performance. The respondents consisted of 34 buyers and 102 suppliers.

Findings

Correlation and regression analysis revealed several significant relationships between the variables. Specifically, buyers' self‐assessed emotional intelligence was not significantly related to buyers' self‐assessed relationship performance. Buyers' emotional intelligence assessed by suppliers was significantly related to buyers' relationship performance assessed by suppliers. Buyers' emotional intelligence (as assessed by buyers and suppliers' assessment differences) was not significantly related to buyers' self‐assessed relationship performance. Last, buyers' emotional intelligence (as assessed by buyers' and suppliers' assessment differences) was significantly related to buyers' relationship performance (as assessed by buyers' and suppliers' assessment differences). Thus, the results suggest that buyers' emotional intelligence is positively related to relationship performance, most significantly from the perspective of their key suppliers.

Originality/value

This study is the first to introduce emotional intelligence within an environment that consisted of individuals working with others outside of their respective organizations (buyers and suppliers). This research offers some insight to buyers on the implications of emotional intelligence and how it can be used to support their interactions with their key suppliers.

Keywords

Citation

Schumacher, L., Wheeler, J.V. and Carr, A.S. (2009), "The relationship between emotional intelligence and buyer's performance", Journal of Business & Industrial Marketing, Vol. 24 No. 3/4, pp. 269-277. https://doi.org/10.1108/08858620910939813

Publisher

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Emerald Group Publishing Limited

Copyright © 2009, Emerald Group Publishing Limited