Intelligent Use of Emotions in Personal Selling: A Study into the Effect of Emotional Intelligence on the Performance of Sales Executives

School of Management Studies, Cochin University of Science and Technology

Emotional Intelligence and Organisational Role Stress — A study among managers in selected industrial organisations in Kerala

Emotional intelligence is very important in organisations and the ability to manage feelings and handle stress is an important aspect of El. Even though a number of studies have been done to prove that E1 is related to organisationally relevant variables like leadership effectiveness, job satisfaction, performance, career success etc., and the theoretical grounding for emotional intelligence-stress-relationship seems sound, only a few studies have been done to establish this linkage. This study is an attempt to measure emotional intelligence and organisational role stress of managers working in industrial organisations and to examine the relationship between Emotional Intelligence and Organisational Role Stress. It also attempts to explore the influence of personal and occupational variables viz., age, education, gender, marital status, experience, department, type of organisation and designation on emotional intelligence. The investigator has also examined the difference in the level of role stress experienced by junior, middle and senior-level managers. The main objective of the study is to examine the relationship between emotional intelligence and organisational role stress.

Emotional Intelligence As A Determinant Of Conflict Style Adoption Of Managers: A Theoretical Perspective

Successful management is dependent heavily on the manager’s ability to handle conflict effectively. The workforce has been increasingly becoming diversified vis-à-vis the gender, culture and ethnicity. The present work environment has in itself contributed to sowing seeds of conflict with greater diversity, hostility, complexity and newer business competencies in the work context.The classic study of Mintzberg’s Managerial roles approach (1973) also says that a manager has to spend sufficient time and energy in solving conflict as he has to take roles as a negotiator, and dispute handler. An understanding of the conflict and role that it plays in influencing employee behavior constructively or destructively is immense. Therefore conflict when left unmanaged can lead to diminished cohesiveness amongst employees, productivity and reduced organizational fitness. To manage conflict effective conflict resolution strategies that have constructive outcomes is called for. Conflict resolution style theorists opine that collaborative or integrative style, where there is high concern for task and people is considered to give positive individual and organizational outcomes, while the withdrawing /avoidance style and forcing / dominating style are considered to be ineffective in managing conflict. Though managers have typical preferences in the styles followed it need not necessarily be the typical response as it depends on the context, power relationships, emotions etc. The adoption of conflict styles of managers however is dependent on variables like gender orientation, cultural values, personality orientation, underlying relationships – public/private. The paper attempts to draw the importance of managing conflicts at workplace positively and the need for effective conflict resolution strategies. The conflict style adopted and the variables that affect the adoption of each style are discussed and possible interventions at the workplace are suggested

Protein-Expressions-Analysen zur Etablierung prädiktiver Biomarker bei der Behandlung fortgeschrittener Tumoren der Mamma und der Prostata

Aktuelle Entwicklungen auf dem Gebiet der zielgerichteten Therapie zur Behandlung maligner Erkrankungen erfordern neuartige Verfahren zur Diagnostik und Selektion geeigneter Patienten. So ist das Ziel der vorliegenden Arbeit die Identifizierung neuer Zielmoleküle, die die Vorhersage eines Therapieerfolges mit targeted drugs ermöglichen. Besondere Aufmerksamkeit gilt dem humanisierten monoklonalen Antikörper Trastuzumab (Herceptin), der zur Therapie Her-2 überexprimierender, metastasierter Mammakarzinome eingesetzt wird. Jüngste Erkenntnisse lassen eine Anwendung dieses Medikamentes in der Behandlung des Hormon-unabhängigen Prostatakarzinoms möglich erscheinen. Therapie-beeinflussende Faktoren werden in der dem Rezeptor nachgeschalteten Signaltransduktion oder Veränderungen des Rezeptors selbst vermutet. Mittels Immunhistochemie wurden die Expressions- und Aktivierungsniveaus verschiedener Proteine der Her-2-assoziierten Signaltransduktion ermittelt; insgesamt wurden 37 molekulare Marker untersucht. In Formalin fixierte und in Paraffin eingebettete korrespondierende Normal- und Tumorgewebe von 118 Mammakarzinom-Patientinnen sowie 78 Patienten mit Prostatakarzinom wurden in TMAs zusammengefasst. Die in Zusammenarbeit mit erfahrenen Pathologen ermittelten Ergebnisse dienten u.a. als Grundlage für zweidimensionales, unsupervised hierarchisches clustering. Ergebnis dieser Analysen war für beide untersuchten Tumorentitäten die Möglichkeit einer Subklassifizierung der untersuchten Populationen nach molekularen Eigenschaften. Hierbei zeigten sich jeweils neue Möglichkeiten zur Anwendung zielgerichteter Therapien, deren Effektivität Inhalt weiterführender Studien sein könnte. Zusätzlich wurden an insgesamt 43 Frischgeweben die möglichen Folgen des sog. shedding untersucht. Western Blot-basierte Untersuchungen zeigten hierbei die Möglichkeit der Selektion von Patienten aufgrund falsch-positiver Befunde in der derzeit als Standard geltenden Diagnostik. Zusätzlich konnte durch Vergleich mit einer Herceptin-sensitiven Zelllinie ein möglicher Zusammenhang eines Therapieerfolges mit dem Phosphorylierungs-/ Aktivierungszustand des Rezeptors ermittelt werden. Fehlende klinische Daten zum Verlauf der Erkrankung und Therapie der untersuchten Patienten lassen keine Aussagen über die tatsächliche Relevanz der ermittelten Befunde zu. Dennoch verdeutlichen die erhaltenen Resultate eindrucksvoll die Komplexität der molekularen Vorgänge, die zu einem Krebsgeschehen führen und damit Auswirkungen auf die Wirksamkeit von targeted drugs haben können. Entwicklungen auf dem Gebiet der zielgerichteten Therapie erfordern Verbesserungen auf dem Gebiet der Diagnostik, die die sichere Selektion geeigneter Patienten erlauben. Die Zukunft der personalisierten, zielgerichteten Behandlung von Tumorerkrankungen wird verstärkt von molekularen Markerprofilen hnlich den hier vorgestellten Daten beeinflusst werden.

