scholarly journals Are your international salespeople culturally intelligent? The influence of cultural intelligence on adaptive selling behavior with B2B customers

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
David Kimber ◽  
Rodrigo Guesalaga ◽  
Michael Dickmann
Keyword(s):  
Intrinsic Motivation ◽  
Design Methodology ◽  
Cultural Intelligence ◽  
Positive Relationship ◽  
Cultural Distance ◽  
Content Type ◽  
Adaptive Selling ◽  
Adaptive Selling Behavior ◽  
International Sales ◽  
Practical Implications

Purpose This study aims to investigate cultural intelligence (CQ) as an antecedent of adaptive selling behavior (ASB) and cultural distance and intrinsic motivation as moderators in this relationship. Design/methodology/approach This research builds on a survey to 310 US-based international sales executives (ISE) and multiple regression analysis to test the hypotheses. Findings The results show that CQ has a significant positive relationship with ASB, both as an aggregate construct and through its metacognitive, motivational and behavioral facets. Also, intrinsic motivation moderates such relationship, whereas cultural distance does not. Research limitations/implications The study includes only a sample of US-based international salespeople in the B2B context, which limits the generalizability of the findings to salespeople from other countries or other contexts. Practical implications The findings of this research suggest that supplier companies involved in international selling should consider the cultural intelligence of their salespeople for selection, training and coaching. Originality/value This study makes an important contribution to the literature on both ASB and CQ by expanding the knowledge on how to manage international salespeople effectively, considering the conditions under which CQ effects are expected and how these vary in this context.

Religious expatriates’ cultural intelligence and adaptation

2017 ◽  
Vol 5 (2) ◽  
pp. 146-157 ◽  
Author(s):  
Alfred Presbitero
Keyword(s):  
Intrinsic Motivation ◽  
Design Methodology ◽  
Cultural Intelligence ◽  
Self Determination ◽  
Religious Communities ◽  
Sociocultural Adaptation ◽  
Content Type ◽  
Theory Of Intelligence ◽  
The Relationship

Purpose The purpose of this paper is to provide new insights into religious expatriates’ cultural intelligence, adaptation and the role of motivation. Drawing mainly from the theory of intelligence (Sternberg, 1999) and theory of self-determination (Deci and Ryan, 2000), the study posits that cultural intelligence of a religious expatriate is positively and significantly related to his or her psychological and sociocultural adaptation. Moreover, the study hypothesizes that intrinsic motivation, as a type of motivation, plays a significant role in moderating the relationship between cultural intelligence and adaptation (both psychological and sociocultural). Design/methodology/approach In total, 110 religious expatriates from various religious communities were surveyed. They were asked to rate their cultural intelligence, intrinsic motivation and adaptation (i.e. psychological and sociocultural). Findings The results demonstrate that cultural intelligence is positively and significantly related to both psychological and sociocultural adaptation. Furthermore, results show that intrinsic motivation, as a type of motivation, moderates the relationship between cultural intelligence and adaptation (both psychological and sociocultural). Originality/value The study contributes to the limited studies on non-corporate expatriation focusing mainly on religious expatriation. In addition, it adds value by generating new insights into the importance not only of cultural intelligence but also of intrinsic motivation in ensuring high levels of psychological and sociocultural adaptation. It further offers a number of practical insights that can be relevant for both corporate and non-corporate expatriates.

The organizational slack and performance relationship: a configurational approach

2015 ◽  
Vol 53 (10) ◽  
pp. 2339-2355 ◽  
Author(s):  
Dan Marlin ◽  
Scott W Geiger
Keyword(s):  
Design Methodology ◽  
Positive Relationship ◽  
Performance Outcomes ◽  
Organizational Slack ◽  
Content Type ◽  
Configurational Approach ◽  
Managerial Attention ◽  
And Performance ◽  
Practical Implications ◽  
Organizational Literature

Purpose – The purpose of this paper is to contribute to the organizational literature and improve the understanding of the slack and performance link by: examining the slack and performance relationship using a configurational approach and by considering equifinality and its possible effects on this relationship. Design/methodology/approach – Using cluster analysis, ANCOVA, and means comparisons this study identifies different configurations of slack and their associated performance implications. Findings – The results show that configurations with higher levels of slack outperform those with lower levels of slack suggesting a positive relationship between slack and firm performance. The findings also demonstrate that alternative configurations of slack can result in similar levels of performance suggesting the existence of equifinality in this relationship. Research limitations/implications – This study contributes to prior research by moving beyond traditional linear and contingency views of slack and considering a configurational approach. An important contribution of this study is that while level of slack may be important it appears that how the various types of slack are bundled also serves as an important factor in firm outcomes and should be examined by future researchers. Practical implications – The results indicate that managerial attention should be paid to not only identifying appropriate levels and types of slack for the organization but also to appropriate ways to bundle theses resources. Originality/value – This study provides an important contribution to the literature by determining if certain slack bundles result in higher levels of performance and if there are multiple ways of bundling slack resources that result in similar performance outcomes.

