Access the full text.
Sign up today, get DeepDyve free for 14 days.
Aviv Shoham, G. Rose, L. Kahle (1998)
Marketing of risky sports: From intention to actionJournal of the Academy of Marketing Science, 26
Brian Spitzberg, W. Cupach (1984)
Interpersonal Communication Competence
J. Anderson, J. Narus (1990)
A Model of Distributor Firm and Manufacturer Firm Working RelationshipsJournal of Marketing, 54
Jikyeong Kang, Julie Hillary (1998)
Older Salespeople's Role in Retail Sales EncountersJournal of Selling and Sales Management, 18
R. Wiseman, Mitchell Hammer, H. Nishida (1989)
Predictors of intercultural communication competenceInternational Journal of Intercultural Relations, 13
Michael Levy, Arun Sharma (1994)
Adaptive selling: The role of gender, age, sales experience, and educationJournal of Business Research, 31
J. Carlson, K. Widaman (1988)
The effects of study abroad during college on attitudes toward other culturesInternational Journal of Intercultural Relations, 12
F. Webster, Rohit Deshpandé (1990)
Analyzing corporate cultures in approaching the global marketplace
Jakki Mohr, J. Nevin (1990)
Communication Strategies in Marketing Channels: A Theoretical PerspectiveJournal of Marketing, 54
Lucette B. Comer, Tanya Drollinger (1999)
Active Empathetic Listening and Selling Success: A Conceptual FrameworkJournal of Personal Selling and Sales Management, 19
Ronald Marks, Douglas W. Vorhies, Gordon J. Badovick (1996)
A Psychometric Evaluation of the ADAPTS Scale: A Critique and RecommendationsJournal of Personal Selling and Sales Management, 16
Mark Davis, Miles Davis, M. Davis, Matthew Davis, Mark Davis, Mm Davis, M. Davis, F. Davis, H. Davis, I. Davis (1980)
A Multidimensional Approach to Individual Differences in Empathy
Sean Dwyer, Orlando Richard, C. David Shepherd (1998)
An Exploratory Study of Gender and Age Matching in the Salesperson-Prospective Customer Dyad: Testing Similarity-Performance PredictionsJournal of Personal Selling and Sales Management, 18
H. Sujan, Barton Weitz, Nirmalya Kumar (1994)
Learning Orientation, Working Smart, and Effective SellingJournal of Marketing, 58
F. Webster (1992)
The Changing Role of Marketing in the CorporationJournal of Marketing, 56
Barton Weitz, H. Sujan, M. Sujan (1986)
Knowledge, motivation, and adaptive behavior : a framework for improving selling effectivenessJournal of Marketing, 50
Lisa Bertagnoli (2001)
Culture Club: Executives Get Boost From Diversity RecognitionMarketing News, January
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
Mark Davis (1983)
The effects of dispositional empathy on emotional reactions and helping: A multidimensional approachJournal of Personality, 51
William Gudykunst, Y. Kim (1984)
Communicating With Strangers: An Approach to Intercultural Communication
E. Honeycutt, John Ford (1995)
Guidelines for managing an international sales forceIndustrial Marketing Management, 24
Donald McBane (1995)
Empathy and the salesperson: A multidimensional perspectivePsychology & Marketing, 12
C. Stephan, W. Stephan (1992)
Reducing intercultural anxiety through intercultural contactInternational Journal of Intercultural Relations, 16
Lucette B. Comer, J.A.F. Nicholls (2000)
Communication Between Hispanic Salespeople and their Customers: A First LookJournal of Personal Selling and Sales Management, 20
Victoria Bush, T. Ingram (1996)
Adapting to diverse customers: A training matrix for international marketersIndustrial Marketing Management, 25
K. Seal (1991)
Know thy NeighborAmerican Way, August 15
Mitchell Hammer, William Gudykunst, R. Wiseman (1978)
Dimensions of intercultural effectiveness: An exploratory studyInternational Journal of Intercultural Relations, 2
Subhash Sharma, Terence Shimp, Jeongshin Shin (1995)
Consumer ethnocentrism: A test of antecedents and moderatorsJournal of the Academy of Marketing Science, 23
Kaylene Williams, Rosann Spiro (1985)
Communication Style in the Salesperson-Customer DyadJournal of Marketing Research, 22
Donald Sampson, H. Smith (1957)
A Scale to Measure World-Minded AttitudesJournal of Social Psychology, 45
Linda Price, E. Arnould, P. Tierney (1995)
Going to Extremes: Managing Service Encounters and Assessing Provider PerformanceJournal of Marketing, 59
Timothy Palmer, G. Pickett (1999)
The Role of Mental Models in Control Theory:Understanding Cognitive FACTORS Influencing the Behaviors of SalespeopleThe Journal of Marketing Theory and Practice, 7
James Anderson, James Narus (1990)
A Model of Distributor Firm and Manufacturer Firm Working PartnershipsJournal of Marketing, 54
C. Grönroos (1999)
Relationship Marketing: Challenges for the OrganizationJournal of Business Research, 46
L. Cronbach (1951)
Coefficient alpha and the internal structure of testsPsychometrika, 16
W. Johnston, J. Lewin, Robert Spekman (1999)
International Industrial Marketing Interactions: Dyadic and Network PerspectivesJournal of Business Research, 46
Kenneth Cushner, R. Brislin (1988)
Intercultural Interactions: A Practical Guide
Rosann Spiro, Barton Weitz (1990)
Adaptive Selling: Conceptualization, Measurement, and Nomological ValidityJournal of Marketing Research, 27
R. Wiseman, J. Koester (1993)
Intercultural communication competence
Kaylene C. Williams, Rosann L. Spiro, Leslie M. Fine (1990)
The Customer-Salesperson Dyad: An Interaction/Communication Model and ReviewJournal of Personal Selling and Sales Management, 10
Aviv Shoham, G. Rose, G. Albaum (1995)
Export Motives, Psychological Distance, and the EPRG FrameworkJournal of Global Marketing, 8
