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

Kimber, David; Guesalaga, Rodrigo; Dickmann, Michael

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

dc.contributor.author	Kimber, David
dc.contributor.author	Guesalaga, Rodrigo
dc.contributor.author	Dickmann, Michael
dc.date.accessioned	2022-01-17T16:26:14Z
dc.date.available	2022-01-17T16:26:14Z
dc.date.issued	2021-08-03
dc.description.abstract	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. 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. 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 contexts. 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.	en
dc.identifier.citation	The journal of business & industrial marketing, Vol. 37, N°4 (2021) p. 734-747.
dc.identifier.doi	10.1108/JBIM-02-2021-0121
dc.identifier.issn	0885-8624
dc.identifier.orcid	https://orcid.org/0000-0002-0040-3016
dc.identifier.uri	http://hdl.handle.net/20.500.12254/2229
dc.language.iso	en	en
dc.publisher	Emerald	en
dc.rights	Atribución-NoComercial-CompartirIgual 3.0 Chile (CC BY-NC-SA 3.0 CL)
dc.rights.uri	http://creativecommons.org/licenses/by-nc-sa/3.0/cl/
dc.subject.other	Cultural intelligence	en
dc.subject.other	International business	en
dc.subject.other	Sales management	en
dc.subject.other	Adaptive selling behavior	en
dc.subject.other	Intrinsic motivation	en
dc.subject.other	Cultural distance	en
dc.title	Are your international salespeople culturally intelligent? The influence of cultural intelligence on adaptive selling behavior with B2B customers	en
dc.type	Artículo	es