The Effect Of Social Capital And Emotional Intelligence On Salesperson's Job Performance

In recent years, enterprise had vitally concerned about the employees'social capital and emotional intelligence. By Social capital theory, we know that employees'performance not only depends on their intellectual capital, but also depends on their social capital. The study of emotional intelligence found that employees'emotional intelligence have a significant positive effect on the performance. Therefore, how to choose employees who both have rich social capital and high emotional intelligence of the same premise of intellectual capital has become the key success factors in gaining access. So far we do not have any research combination of both of these theories at home and abroad. What is the relationship between Social capital and emotional intelligence and employee performance? How they affect employee performance?Based on social capital and emotional intelligence theory and practical background review, this paper use salesperson as a unique perspective, using data of 20 enterprises makes investigation on relationship between social capital and the job performance, in order to discover exactly how Social capital and emotional intelligence affect employee performance. Finally, we management and sum up the research results, combine them human resource management practice, and with organization discuss applied implication of them.Based on the retrospection of social capital,emotional intelligence and job performance theory's research progress, by using the method of questionnaire, this paper makes investigation on relationship between social capital,emotional intelligence and the job performance。By factor analysis, we found that salespersons'social capital,emotional intelligence have their unique Dimensions. By correlation analysis, we found that there were both strong correlation between social capital,the job performance and emotional intelligence,the job performance .We also found that social capital,emotional intelligence have good prediction results on job performance through multiple regression analysis. The results showed the effects of social capital,emotional intelligence and all of their factors on job performance. Sub-sample statistical analysis of the data base of social capital, emotional intelligence and sales performance relationship exists between the different combinations of the four dimensions, social capital and emotional intelligence have different degrees of affect on job performance, different combinations of Social capital and emotional intelligence also have different degrees of affect on job performance. Improvement of social capital has more impact on job performance than the Improvement of emotional intelligence.Through a series of theoretical and empirical studies have drew a conclusion as above,that can provide useful guidance to help enterprises in the salesperson's recruitment, selection, training and development, working configuration management practices.