Whitepapers

Overview

Genos makes available to the general public papers relevant to the application of emotional intelligence, typically in the workplace. The whitepapers below have been written in such a way as to be accessible to those with limited knowledge of research practices and statistical analyses. However, those whitepapers that involve an empirical investigation have nonetheless been written to correspond to a certain degree of academic rigour. We hope you enjoy reading them.

Click on a title below to be referred to the corresponding summary and a link to a PDF of the complete whitepaper.

Females Exhibit Even Higher Levels of EI than Males at the CEO Level

Genos EI, Employee Induction, and Performance Flexibility

Genos EI has a Direct Effect on Sales Performance

Females Exhibit Even Higher Levels of EI than Males at the CEO Level

Complete Whitepaper Click Here: >PDF<

Summary: It has been suggested that in order for women to climb the corporate ladder, they must become more ‘male-like’. Given that, in general, there is a tendency for men to score lower on EI than women, it may be suggested that women who are CEOs will not exhibit as much of a difference in EI in comparison to men. Based on the Genos EI normative database, this hypothesis was not supported. Instead, women CEOs exhibited an even larger “superiority” in EI to men, in comparison to the those men and women who are not CEOs. Consequently, it may be suggested that women who aspire to executive level positions in an organisation should both express and develop their emotional intelligence.

Genos EI, Employee Induction, and Performance Flexibility

Complete Whitepaper Click Here: >PDF<

Summary: An empirical investigation was conducted to evaluate the benefits of a structured emotional intelligence based employee induction program which incorporated the Genos Emotional Intelligence (EI) Inventory and the Genos Performance Flexibility Inventory. Data were collected for both a group of employees who participated in the EI based induction program and a group of employees who did not participate in the program. The statistical analyses found that the those employees who participated in the EI based induction program exhibited higher levels of Genos EI (particularly Emotional Expression and Emotional Self-Control), as well as Genos Performance Flexibility (particularly Group Flexibility, Task Flexibility, Knowledge Flexibility, and Solution Flexibility). Thus, the EI based induction program was found to have benefits across both emotional intelligence and performance flexibility in newly appointed employees.

Genos EI has a Direct Effect on Sales Performance

Complete Whitepaper Click Here: >PDF<

Summary: Emotional intelligence (EI) may be argued to facilitate higher sales performance in a range of sales-based industries. In this whitepaper, the results associated with an empirical investigation based on a sample of 33 pharmaceuticals sales people are reported. It was found that self-reported Genos EI was associated with sales performance directly, independently of the effects of other sales performance indicators such as number of sales calls, length of sales calls, and days on territory. However, Genos EI was also indirectly associated with sales performance through its effects on number of long calls, which in turn affected sales performance positively. Thus, it may be suggested that Genos EI impacts sales performance positively both directly and indirectly (i.e., by building rapport and achieving longer sales calls).