Matches in SemOpenAlex for { <https://semopenalex.org/work/W2626562010> ?p ?o ?g. }
- W2626562010 endingPage "108" @default.
- W2626562010 startingPage "94" @default.
- W2626562010 abstract "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 customer service positions are expected to perform sales at a higher level. Students that have acquired an education in sales during their undergraduate program have been found to have a more realistic perception of sales as a profession, to require minimum training, to have lower turnover, and to require less time to be more productive. This has been attributed to the success of sales education curricula and sales education techniques at the collegiate level. This study examines the importance of sales students’ cultural intelligence and how it influences their adaptive selling behaviors and sales role-play performance in a cross-cultural selling situation. The sample for the study consists of 143 sales students who were registered in an advanced personal selling course over a six-semester period. All sales role-plays are oriented toward a cross-cultural selling situation where the buyer is a first-generation immigrant. The results of the study show that sales students with cultural intelligence are able to adjust their selling behaviors well and to perform at a higher level in their role-play presentations." @default.
- W2626562010 created "2017-06-23" @default.
- W2626562010 creator A5068804711 @default.
- W2626562010 creator A5085041518 @default.
- W2626562010 date "2017-06-15" @default.
- W2626562010 modified "2023-10-17" @default.
- W2626562010 title "Cross-Cultural Selling: Examining the Importance of Cultural Intelligence in Sales Education" @default.
- W2626562010 cites W133272867 @default.
- W2626562010 cites W137943151 @default.
- W2626562010 cites W1496783311 @default.
- W2626562010 cites W1967270106 @default.
- W2626562010 cites W1967912575 @default.
- W2626562010 cites W1969002866 @default.
- W2626562010 cites W1973523169 @default.
- W2626562010 cites W1974921350 @default.
- W2626562010 cites W1977760845 @default.
- W2626562010 cites W1978038925 @default.
- W2626562010 cites W1982375521 @default.
- W2626562010 cites W1983176213 @default.
- W2626562010 cites W2003624093 @default.
- W2626562010 cites W2003872069 @default.
- W2626562010 cites W2005089535 @default.
- W2626562010 cites W2011107045 @default.
- W2626562010 cites W2015328710 @default.
- W2626562010 cites W2017849448 @default.
- W2626562010 cites W2018747219 @default.
- W2626562010 cites W2020201355 @default.
- W2626562010 cites W2021583039 @default.
- W2626562010 cites W2024097053 @default.
- W2626562010 cites W2028978767 @default.
- W2626562010 cites W2035962508 @default.
- W2626562010 cites W2037799214 @default.
- W2626562010 cites W2050114529 @default.
- W2626562010 cites W2050438332 @default.
- W2626562010 cites W2062181166 @default.
- W2626562010 cites W2068760647 @default.
- W2626562010 cites W2071177902 @default.
- W2626562010 cites W2083866858 @default.
- W2626562010 cites W2099196053 @default.
- W2626562010 cites W2101690277 @default.
- W2626562010 cites W2103825996 @default.
- W2626562010 cites W2106096361 @default.
- W2626562010 cites W2122912498 @default.
- W2626562010 cites W2136850150 @default.
- W2626562010 cites W2139503022 @default.
- W2626562010 cites W2143434127 @default.
- W2626562010 cites W2150238850 @default.
- W2626562010 cites W2151770008 @default.
- W2626562010 cites W2152254148 @default.
- W2626562010 cites W2156412774 @default.
- W2626562010 cites W2161900051 @default.
- W2626562010 cites W2167409701 @default.
- W2626562010 cites W2168666851 @default.
- W2626562010 cites W2179088008 @default.
- W2626562010 cites W2243431674 @default.
- W2626562010 cites W2292317557 @default.
- W2626562010 cites W2325625657 @default.
- W2626562010 cites W2339745700 @default.
- W2626562010 cites W2342189626 @default.
- W2626562010 cites W4243592274 @default.
- W2626562010 cites W4244282274 @default.
- W2626562010 cites W4246276146 @default.
- W2626562010 cites W4252300958 @default.
- W2626562010 cites W51593690 @default.
- W2626562010 cites W588688237 @default.
- W2626562010 doi "https://doi.org/10.1177/0273475317710060" @default.
- W2626562010 hasPublicationYear "2017" @default.
- W2626562010 type Work @default.
- W2626562010 sameAs 2626562010 @default.
- W2626562010 citedByCount "29" @default.
- W2626562010 countsByYear W26265620102018 @default.
- W2626562010 countsByYear W26265620102019 @default.
- W2626562010 countsByYear W26265620102020 @default.
- W2626562010 countsByYear W26265620102021 @default.
- W2626562010 countsByYear W26265620102022 @default.
- W2626562010 countsByYear W26265620102023 @default.
- W2626562010 crossrefType "journal-article" @default.
- W2626562010 hasAuthorship W2626562010A5068804711 @default.
- W2626562010 hasAuthorship W2626562010A5085041518 @default.
- W2626562010 hasConcept C139749660 @default.
- W2626562010 hasConcept C144133560 @default.
- W2626562010 hasConcept C15744967 @default.
- W2626562010 hasConcept C162324750 @default.
- W2626562010 hasConcept C162853370 @default.
- W2626562010 hasConcept C169760540 @default.
- W2626562010 hasConcept C185592680 @default.
- W2626562010 hasConcept C19417346 @default.
- W2626562010 hasConcept C198531522 @default.
- W2626562010 hasConcept C26760741 @default.
- W2626562010 hasConcept C2777900618 @default.
- W2626562010 hasConcept C2778139618 @default.
- W2626562010 hasConcept C2780378061 @default.
- W2626562010 hasConcept C2781083359 @default.
- W2626562010 hasConcept C2781402841 @default.
- W2626562010 hasConcept C43617362 @default.
- W2626562010 hasConcept C47177190 @default.
- W2626562010 hasConcept C50522688 @default.
- W2626562010 hasConcept C77805123 @default.