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The purpose of this paper is to examine how customer orientation affects frontline service workers’ deep acting and to what extent the effect is moderated by the severity of dysfunctional customer behavior (DCB). Service organizations usually want their employees to demonstrate sincere emotions during customer encounters.

The study employed a mixed method design using measured variables (e.g. customer orientation) and a scenario-based manipulated variable (i.e. DCB severity). Data from 237 service workers were used to investigate the theoretical model.

Results showed that perspective taking and emotional sensitivity mediate the positive effect of customer orientation on deep acting. Furthermore, the influence of emotional sensitivity on deep acting is positive when DCB is less severe, but becomes non-significant when DCB becomes severe.

Because the DCB severity is manipulated as a single event, future research can examine its influence based on employees’ experiences. Also, future studies may investigate other mechanisms to explain customer orientation’s effects on deep acting.

This paper provides service organizations an understanding of the key roles of emotional sensitivity and perspective taking in driving deep acting as well as the importance of monitoring DCB severity.

The study is one of the first in marketing to examine the different influences of DCB severity on important employee outcomes. This study also identifies two important mediators to explain how customer orientation drives deep acting.

The purpose of this paper is to describe a framework for conceptualizing the role of emotional and social skills in effective leadership and management and provides preliminary suggestions for research and for the development of leader emotional and social skills.

The paper generalizes a dyadic communications framework in order to describe the process of emotional and social exchanges between leaders and their followers.

The paper shows how emotional skills and complementary social skills are essential for effective leadership through a literature review and discussion of ongoing research and a research agenda.

Suggestions for the measurement and development of emotional and social skills for leaders and managers are offered.

The work provides a framework for emotional and social skills in order to illustrate their role in leadership and their relationship to emotional and social intelligences. It outlines a research agenda and advances thinking of the role of developable emotional and social skills for managers.

The purpose of this paper is to examine the effects of interpersonal skills (emotional and political skills) and work engagement on transformational leadership and leader well-being at work.

Emotional control, emotional sensitivity, political skills, work engagement, transformational leadership behaviors, and job satisfaction were assessed in an empirical study of 278 employees. The relationships between emotional skills, political skills, work engagement, and transformational leadership were evaluated using participants in managerial positions (n=159). The combined influence of interpersonal skills and work engagement on job satisfaction was examined as a comparison between managers and non-managers (n=119).

In addition to the positive effects of work engagement on outcome measures, results showed political skill is an important capability contributing to transformational leadership and leaders’ job satisfaction. Findings also showed the interaction of emotional skill, political skill, and work engagement contributed to job satisfaction among managers.

Organizations must provide managers with opportunities to develop political skills or modify selection processes to identify candidates who possess political skills for management positions. Organizations will also benefit from implementing ways to engage managers in their work to facilitate transformational leader behaviors and promote their well-being. In addition, organizations can work to identify and develop managers’ emotional control and sensitivity skills specific to individual needs.

Research investigating personal attributes that influence transformational leadership as an outcome is limited. This study contributes to the leadership literature and sheds light on the literature on the microfoundations of management competencies by examining managers’ skills and engagement on their leader behaviors and job satisfaction. Insights are discovered regarding the combination of emotional skills, political skills, and work engagement that indicate interpersonal skills and engagement have supplementary effects on transformational leader behaviors and leader well-being.

This chapter focusses on how qualitative research can capture the lived experiences of entrepreneurial individuals by exploring their subjective experiences. Traditional methods of data collection involve listening to what entrepreneurial individuals say and observing their actions, although particular attention to their feelings is often absent. To achieve data congruence and to gain a deeper understanding of their lived experiences, it is crucial to also take into consideration how they feel. This chapter will recount a confessional tale recorded during a recent field study in entrepreneurship that will shed light on the pivotal role that a researcher’s sensory processing sensitivity (SPS) trait can play during qualitative data collection in helping researchers becoming mindful of the feelings of entrepreneurial individuals, even when those feelings are not directly expressed by them. The introduction of the researcher’s SPS trait in promoting data congruence during qualitative data collection will be this chapter’s principal contribution.

The primary focus of this project is to see if emotional intelligence and awareness training should be introduced into sales training programs and to see if emotional intelligence training is necessary for success in the sales profession. A recent survey of 515 professional sales representatives located in Pittsburgh, PA area firms that were chosen based on relatively large size and established reputations in the area were asked to respond to a number of questions concerning sales training and related sales experience. Factor analysis results with industry type, insurance and financial type, as an example discovered four categories of data reduction: component 1 related to emotional intelligence (identifying personality types, presentation skills, controlling one's emotions, and adaptability to change) variables, component 2 was associated with experience (years of managerial experience and years of sales experience), component 3 for people skills (sales concepts and procedures and listening skills), and component 4 dealt with technical skills (writing skills and computer competencies). Not surprisingly, communication skills, negotiating skills, emotional intelligence, and presentation skills, and the need to differentiate personality types were found to be very important to the sales practitioners. Equally not surprising that they found their professional stressful and the relevance of college course in sales with somewhat mixed reviews.

