The Influence Of Distributors' Emotional Intelligence And Social Capital On Performance

Social capital theory is that the discretion of the employee performance, not only depends on the intellectual capital they had, lies in their social capital. The social capital is the ability that employees get the scarce resources through social ties. Emotional intelligence as a kind of ability, is an important factor to decide a person’s success, even more than intellectual can predict the success of career and life success. Nowadays, many people still resist direct selling, people still could not distinguish legal direct selling and pyramid schemes. In this environment, distributors need to bear huge pressure. As a result, their approach is particularly important, because it might affect their performance.In this paper, two direct selling company’s distributor(JM and Amway) in Yangtze river delta region as the research object, and tools are measurement questionnaire. A total of 750 questionnaires, 346 effectively. The purpose is to explore distributors of emotional intelligence and social capital influence on performance, whether the intermediary effect of coping styles.The results show that relative to emotional intelligence, more closely the relationship between social capital and distributors’ performance; In the process of emotional intelligence’s influence on the performance, coping styles plays a role of partial mediation approach. Relationship dimension and cognitive dimensions of social capital in the process of impact on performance, coping styles plays a role of mediation approach.Based on distributor performance factors to explore the influence of the process, from the internal emotional intelligence and external social capital considered, Angle is very new. Combining the reality of direct selling area, increases the stress response, more in-depth in order to investigate the influence of distributor performance factors.