Empathy and EGO-drive in the B2B salesforce: impacts on job satisfaction

Treen, E and Yu, Y ORCID: https://orcid.org/0000-0002-5699-3529, 2022. Empathy and EGO-drive in the B2B salesforce: impacts on job satisfaction. Industrial Marketing Management, 106, pp. 270-278. ISSN 0019-8501

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Abstract

It has long been assumed that empathy and ego-drive are two fundamental characteristics of effective salespeople. Taking a wholistic view of sales effectiveness to include job satisfaction in sales positions, this research assesses the relationship between salesperson empathy and ego-drive and sales job satisfaction. While evidence suggests that high empathy and high ego-drive are predictors of sales performance, this does not always translate to job satisfaction based on our findings. Using the automated text analysis tool, Linguistic Inquiry and Word Count (LIWC) to analyze company reviews written by B2B salespeople, our results show that B2B salespeople who are most satisfied with their jobs possess high levels of empathy but low levels of ego-drive.

Item Type:	Journal article
Publication Title:	Industrial Marketing Management
Creators:	Treen, E. and Yu, Y.
Publisher:	Elsevier
Date:	October 2022
Volume:	106
ISSN:	0019-8501
Identifiers:	Number Type 10.1016/j.indmarman.2022.08.001 DOI S0019850122001730 Publisher Item Identifier 1600907 Other
Divisions:	Schools > Nottingham Business School
Record created by:	Jonathan Gallacher
Date Added:	18 Oct 2022 15:24
Last Modified:	11 Sep 2024 03:00
URI:	https://irep.ntu.ac.uk/id/eprint/47271

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