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- W4295154652 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." @default.
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- W4295154652 date "2022-10-01" @default.
- W4295154652 modified "2023-09-24" @default.
- W4295154652 title "Empathy and EGO-drive in the B2B salesforce: Impacts on job satisfaction" @default.
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- W4295154652 doi "https://doi.org/10.1016/j.indmarman.2022.08.001" @default.
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