Lucette B. Comer, Marvin A. Jolson (1991)
Perceptions of Gender Stereotypic Behavior: An Exploratory Study of Women in SellingJournal of Personal Selling and Sales Management, 11
H. Abe, R. Wiseman (1983)
A cross-cultural confirmation of the dimensions of intercultural effectivenessInternational Journal of Intercultural Relations, 7
J. Hair (1972)
Multivariate data analysisInternational Statistical Review, 40
Victoria Bush, T. Ingram (2001)
Building and Assessing Cultural Diversity SkillsIndustrial Marketing Management, 30
B. Ruben (1976)
Assessing Communication Competency for Intercultural AdaptationGroup & Organization Management, 1
Paul Hensel, Gordon Bruner (1992)
Scaling and Measurement: Multi-Item Scaled Measures in Sales Related ResearchJournal of Personal Selling and Sales Management, 12
D. Montgomery (1991)
Understanding the Japanese as customers, competitors, and collaborators☆Japan and the World Economy, 3
R. Brislin, Tomoko Yoshida (1994)
Intercultural Communication Training: An Introduction
R. Wentling, Nilda Palma-Rivas (2000)
Current status of diversity initiatives in selected multinational corporationsHuman Resource Development Quarterly, 11
R. Strahan, K. Gerbasi (1972)
Short, homogeneous versions of the Marlow‐Crowne Social Desirability ScaleJournal of Clinical Psychology, 28
H. Thorelli (1986)
Networks: Between Markets and HierarchiesSouthern Medical Journal, 7
Lucette B. Comer, J.A.F. Nicholls, Leslie J. Vermillion (1998)
Diversity in the Sales Force: Problems and ChallengesJournal of Personal Selling and Sales Management, 18
T. Hannigan (1990)
Traits, attitudes, and skills that are related to intercultural effectiveness and their implications for cross-cultural training: A review of the literatureInternational Journal of Intercultural Relations, 14
Robert Moran (1979)
Managing Cultural Differences
Barton Weitz, Sandy Jap (1995)
Relationship marketing and distribution channelsJournal of the Academy of Marketing Science, 23
William Gudykunst (1991)
Bridging Differences: Effective Intergroup Communication
R. Porter, L. Samovar, L. Samovar, R. Porter (1991)
Basic Principles of Intercultural CommunicationIntercultural Communication
Barton Weitz (1978)
Relationship between Salesperson Performance and Understanding of Customer Decision MakingJournal of Marketing Research, 15
Marilyn Loden, J. Rosener (1990)
Workforce America!: Managing Employee Diversity as a Vital Resource
G. Cui, S. Berg (1991)
Testing the construct validity of intercultural effectivenessInternational Journal of Intercultural Relations, 15
K. Bollen (1989)
Structural Equations with Latent Variables
D. Merrill (1981)
Personal Styles & Effective Performance
W. Gudykunst, R. L. Wiseman, M. R. Hammer, B. Ruben (1977)
Determinants of a Sojourner's Attitudinal Satisfaction: A Path ModelCommunication Yearbook
Camille P. Schuster, Jeffrey E. Danes (1986)
Asking Questions: Some Characteristics of Successful Sales EncountersJournal of Personal Selling and Sales Management, 6
Terence Shimp, Subhash Sharma (1987)
Consumer Ethnocentrism: Construction and Validation of the CETSCALEJournal of Marketing Research, 24
G. Fletcher, Paula Danilovics, Guadalupe Fernández, Dena Peterson, G. Reeder (1986)
Attributional complexity: An individual differences measure.Journal of Personality and Social Psychology, 51
T. Ingram, C. Schwepker, Don Hutson (1992)
Why salespeople failIndustrial Marketing Management, 21
Daniel J. Levinson, T. W. Adorno, Else Frenkel-Brunswik, Daniel J. Levinson, R. Nevitt (1950)
The Study of Ethnocentric IdeologyThe Authoritarian Personality
L. Bradford, M. Allen, K. Beisser (1998)
An Evaluation and Meta-Analysis of Intercultural Communication Competence Research.
Jerry Goolsby, Rosemary Lagace, Michael Boorom (1992)
Psychological Adaptiveness and Sales PerformanceJournal of Personal Selling and Sales Management, 12
Rohit Deshpandé, F. Webster (1989)
Organizational Culture and Marketing: Defining the Research AgendaJournal of Marketing, 53
Dharm P. S. Bhawuk, Harry C. Triandis, Dan Landis, Rabi Bhagat (1996)
The Role of Culture Theory in the Study of Culture and Intercultural TrainingHandbook of Intercultural Training
J. Nunnally (1978)
Psychometric Theory (2nd ed), New York: McGraw-Hill.
Given the increase in cultural diversity within marketing organizations as well as within current and potential customer bases, possessing the appropriate communication skills becomes crucial to success in managing culturally diverse relationships. Although marketing researchers have recognized the importance of adaptive selling behavior for successful buyer-seller relationships, the exploration of the intercultural aspects of these relationships has only recently begun. This article examines how adaptive selling behaviors and intercultural dispositions of marketing executives contribute to their perceived intercultural communication competence. Results show that in addition to being adaptive, the intercultural disposition of a marketer is of key importance in developing intercultural communication competence. Theoretical and practical implications for incorporating intercultural communication into the development of successful buyer-seller relationships are discussed.
Journal of the Academy of Marketing Science – Springer Journals
Published: Sep 1, 2001
Keywords: Communication Style; Sales Management; Personal Selling; Intercultural Communication; Marketing Organization
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.