Search results

This study aims to investigate cultural intelligence (CQ) as an antecedent of adaptive selling behavior (ASB) and cultural distance and intrinsic motivation as moderators in this relationship.

This research builds on a survey to 310 US-based international sales executives (ISE) and multiple regression analysis to test the hypotheses.

The results show that CQ has a significant positive relationship with ASB, both as an aggregate construct and through its metacognitive, motivational and behavioral facets. Also, intrinsic motivation moderates such relationship, whereas cultural distance does not.

The study includes only a sample of US-based international salespeople in the B2B context, which limits the generalizability of the findings to salespeople from other countries or other contexts.

The findings of this research suggest that supplier companies involved in international selling should consider the cultural intelligence of their salespeople for selection, training and coaching.

This study makes an important contribution to the literature on both ASB and CQ by expanding the knowledge on how to manage international salespeople effectively, considering the conditions under which CQ effects are expected and how these vary in this context.

The overall objective of this chapter is measuring the effect of key economic indicators and trends on the media reputation of an emergent country. The case analyzed is that of Chile, since 1990–2015. To deal with our objective, we measured the media reputation of Chile following validated criteria by Deephouse (2000).

A regression analysis was conducted to test our hypothesis that the coefficient of media favorableness (CoMF) of a country depends on the favorable or unfavorable trend of key economic indicators of the country. The dependent variable of our model was the Chilean CoMF. Independent variables were the monthly GDP variation, the monthly unemployment rate, the monthly average of the stock exchange index, the monthly average fuel price, and the monthly average copper price (a very important commodity to Chile).

Our results demonstrate that key economic indicators have a significant positive bearing on the media reputation of an emergent country as Chile, that is, when an emergent country is doing well economically, the press with a global scope tends to improve the reputation of that country, showing a more favorable image about it. In consequence, our hypothesis is supported. In the case of an emergent and small Western country as Chile, the price of commodities appears as the most important predictive indicator of its favorable or unfavorable country reputation. Other implications are discussed in the study.

The purpose of this paper is to discuss why neither people nor organizations can demand trust, but rather how people and organizations can demand trustworthiness of themselves and others. While trustworthiness can be developed, and trust earned, this process takes time.

An examination of the literature was undertaken to review trust from a variety of dimensions and perspectives to determine the role of trust as a fundamental notion, which may be an underlying factor in foreign aid objectives.

This paper advocates that an understanding of trust and trustworthiness, when fused with a stakeholder perspective, may lead to enhanced levels of global poverty reduction objectives.

This paper enhances personal knowledge and understanding at the theoretical and practical levels enabling business leaders to gain insight regarding the inherent stakeholder factors that need to be considered when designing performance‐measurement strategies and reporting frameworks.

The purpose of this paper is to explore the information behaviour of early career academics (ECAs) within humanities and social sciences (HSS) disciplines who are starting their first continuing academic position. The proposed grounded theory of Systemic Managerial Constraints (SMC) is introduced as a way to understand the influence of neoliberal universities on the information behaviour of ECAs.

This qualitative research used constructivist grounded theory methodology. Participants were 20 Australian and Canadian ECAs from HSS. Their information practices and information behaviour were examined for a period of five to seven months using two interviews and multiple “check-ins”. Data were analysed through two rounds of coding, where codes were iteratively compared and contrasted.

SMC emerged from the analysis and is proposed as a grounded theory to help better understand the context of higher education and its influence on ECAs’ information behaviour. SMC presents university managerialism, resulting from neoliberalism, as pervasive and constraining both the work ECAs do and how they perform that work. SMC helps to explain ECAs’ uncertainty and precarity in higher education and changing information needs as a result of altered work role, which, in turn, leads ECAs to seek and share information with their colleagues and use information to wield their personal agency to respond to SMC.

The findings from this paper provide a lens through which to view universities as information environments and the influence these environments can have on ECAs’ information practices and information behaviour.

Business is increasingly coming under attack by pressure groups. Many managers, and particularly those in marketing functions, are having to respond to these challenges. Others are at least having to take cognisance of pressure groups. The nature of pressure groups, their role, the different types that may be found and how they operate are considered. Pressure group actions involving business are also discussed, but activity is emphasised. Managers are urged to seek an understanding of pressure groups, especially those groups likely to take an interest in their business.

We have met to celebrate — and rightly so — the completion of twenty‐one years of the publication of a great journal: twenty‐one years of hard work for more than one of us here tonight — the first Program author will speak to us shortly. Program represents a significant and abiding contribution to the literature of librarianship and occupies, according to my measurement, two feet of library shelf space.