Emotional intelligence in sales leadership: Creation of a development plan for the DVAG wealth advisory
Lachnit, Sarah (2022)
2022
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2022110221868
https://urn.fi/URN:NBN:fi:amk-2022110221868
Tiivistelmä
Throughout this master thesis, an implementable development plan for better integration of “Emotional Intelligence” (=EI) during work within the German wealth advisory AG, the Deutsche
Vermögensberatung AG, was developed. Accordingly, the importance and advantages of emotional intelligence and its development were assessed. The research process was conducted in cooperation with the management in Würzburg, which is currently led by Patrick Meckelein. For development of an EI plan, firstly the current state of emotional intelligence integration within the work of the advisors of the directorate in Würzburg was evaluated. For this purpose, a survey was conducted within the wealth advisors of the respective directorate. The survey was supposed to identify the status quo of the integration of EI during work. Additional own research was conducted in order to identify the extent to which measures or approaches for the enhancement of emotional intelligence already exist within the company. Furthermore, the areas in which there is still a need for optimization were identified, as well as the relevant EI competencies for a wealth advisor. This had served as the basis for the development of corresponding recommendations for action to improve emotional intelligence skills at work. The selfelaborated development plan includes four general as well as individual training recommendations and is additionally supplemented by recommendations for successful integration and maintenance. Furthermore, the thesis concludes with additional long-term recommendations for future research.
Vermögensberatung AG, was developed. Accordingly, the importance and advantages of emotional intelligence and its development were assessed. The research process was conducted in cooperation with the management in Würzburg, which is currently led by Patrick Meckelein. For development of an EI plan, firstly the current state of emotional intelligence integration within the work of the advisors of the directorate in Würzburg was evaluated. For this purpose, a survey was conducted within the wealth advisors of the respective directorate. The survey was supposed to identify the status quo of the integration of EI during work. Additional own research was conducted in order to identify the extent to which measures or approaches for the enhancement of emotional intelligence already exist within the company. Furthermore, the areas in which there is still a need for optimization were identified, as well as the relevant EI competencies for a wealth advisor. This had served as the basis for the development of corresponding recommendations for action to improve emotional intelligence skills at work. The selfelaborated development plan includes four general as well as individual training recommendations and is additionally supplemented by recommendations for successful integration and maintenance. Furthermore, the thesis concludes with additional long-term recommendations for future research.