An Assessment of Leadership Styles and Emotional Intelligence Among Supervisors in Car Dealership: A Rank-and-File Employee Perspective
DOI:
https://doi.org/10.31098/pba.v3i2.3667Keywords:
car industry; emotional intelligence; employee performance; leadership styleAbstract
Leadership plays an important role in shaping the dynamics in the workplace, including stakeholder performance and the overall success of the organization. Effective leadership alongside emotional intelligence can impact the productivity and motivation of an employee. This study assessed the different leadership styles – transactional, transformational, and charismatic and their relationship to emotional intelligence (awareness, empathy, social skills, and motivation). A total of 388 rank-and-file sales personnel in the automotive industry in the National Capital Region in Metro Manila, Philippines participated the survey. Quantitative research using simple random sampling was employed in the study. A self-made survey questionnaire was administered with a Cronbach's alpha of 0.87. The results revealed that the leadership styles and emotional intelligence were extensively exhibited by their immediate supervisor based on the assessment of the respondents. Furthermore, using regression analysis, data revealed that there is a significant relationship between empathy, social skills and motivation when transactional, transformational and charismatic types of leadership were considered. Awareness of the contrary resulted in a significant relationship with transformational and charismatic types of leadership, but not with to transactional types of leadership. This study makes a significant contribution to the understanding of how emotional intelligence influences leadership effectiveness in sales-driven industries. The results underscore the importance of incorporating emotional intelligence training into leadership development programs to foster stronger supervisor-employee relationships and enhance overall organizational performance.
References
Al-Baidhani, A., & Alsaqqaf, A. (2023, January). The effect of leadership on employees' motivation. SSRN Electronic Journal. https://doi.org/10.2139/ssrn.4329264
Asencio, H. (2016). Leadership, trust, and job satisfaction in the public sector: A study of US federal employees. International Review of Public Administration, 21(3), 250–267. https://doi.org/10.1080/12294659.2016.1237342
Ates, O. T., & Buluç, B. (2015). The relationship between the emotional intelligence, motivation and organizational commitment of primary school teachers. Middle Eastern & African Journal of Educational Research, 1(17), 31–49.
Balamohan, P., Tech, M., & Gomathi, S. (2015). Emotional intelligence – Its importance and relationship with individual performance, team-effectiveness, leadership and marketing effectiveness. Mediterranean Journal of Social Sciences. https://doi.org/10.5901/mjss.2015.v6n1p120
Berkovich, I. (2016). School leaders and transformational leadership theory: Time to part ways? Journal of Educational Administration, 54(5), 609–622. https://doi.org/10.1108/jea-11-2015-0100
Bru-Luna, L. M., Martí-Vilar, M., Merino-Soto, C., & Cervera-Santiago, J. L. (2021). Emotional intelligence measures: A systematic review. Healthcare, 9(12), 1696. https://doi.org/10.3390/healthcare9121696
Carden, J., Jones, R. J., & Passmore, J. (2021). Defining self-awareness in the context of adult development: A systematic literature review. Journal of Management Education, 46(1), 140–177. https://doi.org/10.1177/1052562921990065
Cheng, S., & Pan, Q. (2019). Charismatic leadership and its influence. In Proceedings of the 1st International Conference on Business, Economics, Management Science (BEMS 2019). https://doi.org/10.2991/bems-19.2019.27
Day, C., Gu, Q., & Sammons, P. (2016). The impact of leadership on student outcomes. Educational Administration Quarterly, 52(2), 221–258. https://doi.org/10.1177/0013161x15616863
Devi, S., Madhavi, C., Mohan, C., Swadia, B., & Chandnani, M. (2023). Role of emotional intelligence in sales success. Tuijin Jishu/Journal of Propulsion Technology, 44(4), 6325–6332. https://doi.org/10.52783/tjjpt.v44.i4.2175
Drigas, A. S., & Papoutsi, C. (2018). A new layered model on emotional intelligence. Behavioral Sciences, 8(5), 45. https://doi.org/10.3390/bs8050045
Feranita, N., Nugraha, A., & Sukoco, S. (2020). Effect of transformational and transactional leadership on SMEs in Indonesia. Problems and Perspectives in Management, 18(3), 415–425. https://doi.org/10.21511/ppm.18(3).2020.34
Franco, M., & Matos, P. G. (2015). Leadership styles in SMEs: A mixed-method approach. International Entrepreneurship and Management Journal, 11, 425–451. https://doi.org/10.1007/s11365-013-0283-2
Gebert, D., Heinitz, K., & Buengeler, C. (2016). Leaders’ charismatic leadership and followers’ commitment: The moderating dynamics of value erosion at the societal level. The Leadership Quarterly, 27(1), 98–108.
