Dissertation/Thesis Abstract

A correlation study of emotional intelligence and behavioral style of bio-pharmaceutical industry District Sales Managers
by Megowan, Greg, Ed.D., Pepperdine University, 2012, 146; 3543538
Abstract (Summary)

This study explored to what extent, if at all, there was a relationship between District Sales Managers' (DMs) emotional intelligence (EQ) and their behavioral style, at Phyogen, Inc. Research demonstrated that leaders with higher levels of emotional intelligence are rated as more effective leaders (Kerr, Garvin, Heaton, & Boyle, 2005; Rosete & Ciarrochi, 2005). The literature also shows that EQ can in fact be learned and developed (Bradberry & Greaves, 2003; Cooper, 1997; Dulewicz & Higgs, 2000; Dulewicz & Higgs, 2004; Goleman, 1998; Groves, McEnrue, & Shen, 2006). In addition, emotional intelligence has been found to have a direct association with transformational leadership (Barling, Slater, & Kelloway, 2000; Palmer, Walls, Burgess, & Stough, 2001; Brown & Moshavi, 2005). Transformational leadership was demonstrated to increase organizational innovation in the pharmaceutical industry (Garcia-Morales, Matias-Reche, & Hurtado-Torres, 2008). The objective of the study was to identify whether or not the resulting correlations between leadership behavioral style and level of EQ could be used to help Phyogen, Inc. with future leadership identification, as well as be used to help increase the level of EQ with its current DM population.

The population studied was District Sales Managers at Phyogen, Inc. with at least 1 year of experience. The DiSC® Classic 2.0 assessment was employed to measure District Sales Managers' behavioral style and the Bar-On EQ-i® assessment was used to measure District Sales Managers' 6 primary emotional intelligence scores. An Analysis of Variance (ANOVA) and Pearson's Correlations were used to identify any possible relationship between behavioral style and emotional intelligence variables in this study. Partial correlations were also employed to control for any effects associated with either age or gender.

The study did not demonstrate any direct correlation between overall leadership behavioral style (DiSC® Classic Pattern), and the corresponding level of emotional intelligence of District Sales Managers using the Bar-On EQ-i® assessment. However, this study did reveal that specific domains within the DiSC® behavioral classic pattern (D, i, S, C) positively or negatively correlated to specific areas of emotional intelligence. Results of the study may be helpful in future leadership identification, as well as development of current District Sales Managers as they deal with such changing and complex issues as comprehensive healthcare reform.

Indexing (document details)
Advisor: Rhodes, Kent
Commitee: Russo, Charline, Schmeider-Ramirez, June
School: Pepperdine University
Department: Education
School Location: United States -- California
Source: DAI-A 74/03(E), Dissertation Abstracts International
Subjects: Management, Pharmaceutical and Medicine Manufacturing
Keywords: Biopharmaceutical, DiSC, Emotional intelligence, Leadership, Sales management
Publication Number: 3543538
ISBN: 978-1-267-72467-0
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