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The Study of Cultural Intelligence as a Predictor of Individual Effectiveness in Cross-Cultural Sales on the Example of Chicago Real Estate Market.

Record Type:	Electronic resources : Monograph/item
Title/Author:	The Study of Cultural Intelligence as a Predictor of Individual Effectiveness in Cross-Cultural Sales on the Example of Chicago Real Estate Market./
Author:	Zykina, Anna.
Published:	Ann Arbor : ProQuest Dissertations & Theses, : 2021,
Description:	124 p.
Notes:	Source: Dissertations Abstracts International, Volume: 83-03, Section: B.
Contained By:	Dissertations Abstracts International83-03B.
Subject:	Cultural anthropology. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=28646397
ISBN:	9798535531793

The Study of Cultural Intelligence as a Predictor of Individual Effectiveness in Cross-Cultural Sales on the Example of Chicago Real Estate Market.
Zykina, Anna.

The Study of Cultural Intelligence as a Predictor of Individual Effectiveness in Cross-Cultural Sales on the Example of Chicago Real Estate Market. - Ann Arbor : ProQuest Dissertations & Theses, 2021 - 124 p.

Source: Dissertations Abstracts International, Volume: 83-03, Section: B.

Thesis (Ph.D.)--Cardinal Stritch University, 2021.

This item must not be sold to any third party vendors.

Building on the theoretical framework of Cultural Intelligence developed by Ang, Livermore and Van Dyne (2003), as well as the concept of Cultural Sales described by Chen Liu and Portnoy (2011), the current research examined the correlation between a sales agent's level of Cultural Intelligence and his or her effectiveness in a multicultural work environment. Additionally, the study investigated how the moderating factors of gender, country of origin, number of languages spoken, and tenure in the real estate industry affect the relationship between the agents CQ and Cultural Sales. The study was based on a sample of 58 real estate agents employed in the 10 largest real estate firms in the city of Chicago. The sales agents were asked to complete an online survey based on the 20-item Cultural Intelligence scale developed and validated by Ang and Van Dyne (2008). In addition, participants completed five profile questions. The study controlled for gender, origin (US Born / non-US Born), number of languages spoken, and the number of years holding a real estate license. The respondents were also asked to answer a self-assessment question identifying the ratio of Cultural Sales to overall sales over a period of one calendar year. Correlation analysis demonstrated that an agent's overall CQ is positively related to his or her effectiveness in cultural sales. Regression and correlation analyses also suggested that the number of years as a real estate licensee and the agent's origin had a statistically significant moderating effect on the relationship between an agent's CQ and intercultural effectiveness. Current research offers a contribution to the theory of Cultural Intelligence by providing new empirical data on factors moderating CQ relationship to employee's intercultural effectiveness. The study also suggests practical implication for a sales firm's hiring and training processes by adding to the increasing evidence that a sales agent's Cultural Intelligence is a meaningful criterion in predicting his or her effectiveness in a multicultural market environment.

ISBN: 9798535531793Subjects--Topical Terms:

2122764
Cultural anthropology.
Subjects--Index Terms:

Cross cultural sales

The Study of Cultural Intelligence as a Predictor of Individual Effectiveness in Cross-Cultural Sales on the Example of Chicago Real Estate Market.
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245 1 4 $a The Study of Cultural Intelligence as a Predictor of Individual Effectiveness in Cross-Cultural Sales on the Example of Chicago Real Estate Market.
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300 $a 124 p.
500 $a Source: Dissertations Abstracts International, Volume: 83-03, Section: B.
500 $a Advisor: Jonas, Peter M.
502 $a Thesis (Ph.D.)--Cardinal Stritch University, 2021.
506 $a This item must not be sold to any third party vendors.
520 $a Building on the theoretical framework of Cultural Intelligence developed by Ang, Livermore and Van Dyne (2003), as well as the concept of Cultural Sales described by Chen Liu and Portnoy (2011), the current research examined the correlation between a sales agent's level of Cultural Intelligence and his or her effectiveness in a multicultural work environment. Additionally, the study investigated how the moderating factors of gender, country of origin, number of languages spoken, and tenure in the real estate industry affect the relationship between the agents CQ and Cultural Sales. The study was based on a sample of 58 real estate agents employed in the 10 largest real estate firms in the city of Chicago. The sales agents were asked to complete an online survey based on the 20-item Cultural Intelligence scale developed and validated by Ang and Van Dyne (2008). In addition, participants completed five profile questions. The study controlled for gender, origin (US Born / non-US Born), number of languages spoken, and the number of years holding a real estate license. The respondents were also asked to answer a self-assessment question identifying the ratio of Cultural Sales to overall sales over a period of one calendar year. Correlation analysis demonstrated that an agent's overall CQ is positively related to his or her effectiveness in cultural sales. Regression and correlation analyses also suggested that the number of years as a real estate licensee and the agent's origin had a statistically significant moderating effect on the relationship between an agent's CQ and intercultural effectiveness. Current research offers a contribution to the theory of Cultural Intelligence by providing new empirical data on factors moderating CQ relationship to employee's intercultural effectiveness. The study also suggests practical implication for a sales firm's hiring and training processes by adding to the increasing evidence that a sales agent's Cultural Intelligence is a meaningful criterion in predicting his or her effectiveness in a multicultural market environment.
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650 4 $a Success. $3 518195
650 4 $a Adaptation. $3 3562958
650 4 $a Social sciences. $3 516032
650 4 $a Teams. $3 3546566
650 4 $a Minority & ethnic groups. $3 3422415
650 4 $a Society. $3 700566
650 4 $a Data collection. $3 3561708
650 4 $a Cultural differences. $3 3548285
650 4 $a Metacognition. $3 521861
650 4 $a Multiculturalism & pluralism. $3 3558958
650 4 $a Intelligence. $3 590016
653 $a Cross cultural sales
653 $a Cultural intelligence
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