Psychometric properties of the Spanish version of the Work Group Emotional Intelligence Profi le-Short version

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Cognitive appraisals, emotional reactions, and their associations with three forms of peer-victimization

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An fMRI Study of Emotional engagement in decicion-making

It has been suggested that decision making depends on sensitive feelings associated with cognitive processing rather than cognitive processing alone. From human lesions, we know the medial anterior inferior-ventral prefrontal cortex processes the sensitivity associated with cognitive processing, it being essentially responsible for decision making. In this fMRI (functional Magnetic Resonance Image) study 15 subjects were analyzed using moral dilemmas as probes to investigate the neural basis for painful-emotional sensitivity associated with decision making. We found that a network comprising the posterior and anterior cingulate and the medial anterior prefrontal cortex was significantly and specifically activated by painful moral dilemmas, but not by non-painful dilemmas. These findings provide new evidence that the cingulate and medial anterior prefrontal are involved in processing painful emotional sensibility, in particular, when decision making takes place. We speculate that decision making has a cognitive component processed by cognitive brain areas and a sensitivity component processed by emotional brain areas. The structures activated suggest that decision making depends on painful emotional feeling processing rather than cognitive processing when painful feeling processing happens

The role of the amygdala in facial emotional expression during a discrimination task. 'El papel de la am??gdala en una tarea de discriminaci??n de expresiones emocionales'

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Fictional characters' emotional state representation : What is its degree of specificity?

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Emotional stimuli reduce the attentional blink in sub-clinical anxious subjects. 'Los est??mulos emocionales reducen el parpadeo atencional (attentional blink) en sujetos con ansiedad subcl??nica'

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How spatial attention and attentional resources influence the processing of emotional visual scenes

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Embedding Emotional Context in Recommender Systems

Emotions are crucial for user's decision making in recommendation processes. We first introduce ambient recommender systems, which arise from the analysis of new trends on the exploitation of the emotional context in the next generation of recommender systems. We then explain some results of these new trends in real-world applications through the smart prediction assistant (SPA) platform in an intelligent learning guide with more than three million users. While most approaches to recommending have focused on algorithm performance. SPA makes recommendations to users on the basis of emotional information acquired in an incremental way. This article provides a cross-disciplinary perspective to achieve this goal in such recommender systems through a SPA platform. The methodology applied in SPA is the result of a bunch of technology transfer projects for large real-world rccommender systems

Emotional processing- Information sheet

Information sheet for mature students participating in the Emotional processing study. Please read before you attend the data collection session you have scheduled. Many thanks.

Emotional characteristics of psychology students: a study based on the formative research perspective

In the formative research scheme, the author built a psychological scale, with the purpose of analyzing psychological characteristics of the School of Psychology students. The instrument showed a high reliability coefficient (α=0,86), the exploratory factorial analysis found five variables which allowed to predict some aspects of sex and career level through a logistic regression; the ALSCAL showed two emotional dimensions. The author recommends to improve the instrument and to continue its application in the School. It is also necessary to develop qualitative research to acquire new data about the topic of the research.

Assessment of social cognition in schizophrenia through the “Reading the Mind in the Eyes” test. Implications for rehabilitation

Introduction: Schizophrenia is a serious and chronic mental illness that has effect on cognitive and social functioning of a person who suffers it. Recent research points out that social cognition subprocesses, such as Theory of Mind, social perception or emotional processing, have to do with some problems that patients show in their social adjustment. Aim: Assessing ability of recognizing mental states from facial expressions in schizophrenia patients compared to a control group. Subjects and methods: 17 stable schizophrenia patients who are aware of the illness and 17 healthy people, with the same age and sociocultural level, took the “Reading the Mind in the Eyes” Test Revised Version of Baron- Cohen. Results: Compared with the control group, subjects with schizophrenia showed much lower scores. Conclusions: It is confirmed that schizophrenia patients have impairments to understand facial expressions, especially from the eyes. That is typical of this illness, so it is necessary to do interventions at that point. Furthermore, inability to recognize emotions, as a domain of social cognition, contributes to deficit in functional outcome in schizophrenia. Finally, some treatment programs are put forward.