Cultural intelligence and adaptive selling behaviors in cross-cultural selling: The cognitive resource theory and social role theory perspective

Jihong Zhou and Peerayuth Charoensukmongkol

Journal of Business Research, 2022, vol. 146, issue C, 477-488

Abstract: This study examines the underlying mechanism explaining the contribution of cultural intelligence (CQ) to adaptive selling behaviors in cross-cultural selling contexts. The study draws on cognitive resource theory in order to explore the mediating role of customer qualification skills in explaining how CQ contributes to adaptive selling behaviors. The study also uses social role theory to illustrate the moderating role of gender in the effectiveness of cultural intelligence on customer qualification skills. Data were collected from 966 export salespeople in mainland China using a questionnaire survey, and partial least squares structural equation modeling was used for the data analysis. The results revealed a positive association between cultural intelligence and adaptive selling behaviors, as well as a partial mediating effect of customer qualification skills on this positive association. Moreover, the positive relationship between cultural intelligence and customer qualification skills was found to be stronger among female export salespeople than their male counterparts.

Keywords: Cross-cultural selling; Cultural intelligence; Adaptive selling behavior; Customer qualification skill; Gender (search for similar items in EconPapers)
Date: 2022
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (5)

Downloads: (external link)
http://www.sciencedirect.com/science/article/pii/S0148296322003174
Full text for ScienceDirect subscribers only

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:146:y:2022:i:c:p:477-488

DOI: 10.1016/j.jbusres.2022.03.079

Access Statistics for this article

Journal of Business Research is currently edited by A. G. Woodside

More articles in Journal of Business Research from Elsevier
Bibliographic data for series maintained by Catherine Liu ().