Gigi, G. S., & Shalini, V. (2021). Stress level of sales employees due to innovative strategies in automobile sector. Journal of Contemporary Issues in Business and Government, 26(2). https://doi.org/10.47750/cibg.2020.26.02.067
Gohila, P. (2018). Impact of organizational climate on organizational role stress: A study with reference to automobile industry Tamil Nadu (Doctoral dissertation, VIT University, School of Social Science and Languages). http://hdl.handle.net/10603/228011
Goleman, D., & Boyatzis, R. E. (2024, July 23). Emotional intelligence has 12 elements—which do you need to work on? Harvard Business Review. https://hbr.org/2017/02/emotional-intelligence-has-12-elements-which-do-you-need-to-work-on
Hartung, P. (2020). The impact of self-awareness on leadership behavior. Journal of Applied Leadership and Management, 8, 1–21. Hochschule Kempten - University of Applied Sciences, Professional School of Business & Technology. https://www.journal-alm.org/article/view/21067
Henshaw, A. G., Gladson, N. N., & Queen, N. (2022). Self-awareness and sales reps performance: Insights from insurance salespeople in Port Harcourt. Nigerian Journal of Management Sciences, 23(1), 244–250.
Hu, J., & Dutta, T. (2022). What’s charisma got to do with it? Three faces of charismatic leadership and corporate social responsibility engagement. Frontiers in Psychology, 13. https://doi.org/10.3389/fpsyg.2022.829584
Islam, M. N., Furuoka, F., & Idris, A. (2021). Mapping the relationship between transformational leadership, trust in leadership and employee championing behavior during organizational change. Asia Pacific Management Review, 26(2), 95–102. https://doi.org/10.1016/j.apmrv.2020.09.002
Join The Collective. (2023, July 26). Is charisma essential in leadership? Unveiling the role of emotional intelligence. https://www.jointhecollective.com/article/is-charisma-key-in-leadership-emotional-intelligence
Karaca, D., Özgül, B., & Zehir, C. (2021). The relationships among charismatic leadership, job satisfaction, and entrepreneurial orientation: An empirical study in the R&D department. Business & Management Studies: An International Journal, 9(4), 1521–1537. https://doi.org/10.15295/bmij.v9i4.1944
Khan, I. U., & Khan, H. (2021). Impact of individualised consideration on transformational and transactional leadership styles. International Journal of Education Economics and Development, 12(2), 136. https://doi.org/10.1504/ijeed.2021.114367
Kiishi, V. D. (2024). The role of emotional intelligence in effective leadership and its impact on team performance: A study of the University of Ibadan, Nigeria. International Journal of Business and Management Review, 12(2), 75–138. https://doi.org/10.37745/ijbmr.2013/vol12n275138
Koutsioumpa, E. M. (2023). Contribution of emotional intelligence to efficient leadership: A narrative review. Technium Social Sciences Journal, 48, 204–216. https://doi.org/10.47577/tssj.v48i1.9529
Kulat, G., Kakwani, D., Shah, N., & Naidu, K. (2023). A critical study on impact of leadership style of sales managers on performance of sales teams. International Journal of Professional Business Review, 8(6). https://doi.org/10.26668/businessreview/2023.v8i6.1423
Kumar, S. (2014). Establishing linkages between emotional intelligence and transformational leadership. National Library of Medicine. https://doi.org/10.4103/0972-6748.144934
Lestari, Y., & Prastyawan, A. (2018). Leadership style of organizational developers and builders in creating democratic leadership. In Proceedings of the 1st International Conference on Social Sciences (ICSS 2018). https://doi.org/10.2991/icss-18.2018.73
Li, W., Li, G., Tan, R., Wang, C., Sun, Z., Li, Y., Guo, G., Cao, D., & Li, K. (2024). Review and perspectives on human emotion for connected automated vehicles. Automotive Innovation, 7(1), 4–44. https://doi.org/10.1007/s42154-023-00270-z
Md-Nawi, N. H., Redzuan, M., Hamsan, H., & Md-Nawi, N. H. (2017). Emotional intelligence (self-awareness, self-management, social awareness and relationship management) and leadership behavior (transformational and transactional) among school educator leaders. International Journal of Educational Studies, 4(2).
Meyers, C., Robison, R., Milici, J., & Khan, S. (2018, November 29). The path is the goal: How transformational leaders enhance followers’ job attitudes and proactive behavior. National Library of Medicine. https://pmc.ncbi.nlm.nih.gov/articles/PMC6281759/ https://doi.org/10.1002/jmv.25187
Modassir, A., & Singh, T. (2014). Relationship of emotional intelligence with transformational leadership and organizational citizenship behavior. International Journal of Leadership Studies.
