Access the full text.
Sign up today, get DeepDyve free for 14 days.
M. Mooij (2017)
Comparing dimensions of national culture for secondary analysis of consumer behavior data of different countriesInternational Marketing Review, 34
M. Malek, P. Budhwar (2013)
Cultural intelligence as a predictor of expatriate adjustment and performance in MalaysiaJournal of World Business, 48
J. Mehrabi, Kamran Noorbakhash, Monireh Shoja, Mohammad Karim (2012)
Impact of Customer Orientation and Sales Orientation on Sales' Performance in International Market of Bilehsavar County
Soon Ang, Linn Dyne, Christine Koh, K. Ng, Klaus Templer, Swee Tay-Lee, N. Chandrasekar (2007)
Cultural Intelligence: Its Measurement and Effects on Cultural Judgment and Decision Making, Cultural Adaptation and Task PerformanceManagement and Organization Review, 3
Advances in International Management
S. Petter, D. Straub, Arun Rai (2007)
Specifying Formative Constructs in Information Systems ResearchMIS Q., 31
K. Collins, Ibrahim Duyar, C. Pearson (2016)
Does cultural intelligence matter? Effects of principal and teacher cultural intelligence on Latino student achievement, 10
E. Earley, Chris Earley, Pharmacia Quotes (2002)
Redefining interactions across cultures and organizations: Moving forward with cultural intelligenceResearch in Organizational Behavior, 24
E. Kaynak, A. Kara, Clement Chow, Tommi Laukkanen (2016)
Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and AsiaJournal of Transnational Management, 21
S. Bukari (2015)
THE IMPACT OF MISSIONARY SELLING BEHAVIOURS TOWARDS SALES PERFORMANCE ON PRESCRIPTION DRUGS IN TAMILNADU
Kwon Jung, A. Kau (2004)
CultureS Influence on Consumer Behaviors: Differences Among Ethnic Groups in a Multiracial Asian CountryACR North American Advances
Soon Ang, L. Dyne (2015)
Handbook of Cultural Intelligence: Theory, Measurement, and Applications
Barton Weitz, H. Sujan, M. Sujan (1986)
Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling EffectivenessJournal of Marketing, 50
Jacqueline Kacen, J. Lee (2002)
The Influence of Culture on Consumer Impulsive Buying BehaviorJournal of Consumer Psychology, 12
Michael Boorom, Jerry Goolsby, R. Ramsey (1998)
Relational communication traits and their effect on adaptiveness and sales performanceJournal of the Academy of Marketing Science, 26
Kevin Groves, A. Feyerherm (2011)
Leader Cultural Intelligence in ContextGroup & Organization Management, 36
C. Taylor, Shintaro Okazaki (2015)
Do Global Brands Use Similar Executional Styles Across Cultures? A Comparison of U.S. and Japanese Television AdvertisingJournal of Advertising, 44
Aaron Arndt, Kiran Karande (2012)
Is it better for salespeople to have the highest customer orientation or a strong fit with their group's customer orientation? Findings from automobile dealershipsJournal of Retailing and Consumer Services, 19
L. Dyne, Soon Ang, K. Ng, Thomas Rockstuhl, M. Tan, Christine Koh (2012)
Sub-dimensions of the four factor model of cultural intelligence : expanding the conceptualization and measurement of cultural intelligenceSocial and Personality Psychology Compass, 6
Leading across Differences
D. Baker, Duleep Delpechitre (2016)
An Innovative Approach to Teaching Cultural Intelligence in Personal Selling
H. Triandis (2006)
Cultural Intelligence in OrganizationsGroup & Organization Management, 31
Lu Lu (2012)
Etic or Emic? Measuring Culture in International Business ResearchInternational Business Research, 5
J. Hansen, Tanuja Singh, Dan Weilbaker, Rodrigo Guesalaga (2011)
Cultural Intelligence in Cross-Cultural Selling: Propositions and Directions for Future ResearchJournal of Personal Selling & Sales Management, 31
Svala Guðmundsdóttir (2015)
Nordic expatriates in the US: The relationship between cultural intelligence and adjustmentInternational Journal of Intercultural Relations, 47
T. Luu, C. Rowley (2016)
The relationship between cultural intelligence and i-deals: trust as a mediator and HR localization as a moderatorInternational Journal of Organizational Analysis, 24
E. Asamoah, M. Chovancová (2016)
The Effect of Cultural Orientation on the Purchasing Decisions of Consumers : a Cross Cultural Comparative StudyInternational Journal of Contemporary Management, 2016