Virtual reality experiences, attachment and experiential outcomes in tourism

2019 ◽  
Vol 75 (3) ◽  
pp. 481-495 ◽  
Author(s):  
Hung-Che Wu ◽  
Chi-Han Ai ◽  
Ching-Chan Cheng
Keyword(s):  
Virtual Reality ◽  
Video Games ◽  
Design Methodology ◽  
Positive Relationship ◽  
Tourism Industry ◽  
Positive Relationships ◽  
Content Type ◽  
Structural Relationships ◽  
The Relationship ◽  
Practical Implications

Purpose The purpose of this study is to examine the structural relationships between the dimensions of virtual reality (VR) experiences (immersion, interaction, usability and illusion), the dimensions of VR attachment (VR dependence, VR identity, VR affect and VR familiarity) and the dimensions of VR experiential outcomes (VR experiential satisfaction, VR experiential loyalty and VR experiential advocacy). Design/methodology/approach A total of 490 visitors who tried 360 VR travel video games in the TripMoment VR were surveyed. Findings In this study, there are positive relationships between VR experiential satisfaction and immersion, interaction, illusion, as well as VR identity, VR affect and VR familiarity. In addition, VR experiential satisfaction has a positive relationship with VR experiential loyalty. In addition, VR experiential advocacy has a positive relationship with both VR experiential satisfaction and VR experiential loyalty. Practical implications The results show that tourism operators should focus on increasing VR experiential satisfaction and experiential loyalty to enable visitors to have intentions to advocate their VR experiences. Originality/value This paper provides the data that lead to a better understanding of the relationship between the dimensions of VR experiences, VR attachment and VR experiential outcomes in the tourism industry.

Examining the consequences of adaptive selling behavior by door-to-door salespeople in the Korean cosmetic industry

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Fortune Edem Amenuvor ◽  
Ho-Taek Yi ◽  
Henry Boateng
Keyword(s):  
Customer Loyalty ◽  
Structural Equation ◽  
Design Methodology ◽  
Equation Modeling ◽  
Dyadic Data ◽  
Content Type ◽  
Adaptive Selling ◽  
Cosmetic Industry ◽  
Adaptive Selling Behavior ◽  
Customer Outcomes

PurposeThis paper aims to assess the effect of adaptive selling behavior on customer outcomes, mutual outcomes and salesperson outcomes.Design/methodology/approachThe respondents were salespeople and customers in selected door-to-door cosmetics companies in South Korea. A questionnaire was used to collect the data. Structural equation modeling was used to analyze the data in this study.FindingsFindings show that adaptive selling behavior positively affects customer satisfaction, customer loyalty, sales performance, job satisfaction and relationship quality. These findings suggest that adaptive selling is crucial for the firm's survival depending on the industry and the product. Additionally, unlike previous studies, the authors use salespeople's self-reporting responses and customer-reporting of salespeople, which further enhances the richness and uniqueness of the results.Originality/valueStudies investigating mutual outcomes of adaptive selling behavior are scarce. The study also emphasizes that adaptive selling behavior enhances salesperson outcomes and customer outcomes and primarily uses dyadic data between door-to-door salespeople and their customers, which is not very common.

Getting personal with employability

2014 ◽  
Vol 30 (11) ◽  
pp. 7-9
Keyword(s):  
Transformational Leadership ◽  
Case Studies ◽  
Design Methodology ◽  
Reading Time ◽  
Positive Relationship ◽  
Cutting Edge ◽  
Content Type ◽  
Supervisor Ratings ◽  
Pertinent Information ◽  
Practical Implications

Purpose – This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach – This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings – Transformational leadership is positively related to employee and supervisor ratings of employability. There is some indication that transformational leadership enhances employability in some situations, demonstrating differences between categories of workers with and without a managerial function. Moreover, it appeared that after controlling for personality, only the positive relationship between transformational leadership and supervisor ratings of employability remained for the workers not having a managerial function. Practical implications – The paper provides strategic insights and practical thinking that have influenced some of the world’s leading organizations. Originality/value – The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Placebo outsourcing: when does provider’s bluffing enhance customer satisfaction?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Dorian Laurentiu Florea ◽  
Cătălin Mihail Barbu ◽  
Claudia Cristina Rotea
Keyword(s):  
Customer Satisfaction ◽  
Design Methodology ◽  
Positive Relationship ◽  
Service Providers ◽  
Signaling Theory ◽  
The Other ◽  
Positive Interactions ◽  
Content Type ◽  
Operational Capabilities ◽  
Practical Implications

Purpose Drawing on signaling theory, this paper aims to argue in favor of a “placebo outsourcing effect” (POE) consisting of a positive relationship between provider’s bluffing and customer satisfaction. Design/methodology/approach The authors applied prediction-oriented segmentation SEM on a dyadic sample of 171 outsourcing relationships. Findings The authors highlighted two segments that display a form of POE, representing about three-quarters of the customer-provider dyads. The first segment exhibits a positive relationship between the provider’s bluffing and customer satisfaction that is further strengthened by the provider’s reputation and customer’s operational capabilities, while for the other segment, the provider’s bluffing has positive interactions with both operational capabilities and outsourcing experience. These findings show that service providers have reached the bluffing proficiency that enables them to bluff customer firms with varying levels of operational capabilities and outsourcing experience by using the most appealing signals for every type of customer. Practical implications Based on the findings, the authors provided to customer firms extensive guidelines to avoid the POE by frustrating service provider’s bluffing proficiency. Originality/value This study’s originality resides in the amendment of the disconfirmation paradigm of satisfaction in the outsourcing context by introducing and testing the POE.