The purpose of this paper is to determine the cross‐cultural reliability and validity of the Emotional Competence Inventory (ECI‐2) in a cross‐cultural context.

Using a competency‐based approach to social and emotional intelligence (EI), the paper presents data on Indian managers from the manufacturing and service industries collected using self‐report and multi‐rater assessments. Factor analysis explored the latent structure of social and emotional intelligence competencies on the Indian sample. Divergent validity was assessed using a Stress Personality test. Internal reliability of the ECI‐2 was also determined for a sample of 400 Indian managers.

A two‐factor structure has emerged in the cross‐cultural context similar to the latent structure of the construct explored by the test developers of the ECI‐2. However, six items did not have significant loading. ECI‐2 has been found to have statistically significant reliability coefficient and divergent validity with Stress Personality test on the Indian sample.

The competency‐based approach to emotional and social intelligence, with a two‐factor structure, has found empirical evidence on the managerial sample in the Indian context. Future research can test this on other professional groups. Norms can be developed for various professional groups using a competency‐based framework of EI.

ECI‐2 can be used with modification based on the findings for talent management, employee development, counseling and succession planning for Indian managers.

Cross‐cultural validation, in the Indian context, of a competency‐based framework of emotional and social intelligence and its measure is useful for researchers and practitioners and for professional and leadership development of managers.

The use of text‐based communications such as instant messaging or social media such as Twitter has been growing significantly as the use of mobile devices increases. Not only do people share information via mobile communication, there are significant implications for advertising and marketing. Due to display limitations, however, the message senders use various conventions in addition to the text‐based message to more clearly and richly express emotions. Since users use a range of expressions to convey these emotions, it would be very useful to verify the relationships between users' emotional expressions and receivers' perceptions of the expressions. The purpose of this paper is to propose an integrated model to examine the relationship between emotional expressions and the emotional intensity of the receivers.

The authors formulated a series of research hypotheses and tested them using empirical survey data. The research model used is based on regression analysis with dummy variables for statistical analyses.

First, emotional intensity had a closer relationship to user acceptance than was expected. Second, the use of exclamation marks and emotional messages are far less acceptable in negative messages. Third, the high formalisation group has a more positive emotional intensity in their basic expression.

The authors successfully determined that emotional expressions significantly affect the message receivers' emotional intensity and hence acceptance of the message.

The economic system is an expectation's feedback system, thus decisions made by economic agents are based on their expectations about the future state of the economy. These decisions affect actual realization of economic variables and this process leads to the new expectations. For a long period of time, economics was based on the erroneous belief that economic agents apply rational calculations to economic and financial decisions. The main purpose of the current paper is to present the theoretical model explaining emotion's component of expectations in the process of financial decision making.

The research is based on the generally accepted scientific qualitative and quantitative methods, including monographic method.

The paper shows how the expectations and subjective beliefs of different financial market participants could be translated into prices. After describing the main investor's categories, it is possible to model their subjective beliefs about the current price evolution on the stock exchange and formulate the demand strategy of each investor's group. Finally, the model shows mathematical considerations how prices result from demands, considering that they are set by the market maker.

The paper shows how emotions impact investors' beliefs and could be transmitted into prices. A particular agent category – the emotional investor – was formulated, who exclusively follows his intuition and whose presence influences market prices. So, there is no doubt that an appropriate rational strategy requires the adoption to the new kind of market agent and theoretical considerations presented in the paper could contribute to this process.

This paper aims to introduce the concept of compassion to the field of international business studies. As international business activities continuously intensify and hence generate a work environment characterized by cultural heterogeneity and pluralism, the notion of compassion in a cross-cultural context can be regarded a key skill for employees in internationally operating firms to enable coping with potential cross-cultural conflicts.

In this narrative-oriented type of review, the authors discuss compassion in a cross-cultural context by drawing on the literature in the management and international business studies. By connecting prior research on compassion with the typical research interests in the IB domain, the authors identify and define potential future research foci for a research agenda centering on the role that cross-cultural compassion plays.

The authors argue that the conventional approach to learning about other national cultures, their value and norm systems, needs to be complemented by the acquisition of compassion skills. In todays culturally diverse business environment where employees increasingly work in virtual teams, cultural complexity is hardly manageable alone by developing expert knowledge about respective cultural contexts to prevent cross-cultural conflicts.

By drawing on extant research on compassion conducted in neighboring disciplines of the social sciences, the authors conceptualize compassion in the context of international business research. Because compassion in a cross-cultural context is new to international business research, this study suggests directions for future research consisting of four research streams to guide future research on compassion in a cross-cultural context in international business studies.