We define emotional competence as a person’s domain-specific working model about how one can appropriately manage one’s emotions within interpersonal situations. Emotional competence is conceived as the integration of seven seemingly unrelated proficiencies: perspective taking, strategic...

Account managers invest in two distinct, compensatory social ties to achieve social capital, namely peripheral knowledge ties and implementation support ties. The first ties require communal investments, which consist of organizational citizenship behaviors and peripheral information sharing....

Using two different samples of salespeople, the authors investigate how a combination of general mental ability (GMA) and specific skills and capabilities (social competence and thinking styles) allows salespeople to reach their sales goals. The study finds evidence for an interaction between...