Emotional wisdom is defined as a set of seven dimensions of basic skills and metaânarratives concerning how to regulate emotions within specific domains in such a way that the individual's and firm's wellâbeing are tied together. Using operationalizations of emotional wisdom for salespersons from a wide range of industries (Study 1) and in automotive dealerships (Study 2), with respect to both colleagues and customers, it is discovered that salespeople who score high on emotional wisdom cope differently with socially challenging situations and achieve better social relationships than those who score low on emotional wisdom.
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Bagozzi, R. P., Belschak, F., & Verbeke, W. (2010).
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