Document Type
Article
Publication Date
4-1-2006
Abstract
This paper examines the factors that could influence moving up the median productivity and decreasing the transaction costs involved with building and maintaining a commission based financial sales team. The prime initiating influence, it is hypothesized, is the Positive Deviant Branch Manager who in his/her capacity as the leader can 'infect' individuals within the branch so as to generate better results. This paper will review Emotional Intelligence, Leadership, Emotional Contagion, Self-Efficacy, Optimism and Development and relate these to the findings from an exploratory field work consisting of six pilot interviews. This preliminary research suggests that as a method of selection, Branch Managers should be tested for certain Emotional Intelligence Competencies as these may represent in part, the ingredients for 'infection'.
Keywords
sales management, emotional intelligence, leadership, emotional contagion, self-efficacy, optimism and development.
Rights
© The Author(s). Kelvin Smith Library provides access for non-commercial, personal, or research use only. All other use, including but not limited to commercial or scholarly reproductions, redistribution, publication or transmission, whether by electronic means or otherwise, without prior written permission is strictly prohibited.
Department/Center
Design & Innovation
Recommended Citation
Massa, Raymond, "Emotional Contagion by Branch Managers on Performance in a Financial Sales Setting: The Positive Deviant 'Infectious' Branch Manager" (2006). Student Scholarship. 180.
https://commons.case.edu/studentworks/180