Determining the Effect of Emotional Intelligence on Export Performance Based on the Dimensions of the Communication Atmosphere: a Case Study of Carpet Exporters in Tehran and Mashhad.

Despite the vital importance of emotional intelligence and communication capabilities in the organization's external relations and performance, their role in improving export performance has been less studied. Relying on the theory of emotion regulation in exports, in the present study, a model has been proposed to examine the links between exporters' emotional intelligence on export performance. The present study is applied in terms of purpose and based on the method of data collection, descriptive and survey type. To analyze the data, structural equation modeling method with partial least squares method in LISREL software has been used Data were collected through the distribution of questionnaires among Iranian carpet exporters in Tehran and Mashhad. The content validity of the questionnaires has been confirmed by experts and the reliability of the questionnaires using Cronbach's alpha coefficient method. And composite reliability was calculated. For data analysis, structural equation analysis and one-way analysis of variance (ANOVA) and its non-parametric alternatives, namely U-Mann-Whitney and Kraskal-Wallis tests were used. The results show that higher levels of exporter emotional intelligence increase social interaction with the importer while reducing the distance between their working relationships. Relationship ability is positively affected by communication and social bonding but negatively affected by distance and conflict. The results also confirm the direct and positive effect of relationship capability and emotional intelligence on export performance. According to the findings of the research, exporters can improve their conditions and final profit by providing more training in the field of emotional intelligence and paying attention to different dimensions of the communication atmosphere.