Mitchell Hammer, William Gudykunst, R. Wiseman (1978)
Dimensions of intercultural effectiveness: An exploratory studyInternational Journal of Intercultural Relations, 2
Sergio Román, D. Iacobucci (2010)
Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customersJournal of the Academy of Marketing Science, 38
Thomas Rockstuhl, S. Seiler, Soon Ang, L. Dyne, H. Annen (2011)
Beyond General Intelligence (IQ) and Emotional Intelligence (EQ): The Role of Cultural Intelligence (CQ) on Cross‐Border Leadership Effectiveness in a Globalized WorldJournal of Social Issues, 67
Dana Ott, Snejina Michailova (2018)
Cultural Intelligence: A Review and New Research AvenuesResource Based Strategy & Policy eJournal
(2004)
Research edge: towards culture intelligence: turning cultural differences into a workplace advantage
Peerayuth Charoensukmongkol (2016)
Cultural intelligence and export performance of small and medium enterprises in Thailand: Mediating roles of organizational capabilitiesInternational Small Business Journal, 34
A. Pawłowska, Anna Kołomycew (2016)
Public Management in the Polycentric Environment – A (Not) New Research PerspectiveInternational Journal of Contemporary Management, 15
Jonida Kellezi (2014)
Trade Shows: A Strategic Marketing Tool for Global Vompetition☆Procedia. Economics and finance, 9
Chingching Chang (2006)
Cultural Masculinity/Femininity Influences on Advertising AppealsJournal of Advertising Research, 46
P. Podsakoff, Scott MacKenzie, Jeong-Yeon Lee, Nathan Podsakoff (2003)
Common method biases in behavioral research: a critical review of the literature and recommended remedies.The Journal of applied psychology, 88 5
Faruk Şahin, S. Gürbüz, O. Köksal (2014)
Cultural intelligence (CQ) in action: The effects of personality and international assignment on the development of CQInternational Journal of Intercultural Relations, 39
R. Brislin, R. Worthley, Brent MacNab (2006)
Cultural IntelligenceGroup & Organization Management, 31
O. TurizmİşletmeciliğiveOtelcilikY., Mehmet Üniversitesi, Burdur (2014)
The effect of cultural intelligence on career competencies and customer-oriented service behaviors
J. Stockert (2015)
Expatriate Adjustment of U.S. Military on Foreign Assignment:The Role of Personality and Cultural Intelligence in Adjustment
David Thomas (2006)
Domain and Development of Cultural IntelligenceGroup & Organization Management, 31
Rosann Spiro, Barton Weitz (1990)
Adaptive Selling: Conceptualization, Measurement, and Nomological ValidityJournal of Marketing Research, 27
Charles Pettijohn, L. Pettijohn, A. Taylor (2002)
The influence of salesperson skill, motivation, and training on the practice of customer‐oriented sellingPsychology & Marketing, 19
Ghazaleh Abed, M. Haghighi (2009)
The effect of selling strategies on sales performanceBusiness Strategy Series, 10
C. Fornell, D. Larcker (1981)
Evaluating Structural Equation Models with Unobservable Variables and Measurement ErrorJournal of Marketing Research, 18
International Journal of Management Reviews
A. Yakasai, M. Jan (2015)
The Impact of Big Five Personality Traits on Salespeople's Performance : Exploring the Moderating Role of CultureKuwait chapter of Arabian Journal of Business & Management Review, 4
R. Saxe, Barton Weitz (1982)
The SOCO Scale: A Measure of the Customer Orientation of SalespeopleJournal of Marketing Research, 19
L. Barakat, M. Lorenz, Jase Ramsey, S. Cretoiu (2015)
Global managers: An analysis of the impact of cultural intelligence on job satisfaction and performanceInternational Journal of Emerging Markets, 10
E. Alshaibani, Ali Bakir (2017)
A reading in cross-cultural service encounter: Exploring the relationship between cultural intelligence, employee performance and service qualityTourism and Hospitality Research, 17
Eun-Kyong Choi, H. Joung (2017)
Employee job satisfaction and customer-oriented behavior: A study of frontline employees in the foodservice industryJournal of Human Resources in Hospitality & Tourism, 16
Subhra Chakrabarty, Gene Brown, Robert II (2013)
Distinguishing Between the Roles of Customer-Oriented Selling and Adaptive Selling in Managing Dysfunctional Conflict in Buyer–Seller RelationshipsJournal of Personal Selling & Sales Management, 33
