This study examines the underlying mechanism explaining the contribution of cultural
intelligence (CQ) to adaptive selling behaviors in cross-cultural selling contexts. The study …

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 …

This research investigates the contribution of cultural intelligence (CQ) in adaptive selling
behaviors and international sales performance of Thai salespeople assigned to work at …

Purpose This paper aims to examine the effect of the cultural intelligence (CQ) of
salespeople, who engage in cross-cultural selling, on the quality of cross-cultural sales …

Despite the fact a growing number of firms now derive a large percentage of their revenues
from global operations, our understanding of the means though which cross-cultural sales …

Cross-cultural selling has become an important factor in sales education. In the current
competitive business graduate market, students who enter the workforce in frontline …

Given the increase in cultural diversity within marketing organizations as well as within
current and potential customer bases, possessing the appropriate communication skills …

Purpose Drawing on the upper echelons theory and resource-based view, the purpose of
this paper is to investigate how SMEs' decision-makers can develop cultural intelligence to …

This study investigates the impact of Metacognitive, Cognitive, and Motivational Cultural
Intelligence (CQ) on Behavioral Cultural Intelligence (CQ). In particular, we examine …

Intercultural service encounters, in which customers and service employees from different
cultures interact, are becoming more common in the market. Despite the importance of such …