Moss, G. (2019). Transactional leadership and its impacts. In Inclusive leadership 1. 31–47. Routledge. https://doi.org/10.4324/9781315108575-3
Mousa, R., & Al-Bajali, R. M. (2019). The impact of emotional self-awareness (ESA) and personal growth initiative (PGI) on goal attainment in final year bachelor students. https://doi.org/10.13140/RG.2.2.22832.92161
Mukokoma, M. M. N. (2020). Emotional intelligence and intrinsic motivation in job performance. International Journal of Management Studies and Social Science Research, 2(4), 2582–0265. https://www.ijmsssr.org/paper/IJMSSSR00173.pdf
Mwania, J. (2023). Relationship between managers’ social awareness and leadership performance in Kenya. International Journal of Psychology, 8(2), 8–19. https://doi.org/10.47604/ijp.2033
Noronha, E., & Singh, N. (2022). Transformational and transactional leaders and their role in change management. Sustainability, 16(1), 1600. https://doi.org/10.3390/su16010016
Pawestri, P., & Prasetyani, D. (2024). The effect of self-awareness, self-control, self-motivation, social awareness, and social skills on performance of MSME women enterprises. Al Dzahab, 5(1), 25–33. https://doi.org/10.32939/dhb.v5i1.3505
Peesker, K. M., Ryals, L. J., Rich, G. A., & Boehnke, S. E. (2019). A qualitative study of leader behaviors perceived to enable salesperson performance. Journal of Personal Selling & Sales Management, 39(4), 319–333. https://doi.org/10.1080/08853134.2019.1596816
Punia, N., Dutta, J., & Sharma, Y. (2015). Emotional intelligence: A theoretical framework.
Ramsay, B., & Mi, T. (2015). Emotional intelligence and transactional leadership performance: Case study – KPMG Vietnam. International Journal of Business and Social Research, 5(6), 33–43.
Rani, M. S. (2015). Emotional intelligence – A model for effective leadership, competency and career growth. Indian Journal of Science and Technology, 8(S4), 240. https://doi.org/10.17485/ijst/2015/v8iS4/67032
Reis Da Silva, T. H. (2022). Emotional awareness and emotional intelligence. British Journal of Community Nursing, 27(12), 573–579. https://doi.org/10.12968/bjcn.2022.27.12.573
Salavera, C., Usán, P., & Teruel, P. (2019). The relationship of internalizing problems with emotional intelligence and social skills in secondary education students: Gender differences. Psicologia: Reflexão e Crítica, 32(1). https://doi.org/10.1186/s41155-018-0115-y
Shaban, M., & Yadav, R. (2018). Impact of emotional intelligence on sales performance. IOSR Journal of Business and Management, 20(4), 81–87.
Sharma, R., Dhanta, R., & Solomon, D. D. (2023). The role of emotional intelligence in effective leadership and decision-making in business management. In Advances in Logistics, Operations, and Management Science (pp. 98–112). https://doi.org/10.4018/979-8-3693-0418-1.ch007
Smith, A., & Spencer, L. (2019). P-77 restorative practice: Emotional intelligence in the workplace. BMJ Supportive & Palliative Care, 9(Suppl 4), A36–A37. https://doi.org/10.1136/bmjspcare-2019-huknc.100
Stephan, U., & Pathak, S. (2016). Beyond cultural values? Cultural leadership ideals and entrepreneurship. Journal of Business Venturing, 31(5), 505–523. https://doi.org/10.1016/j.jbusvent.2016.07.003
Sutton, A. (2016, November 18). Measuring the effects of self-awareness: Construction of the self-awareness outcomes questionnaire. Europe's journal of psychology, 12(4), 645–658. https://doi.org/10.5964/ejop.v12i4.1178
Tarsik, N. F., Kassim, N. A., & Nasharudin, N. (2014). Transformational, transactional or laissez-faire: What styles do university librarians practice? Journal of Organizational Management Studies, 2014, 1-10. https://doi.org/10.5171/2014.194100
Trigueros, R., Sanchez-Sanchez, E., Mercader, I., Aguilar-Parra, J., Lopez-Liria, R., Morales-Gazquez, M. J., Fernandez-Campoy, J., & Racomora, P. (2020). Relationship between emotional intelligence, social skills and peer harassment: A study with high school students. International Journal of Environmental Research and Public Health, 17(12), 4208. https://doi.org/10.3390/ijerph17124208
U, A., & Varma, P. (2023). Importance of emotional intelligence in managers from automobile manufacturing industries: A literature review. International Advanced Research Journal in Science, Engineering and Technology, 10(2). https://doi.org/10.17148/iarjset.2023.10212
Udin, U. (2023). Linking transformational leadership to organizational learning culture and employee performance: The mediation-moderation model. International Journal of Professional Business Review, 8(3). https://doi.org/10.26668/businessreview/2023.v8i3.1229
Ugoani, J. N., Amu, C. U., & Kalu, E. O. (2015). Dimensions of emotional intelligence and transformational leadership: A correlation analysis. Independent Journal of Management & Production, 6(2). https://doi.org/10.14807/ijmp.v6i2.278
Wilderom, C. P., Hur, Y., Wiersma, U. J., den Berg, P. T., & Lee, J. (2015). From manager’s emotional intelligence to objective store performance: Through store cohesiveness and sales-directed employee behavior. Journal of Organizational Behavior, 36(6), 825–844. https://doi.org/10.1002/job.2006