J. Jyoti, Sumeet Kour (2015)
Assessing the cultural intelligence and task performance equationCross Cultural Management: An International Journal, 22
B. Kahn, M. Luce (2015)
Culture ’ s Influence on Consumer Behaviors : Differences Among Ethnic Groups in a Multiracial Asian Country
Hsiu-Ju Hsu, L. Burns (2012)
The effects of culture, long-term orientation, and gender on consumers’ perceptions of clothing valuesSocial Behavior and Personality, 40
M. Nepomuceno, M. Laroche (2017)
When Materialists Intend to Resist Consumption: The Moderating Role of Self-Control and Long-Term OrientationJournal of Business Ethics, 143
Olivier Furrer, B. Liu, D. Sudharshan (2000)
The Relationships between Culture and Service Quality PerceptionsJournal of Service Research, 2
Barton Weitz (1978)
Relationship between Salesperson Performance and Understanding of Customer Decision MakingJournal of Marketing Research, 15
P. Earley, H. Gardner (2005)
Internal Dynamics and Cultural Intelligence in Multinational Teams, 18
Satyabhusan Dash, E. Bruning, Manaswini Acharya (2009)
The effect of power distance and individualism on service quality expectations in bankingInternational Journal of Bank Marketing, 27
Raduan Rose, Subramaniam Ramalu, Chuah Weh (2011)
The Effects of Cultural Intelligence on Cross-Cultural Adjustment and Job Performance amongst Expatriates in Malaysia
Wynne Chin (1998)
The partial least squares approach for structural equation modeling.
Chan Leng, Delane Botelho (2010)
How Does National Culture Impact on Consumers' Decision-making Styles? A Cross Cultural Study in Brazil, the United States and JapanBar. Brazilian Administration Review, 7
Raymond Thomas, G. Soutar, M. Ryan (2001)
The Selling Orientation-Customer Orientation (S.O.C.O.) Scale: A Proposed Short FormJournal of Personal Selling & Sales Management, 21
Christian Homburg, Michael Müller, M. Klarmann (2011)
When Should the Customer Really be King? On the Optimum Level of Salesperson Customer Orientation in Sales EncountersJournal of Marketing, 75
Anh Tram, Dung Tien, T. Uyen, T. Ngoc (2016)
Antecedents and Consequences of Adaptive Behavior of Frontline Employees in The Health Care ServiceJournal of Economics and Development, 18
R. Bhagat (2006)
Cultural Intelligence: Individual Interactions Across Cultures/Working Across CulturesAcademy of Management Review, 31
PurposeThis study aims to examine the contribution of cultural intelligence (CQ) to the level of adaptive selling behavior and customer-oriented selling behavior of salespeople in a cross-cultural selling context.Design/methodology/approachThis study collected data from a total of 210 Thai salespeople who had been assigned to work at trade shows in Japan (n = 110) and in Vietnam (n = 100).FindingsThe findings show that salespeople with higher CQ tend to demonstrate a higher degree of adaptive selling behavior and customer-oriented selling behavior in both countries. The moderating effect analysis shows that the positive relationship between CQ and adaptive selling behavior is significantly higher for Thai salespeople in Japanese trade shows than in Vietnamese trade shows.Research limitations/implicationsThis study uses cross-sectional data collection; therefore, the results have been interpreted as associations, but not causations.Practical implicationsThe study suggests that CQ development programs could be considered as part of the training that organizations provide to salespeople to develop cross-cultural competencies to deal effectively with foreign customers.Originality/valueThis study provides additional evidence concerning the benefits of CQ in an occupational area that has not been previously explored. More importantly, the result regarding the positive linkage between CQ and adaptive selling behavior was significantly stronger in the country characterized by higher cultural differences. This also contributed to CQ research by showing that differences in a cultural context might also influence the benefits of CQ in relation to the outcome variables.
Journal of Asia Business Studies – Emerald Publishing
Published: Jan 7, 2019
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.