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- W4360864244 abstract "The cultural clash between customers and salespeople in online marketing is observed as a barrier to promoting sales performance.The capability of handling cultural difference, or cultural intelligence (CQ), is therefore essential for salespeople. With data collected through questionnaires from a Chinese digital insurance brokerage firm, the impact of salespeople's CQ on sales performance is examined with the partial least squares structural equation model (PLS-SEM) method. It is identified that CQ serves as a positive moderating variable in the relationship between customer orientation and sales performance, as well as a partial mediating variable in the relationship between perceived organizational support and sales performance of the online insurance salespeople." @default.
- W4360864244 created "2023-03-25" @default.
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- W4360864244 date "2023-03-24" @default.
- W4360864244 modified "2023-10-10" @default.
- W4360864244 title "Cultural intelligence and sales performance in online insurance marketing: evidence from a Chinese insurance firm" @default.
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- W4360864244 doi "https://doi.org/10.1057/s41599-023-01623-z" @default.
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