Browsing by Author "Arti Pandey"
Contribution of cultural intelligence to adaptive selling behavior, customer-oriented selling behavior and cross-cultural sales performance of Thai salespeople Arti Pandey; Peerayuth Charoensukmongkol (National Institute of Development Administration, 2017)
As firms expand internationally, there will be an ever-greater challenge for their salespeople who will be required, more and more, to engage in cross-cultural selling. Although cross-cultural selling is a topic that has already gained much attention in literature, research about the competencies of salespeople in cross-cultural selling is still scarce. To fill this research gap, the present study focuses on the role of cultural intelligence (CQ) which is a cross-cultural competency that will assist salespeople in becoming more effective in ...