The relationship between cultural intelligence and i-deals: Trust as a mediator and HR localization as a moderator

Tuan Trong Luu (School of Government, University of Economics Ho Chi Minh City (UEH), Ho Chi Minh City, Vietnam)
Chris Rowley (Cass Business School, City University, London, UK)

International Journal of Organizational Analysis

ISSN: 1934-8835

Publication date: 7 November 2016



Cultural intelligence is the capacity to decode and harmonize with another culture for cultural synergy effects. This paper aims to examine whether cultural intelligence can activate idiosyncratic deals (i-deals) through trust as a mediator and HR localization as a moderator.


Cross-sectional data from respondents from joint ventures or 100 per cent foreign-invested firms in Vietnam business setting, which were tested through the structural equation modeling, provide the evidence for the research model.


Research results confirmed the positive effect of cultural intelligence on identity-based trust and knowledge-based trust, which in turn influence i-deals. HR localization was also found to play a moderating role on the relationship between identity-based trust or knowledge-based trust and i-deals.


Cultural intelligence literature, from this study, is further deepened through its role as a trigger for the path from cultural intelligence to i-deals.



Trong Luu, T. and Rowley, C. (2016), "The relationship between cultural intelligence and i-deals: Trust as a mediator and HR localization as a moderator", International Journal of Organizational Analysis, Vol. 24 No. 5, pp. 908-931.

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