Intrinsic motivation a powerful tool

2017 ◽  
Vol 31 (5) ◽  
pp. 20-22
Keyword(s):  
Intrinsic Motivation ◽  
Knowledge Sharing ◽  
Case Studies ◽  
Design Methodology ◽  
Reading Time ◽  
Cutting Edge ◽  
Content Type ◽  
Pertinent Information ◽  
Positive Knowledge ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings Managers should focus on the development of positive knowledge-sharing culture. Practical implications The paper provides strategic insights and practical thinking that have influenced some of the world’s leading organizations. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Relationship between sustainable operations practices and performance: a meta-analysis

2017 ◽  
Vol 66 (8) ◽  
pp. 1020-1042 ◽  
Author(s):  
Marina D’Agostini ◽  
Vilmar Antonio Gonçalves Tondolo ◽  
Maria Emília Camargo ◽  
Angela Isabel dos Santos Dullius ◽  
Rosana da Rosa Portella Tondolo ◽  
...  
Keyword(s):  
Design Methodology ◽  
Positive Relationship ◽  
Meta Analysis ◽  
Multidimensional Approach ◽  
Sustainable Operations ◽  
Content Type ◽  
Moderating Factors ◽  
And Performance ◽  
The Relationship ◽  
Practical Implications

Purpose The purpose of this paper is to examine the relationship between sustainable operations practices (SOP) and performance. Design/methodology/approach This study was conducted through a systematic literature review followed by a meta-analysis of correlations. Findings In the results, 14 of the relationships examined showed a positive relationship and 12 the presence of moderators. The study findings indicate that contingency affects the relationship between SOPs and performance. Research limitations/implications The research presented in this paper is mainly limited to databases that were searched. Among the quantitative articles selected from the databases, many did not have the data needed to conduct the meta-analysis, which may have limited the results of this study. Practical implications Using the results of this study, practitioners can become aware of to the occurrence of moderating factors in the relationships, which can range from interference from other practices and variables to characteristics of the organization itself or the market in which organizations operate. Originality/value This study uses a multidimensional approach for both SOP and performance. This approach allowed a more complete and comprehensive result, showing how these SOPs influence the different categories of performance, expanding the understanding of the relationship between practices and performance.

Signaling theory and the determinants of online financial disclosure

2018 ◽  
Vol 34 (3) ◽  
pp. 237-247
Author(s):  
Abdalmuttaleb Musleh Al-Sartawi ◽  
Sameh Reyad
Keyword(s):  
Stock Markets ◽  
Design Methodology ◽  
Positive Relationship ◽  
Financial Statements ◽  
Financial Disclosure ◽  
Islamic Banks ◽  
Firm Characteristics ◽  
Content Type ◽  
Gcc Countries ◽  
Practical Implications

PurposeThe purpose of this paper is to examine and report on the extent and firm characteristics that determine the practices of online financial disclosure (OFD) by the Islamic banks in the Gulf Cooperation Council (GCC) countries.Design/methodology/approachData were collected using the websites of 48 Islamic banks listed on the stock markets in the GCC countries. Moreover, the study used the websites of the stock markets to get more financial information which was not found on the websites of the banks. The study covered a period of three years from 2015 to 2017. A checklist was used to compute the total level of OFD.FindingsThis study found that the overall level of OFD in the GCC by Islamic banks is 72.4 percent. The results also report a significant and positive relationship with firm size. On the other hand, the results show an insignificant relationship with profitability (ROE and ROA), leverage and age.Practical implicationsThe paper provides awareness regarding OFD that might prove beneficial to the various stakeholders of the banks including investors, regulators and preparers of financial statements.Originality/valueThis paper is an important contribution to filling the gap in the literature, as there are a negligible number of studies dealing with OFD from an Islamic perspective.

Contribution of cultural intelligence to adaptive selling and customer-oriented selling of salespeople at international trade shows: does cultural similarity matter?

2019 ◽  
Vol 13 (1) ◽  
pp. 79-96 ◽  
Author(s):  
Arti Pandey ◽  
Peerayuth Charoensukmongkol
Keyword(s):  
Cultural Context ◽  
Cultural Intelligence ◽  
Cross Cultural ◽  
Cross Sectional ◽  
Effect Analysis ◽  
Content Type ◽  
Adaptive Selling ◽  
Adaptive Selling Behavior ◽  
International Trade Shows ◽  
Trade Shows

Purpose This 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/approach This 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). Findings The 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/implications This study uses cross-sectional data collection; therefore, the results have been interpreted as associations, but not causations. Practical implications The 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/value This 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.

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