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      Organizational Emotional Intelligence and Top Selling

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          Abstract

          The purpose of this study is to explore emotional intelligence in association with effective sales performance. The participants involved in this study were sellers in a home furniture company and completed a new tool measuring emotional intelligence at the beginning of their employment with the company. After four months, their volume of sales was calculated and compared with other results. Briefly, evidence from this study indicates that emotional intelligence skills are relevant in association with job performance, particularly relationship management and self-management. The final results support the main hypothesis. Subsequent implications for sales organizations and researchers are discussed.

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          Common method biases in behavioral research: A critical review of the literature and recommended remedies.

          Interest in the problem of method biases has a long history in the behavioral sciences. Despite this, a comprehensive summary of the potential sources of method biases and how to control for them does not exist. Therefore, the purpose of this article is to examine the extent to which method biases influence behavioral research results, identify potential sources of method biases, discuss the cognitive processes through which method biases influence responses to measures, evaluate the many different procedural and statistical techniques that can be used to control method biases, and provide recommendations for how to select appropriate procedural and statistical remedies for different types of research settings.
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            Receiver-operating characteristic (ROC) plots: a fundamental evaluation tool in clinical medicine.

            The clinical performance of a laboratory test can be described in terms of diagnostic accuracy, or the ability to correctly classify subjects into clinically relevant subgroups. Diagnostic accuracy refers to the quality of the information provided by the classification device and should be distinguished from the usefulness, or actual practical value, of the information. Receiver-operating characteristic (ROC) plots provide a pure index of accuracy by demonstrating the limits of a test's ability to discriminate between alternative states of health over the complete spectrum of operating conditions. Furthermore, ROC plots occupy a central or unifying position in the process of assessing and using diagnostic tools. Once the plot is generated, a user can readily go on to many other activities such as performing quantitative ROC analysis and comparisons of tests, using likelihood ratio to revise the probability of disease in individual subjects, selecting decision thresholds, using logistic-regression analysis, using discriminant-function analysis, or incorporating the tool into a clinical strategy by using decision analysis.
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              The file drawer problem and tolerance for null results.

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                Author and article information

                Journal
                EJOP
                Eur J Psychol
                Europe's Journal of Psychology
                Eur. J. Psychol.
                PsychOpen
                1841-0413
                28 November 2014
                : 10
                : 4
                : 712-725
                Affiliations
                [a ]Human Sciences Department, European University of Rome, Rome, Italy
                [2]NEOMA Business School, Reims, France
                Author notes
                [* ]Human Sciences Department, European University of Rome, Via degli Aldobrandeschi, 190 00163 Roma, Italy – Tel.: +39 06.665431. gabriele.giorgi@ 123456unier.it
                Article
                ejop.v10i4.755
                10.5964/ejop.v10i4.755
                50edcf04-9e6b-4032-a42c-1f1e55cdfa67
                Copyright @

                This is an open-access article distributed under the terms of the Creative Commons Attribution License, which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited.

                History
                : 24 January 2014
                : 13 October 2014
                Categories
                Research Reports

                Psychology
                Italy,sales,organizational intelligence,employee performance,sales performance,emotional competencies,emotional intelligence

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