Document Type
Article
Publication Date
3-1-2008
Abstract
This study aims to contribute to the debate in differentiating emotional and social intelligence from intelligence (‘g’ or also referred to as IQ in normal parlance) and personality. A further aim and a consequence of this study is to offer a perspective on predictors of management effectiveness; in particular of Branch Managers in a financial sales environment. Emotional and social intelligence are described as a collection of competencies. Some scholars, however, argue that emotional and social intelligence competencies are merely manifestations of ‘g’ and personality. The question then is to what extent are emotional and social intelligence competencies independent of established construct and processes? Although over a hundred empirical studies have demonstrated that competencies predict effectiveness in a variety of management settings (Boyatzis, 2006), very few have conducted a validation study where intelligence, personality and emotional and social intelligence are tested as independent variables together against the same performance measure as the dependent variable. The present study is designed to do just that. This research is set within a particular occupational context: that of sales, or more specifically, that of financial sales. The unit of analysis will be the Branch Manager of a branch consisting of a mean of approximately 50 financial advisors. The results demonstrated that emotional and social intelligence is a predictor of management effectiveness while intelligence and personality were not.
Keywords
personality and social intelligence, management--psychological aspects, emotional intelligence, social intelligence, intelligence, personality, management effectiveness
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, "Predictors of Management Effectiveness: Intelligence, Personality or Emotional and Social Intelligence?" (2008). Student Scholarship. 341.
https://commons.case.edu/studentworks/341