Cross-Cultural Perspectives in Sales: Exploring the Influence of Cultural Factors on Salespeople's Behavior and Emotional Competence

EasyChair Preprint no. 12126

Abstract

Sales is a dynamic field influenced by a multitude of factors, among which cultural nuances play a pivotal role. This paper delves into the intricate interplay between cultural factors and salespeople's behavior, focusing particularly on the influence of cultural diversity on emotional competence. Drawing on cross-cultural perspectives, we explore how cultural values, norms, and communication styles shape sales interactions and affect the emotional intelligence of sales professionals. By examining various cultural dimensions such as individualism-collectivism, power distance, uncertainty avoidance, and masculinity-femininity, we elucidate how these factors impact sales strategies, customer relationships, and ultimately, sales outcomes. Additionally, we discuss the implications for sales training and offer recommendations for developing cultural sensitivity and emotional competence among sales teams operating in diverse cultural contexts.

Keyphrases: communication styles, Cross-cultural perspectives, cultural diversity, cultural factors, cultural values, Emotional Competence, Emotional Intelligence, Sales, Salespeople's Behavior

@Booklet{EasyChair:12126,
  author = {Haney Zaki},
  title = {Cross-Cultural Perspectives in Sales: Exploring the Influence of Cultural Factors on Salespeople's Behavior and Emotional Competence},
  howpublished = {EasyChair Preprint no. 12126},

  year = {EasyChair, 2024}}