Emotional Intelligence as a Predictor of Sales Performance: A Bibliometric Analysis
DOI:
https://doi.org/10.29105/vtga11.4-1170Keywords:
Emotional intelligence, Sales performance, Consultative selling, Adaptive sales, B2B salesAbstract
This bibliometric analysis examines the relationship between emotional intelligence (EI) and sales performance based on 51 articles published between 2005 and 2025, retrieved from Dimensions and Lens, using VOSviewer for visual analysis and thematic filters for sample refinement. The study identifies conceptual patterns, temporal trends, and the most frequently cited works within this line of research. Findings indicate that EI is associated with improved sales performance, although the evidence is neither conclusive nor consistent. Building on this, the study proposes a differentiated approach: understanding EI not as a decisive factor across all sales contexts, but as an advantage whose impact depends on the type of sale. While EI may be beneficial in virtually any profession—by supporting emotional self-regulation, collaboration, and stress management—its relevance in sales increases in contexts that require continuous adaptation, emotional awareness, and real-time decision-making, such as consultative selling. Conversely, in more structured and repetitive environments—like over-the-counter sales—its influence may be limited or even negligible.
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