Yue, C. A., Men, L. R., & Ferguson, M. A. (2019). Bridging transformational leadership, transparent communication, and employee openness to change: The mediating role of trust. Public Relations Review, 45(3), 101779. https://doi.org/10.1016/j.pubrev.2019.04.012
Zain, O., & Muhammad, J. (2014). The extent of factors influencing automobile salesperson’s career tenure in Malaysia. Asian Journal of Business Research, 4(1), 43–64. https://doi.org/10.14707/ajbr.140004
Downloads
Published
Citation Check
How to Cite
Issue
Section
License
Copyright (c) 2025 Angell Duque, Juliana Elizabeth Galang, Danielle Angela Jardin, Irvin Perono

This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License.
Copyright Notice: 1. License
People and Behavior Analysis has CC-BY NC or an equivalent license as the optimal license for the publication, distribution, use, and reuse of scholarly work for non-commercial purpose. The non-commercial use of the article will be governed by the Creative Commons Attribution license as currently displayed on Creative Commons Attribution-NonCommercial 4.0 International License
Creative Commons License
2. Author’s Warranties
The author warrants that the article is original, written by stated author(s), has not been published before, contains no unlawful statements, does not infringe the rights of others, is subject to copyright that is vested exclusively in the author and free of any third party rights, and that any necessary written permissions to quote from other sources have been obtained by the author(s).
3. User Rights
People and Behavior Analysis objective is to disseminate articles published are as free as possible. Under the Creative Commons license, this journal permits users to copy, distribute, display, and perform the work for non-commercial purposes only. Users will also need to attribute authors and this journal on distributing works in the journal.
4. Rights of Authors
Authors retain the following rights:
Copyright, and proprietary rights relating to the article, such as patent rights,
The right to use the substance of the article in future own works, including lectures and books,
The right to reproduce the article for own purposes,
The right to self-archive the article,
the right to enter into separate, additional contractual arrangements for the non-exclusive distribution of the article's published version (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in this journal (People and Behavior Analysis).
The author has a non-exclusive publishing contract with a publisher and the work is published with a more restrictive license, the author retains all the rights to publish the work elsewhere, including commercially, because she/he is not subject to the conditions of her / his own license, regardless of the type of CC license chosen.
5. Co-Authorship
If the article was jointly prepared by other authors, the signatory of this form warrants that he/she has been authorized by all co-authors to sign this agreement on their behalf, and agrees to inform his/her co-authors of the terms of this agreement.
6. Termination
This agreement can be terminated by the author or People and Behavior Analysis upon two months’ notice where the other party has materially breached this agreement and failed to remedy such breach within a month of being given the terminating party’s notice requesting such breach to be remedied. No breach or violation of this agreement will cause this agreement or any license granted in it to terminate automatically or affect the definition of People and Behavior Analysis.
7. Royalties
This agreement entitles the author to no royalties or other fees. To such extent as legally permissible, the author waives his or her right to collect royalties relative to the article in respect of any use of the article by This agreement can be terminated by the People and Behavior Analysis upon two months’ notice where the other party has materially breached this agreement and failed to remedy such breach within a month of being given the terminating party’s notice requesting such breach to be remedied. No breach or violation of this agreement will cause this agreement or any license granted in it to terminate automatically or affect the definition of People and Behavior Analysis or its sublicensee.
8. Miscellaneous
People and Behavior Analysis will publish the article (or have it published) in the journal if the article’s editorial process is successfully completed and People and Behavior Analysis or its sublicensee has become obligated to have the article. People and Behavior Analysis may conform the article to a style of punctuation, spelling, capitalization, referencing and usage that it deems appropriate. The author acknowledges that the article may be published so that it will be publicly accessible and such access will be free of charge for the readers.