The effect of emotional labor on individual sales performance: An application in the real estate industry

Emotional labor, especially in high-level customer transactions, sectors, the direct copying of employee files has become a process and distribution of work. In professional groups such as sales, where competition is intense and human relations are dispersed, the strokes of how individuals are managed and divided include not only their individual well-being but also their institutional success. The main purpose of the study is to reveal that the three-dimensional superficial behavior of emotional labor, sharing behavior and sincere behavior are present on individual sales performance. The research was conducted with data from 223 sales processes working in the real estate sector in Bursa province. The findings show that emotional labor creates significant effects on individual sales performance. It has been determined that superficial and sincere emotional labor expenditure positively changes the performance; on the other hand, emotional performance has a negative effect on its performance. This study addresses emotional labor from a multidimensional perspective according to the work performance of different performance, and empirical data emerges on the filling of an important person in the literature and the psychosocial frequencies that distribute the work performances of employees who are open to emotional interaction, especially in high-paced, real estate sectors. The findings obtained provide both new openings for academic research and ways to provide more hidden forms of emotional labor parts in sectoral applications.