Cross-Cultural Selling: Examining the Importance of Cultural Intelligence in Sales Education

Delpechitre, Duleep; Baker, David S.

doi:10.1177/0273475317710060

Cited by 39 publications

(38 citation statements)

References 66 publications

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“…Previously published literature clearly supports that educators seeking to better prepare their students for the workplace should seriously contemplate investing in a sales curriculum (Allen, Kumar, Tarasi, & Wilson, 2014;Bolander et al, 2014;Bush, Bush, Oakley, & Cicala, 2014;Cespedes & Weinfurter, 2016;Cummins et al, 2013;Cummins et al, 2015;Delpechitre & Baker, 2017). More important, with the business realm of sales rapidly expanding, universities that are teaching sales are seeing continued positive returns on their investment in sales education (Bolander et al, 2014;Leisen et al, 2004;Lilly & Stanley, 2016;Loe & Inks, 2014).…”

Section: Discussionmentioning

confidence: 99%

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Sales Education in the United States: Perspectives on Curriculum and Teaching Practices

Spiller

Kim

Aitken

2019

Journal of Marketing Education

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Based on the industry need to hire qualified salespeople, a call to expand sales education at universities has been continuously echoed. This article provides an updated overview of the sales education landscape in the United States and offers insight into both the curriculum offerings and the practices of marketing educators who teach sales courses at colleges and universities with sales programs. This research assesses the current state of sales education by critically evaluating recently published sales education literature, reviewing university websites of the University Sales Center Alliance members located in the United States, surveying professors who are members of the Sales Educators Foundation and/or the University Sales Center Alliance, and examining sales course syllabi of sales faculty. This article describes the findings of these research investigations. Understanding the pedagogical choices, teaching practices and perspectives on curriculum of the educators of leading sales programs is valuable to those educators contemplating launching a sales program at their respective universities.

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Section: Discussionmentioning

confidence: 99%

“…Regardless of the titles used, sales education in the United States has continued to evolve. In fact, research shows that sales education is playing an increasingly important role in the marketing curriculum (Bolander, Bonney, & Satornino, 2014; Cespedes & Weinfurter, 2016; Deeter-Schmelz & Kennedy, 2011; Delpechitre & Baker, 2017; Loe & Inks, 2014).…”

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confidence: 99%

Sales Education in the United States: Perspectives on Curriculum and Teaching Practices

Spiller

Kim

Aitken

2019

Journal of Marketing Education

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“…Cultural distance asymmetry failed to show a moderating effect on relationship between CQ and cross-cultural adjustment. Delpechitre & Baker (2017) Adaptive selling behaviors, Role-play performance Students with higher CQ are able to adjust their selling behaviors well and to perform at a higher level in their role-play presentations in a cross-cultural selling situation. Daryani et al (2017) Bank performance Overall CQ was positively related to bank performance.…”

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confidence: 99%

Hype or hope? A new look at the research on cultural intelligence

Fang

Schei

Selart

2018

International Journal of Intercultural Relations

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Cultural intelligence (CQ), the capability by which expatriates, managers, and others involved in cross-cultural interactions function effectively in a globalized world, was introduced in 2003 and has garnered wide attention recently. In this paper, we present a detailed and up-to-date review of 142 empirical articles in the CQ research field. We first examine the concept of CQ, including its definition, structure, measurement, and validity. We then review the vast number of empirical studies that investigate the antecedents, development, direct and indirect effects, moderating effects, and aggregated effects of CQ, as well as qualitative studies. The analysis shows several issues that likely will be relevant to the research debate in the near future. These issues include investigations of (1) whether cultural intelligence is universal or culture-specific, (2) why objective measures that assess CQ are lacking, (3) to what extent a person can develop cultural intelligence, (4) to what extent there are dark sides to cultural intelligence, and (5) the role cultural intelligence plays as a predictor of individual and group performance. Addressing these questions may help us reveal the true potential of CQ in contemporary organizations and thus, affirm that the promise of CQ is more than just hype.

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“…Relatedly, Herlache et al (2018) present a negotiation exercise between students of different cultures that increased student knowledge of sales and negotiations while simultaneously improving attitudes toward, and confidence in, international collaboration and intent to pursue sales. Delpechitre and Baker (2017) show that students with higher cultural intelligence can adapt their selling behaviors to perform at a higher level during role-plays. Karakaya et al (2011) evaluated the intent to pursue a sales career using a cross-national sample.…”

Section: Discussion Of General Resultsmentioning

confidence: 97%

A Critical Review of the Literature for Sales Educators 2.0

Cummins

Nielson

Peltier

et al. 2020

Journal of Marketing Education

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In this article, we review the recent expansion within the sales education literature from five primary journals and the business literature at large. The five primary journals are the Journal of Marketing Education, Marketing Education Review, Journal for the Advancement of Marketing Education, Journal of Education for Business, and the Journal of Personal Selling & Sales Management. Of the 119 identified articles published in the past 15 years, experiential learning, career development, and assessment were the three most prominent topics. Of these, 69% were published after the Cummins et al. review article “A Critical Review of the Literature for Sales Educator,” which was published in Journal of Marketing Education as a means of expanding sales education research. Future research opportunities in sales education are offered with suggested hypotheses for investigation. A reference table of classroom innovations is provided as an easy guide to instructors seeking vetted pedagogical enhancements.

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Cross-Cultural Selling: Examining the Importance of Cultural Intelligence in Sales Education

Abstract: How can we comprehend complex thinking across a wide range of cultural settings throughout the world?. .. More importantly, can we teach skills to managers so they are able to do so?-Earley and Ang (2003, p. 22).

Cited by 39 publications

References 66 publications

Sales Education in the United States: Perspectives on Curriculum and Teaching Practices

Sales Education in the United States: Perspectives on Curriculum and Teaching Practices

Hype or hope? A new look at the research on cultural intelligence

A Critical Review of the Literature for Sales Educators 2.0

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