387
Views
3
CrossRef citations to date
0
Altmetric
Original Articles

Understanding Cultural Frames in the Multicultural Sales Organization: Prospects and Problems for the Sales Manager

, &
Pages 277-291 | Received 01 Jun 2009, Accepted 01 Aug 2009, Published online: 17 Dec 2009

REFERENCES

  • Benet-Martínez , Verónica , Lew , Janxin , & Lee , Fiona ( 2002 ). Negotiating biculturalism: Cultural frame switching in biculturals with oppositional versus compatible cultural identities . Journal of Cross-Cultural Psychology , 33 ( 5 ), 492 – 516 .
  • Briley , Donne A. , Morris , Michael W. , & Simonson, Itamar ( 2005 ). Cultural chameleons: Biculturals, conformity motives, and decision making . Journal of Consumer Psychology , 15 ( 4 ), 351 – 362 .
  • Comer , Lucette B. , Nicholls , J. A. F. , & Vermillion , Leslie J. ( 1998 ). Diversity in the sales force: Problems and challenges . Journal of Personal Selling & Sales Management , 18 ( Fall ), 1 – 20 .
  • D'Andrade , R. G. ( 1984 ) . Cultural meaning systems . In Shweder , R. A. & LeVine , R. A. (Eds.), Cultural theory: Essays on Mind, Self, and Emotion (pp. 88 – 119 ). Cambridge , UK : Cambridge University Press .
  • Donthu , Naveen & Yoo , Boonghee ( 1998 ). Cultural influences on service quality expectations . Journal of Service Research , 1 ( November ), 178 – 185 .
  • Hall , E. T. ( 1976 ) . Beyond Culture . Garden City , NY : Anchor Press/Doubleday .
  • Herbig , Paul A. & Kramer , Hugh E. ( 1992 ). Do's and don'ts of cross-cultural negotiations . Industrial Marketing Management , 21 ( 4 ), 287 – 299 .
  • Hofstede , G. ( 1980 ) . Culture's Consequences: International Differences in Work-related Values . Newbury Park , CA : Sage Publications .
  • Hofstede , G. ( 1994 ) . Cultures and Organizations: Software of the Mind: Intercultural Cooperation and Its Importance for Survival . London , England : Harper Collins Business .
  • Hofstede , G. ( 1997 ) . Culture and Organizations: Software of the Mind . New York : The McGraw-Hill Companies, Inc.
  • Hofstede , Geert & Bond , M. H. ( 1988 ). Confucius and economic growth: New trends in culture's consequences . Organizational Dynamics , 16 ( 4 ), 4 – 21 .
  • Holden , Nigel J. ( 2002 ) . Cross-cultural Management: A Knowledge Management Perspective . Harlow : Financial Times/Prentice Hall .
  • Holden , Nigel J. (2008). Reflections of a cross-cultural scholar. International Journal of Cross-Cultural Management , 8(2), 239–251.
  • Hong , Y.Y. , Morris , Michael , Chiu , Chi-Yue , & Benet-Martínez , Verónica ( 2000 ). Multicultural minds: A dynamic constructivist approach to culture and cognition . American Psychologist , 55 , 709 – 720 .
  • Hong , Ying-yi , Ip , Grace , Chiu , Chi-yue , Morris , Michael W. , & Menon , Tanya ( 2001 ). Cultural identity and dynamic construction of the self: Collective duties and individual rights in Chinese and American cultures . Social Cognition , 19 ( 3 ), 251 – 268 .
  • House , Robert J. , Hanges , Paul J. , Javidan , Mansour , Dorfman , Peter W. , & Gupta , Vipin ( 2004 ) . Culture, Leadership, and Organizations: The GLOBE Study of 62 Societies . Thousand Oaks , CA : Sage Publications .
  • Hymowitz , Carol ( 2007 ). Managers find ways to get generations to close culture gaps . Wall Street Journal , July 9 , B1 .
  • Jackson , Donald W. , Jr. , Tax , Stephen S. , & Barnes , John W. ( 1994 ). Examining the salesforce culture: Managerial applications and research propositions . Journal of Personal Selling & Sales Management , 14 ( Fall ), 1 – 14 .
  • Kogut , Bruce & Singh , Harbir ( 1988 ). The effect of national culture on the choice of entry mode . Journal of International Business Studies , 19 ( 3 ), 411 – 433 .
  • Phinney , Jean S. & Devich-Navarro , Mona ( 1997 ). Variations in bicultural identification among African American and Mexican American adolescents . Journal of Research on Adolescence , 7 ( 1 ), 3 – 32 .
  • Ramirez-Esparza , Nairan , Gosling , Samuel D. , Benet-Martinez , Veronica , Potter , Jeffrey P. , & Pennebaker , James W. ( 2004 ). Do bilinguals have two personalities? A special case of cultural frame switching . Journal of Research in Personality , 40 , 99 – 120 .
  • Schwartz , S. H. ( 1992 ) . Universals in the content and structure of values: Theoretical advances and empirical tests in 20 countries . In Zanna , M. P. (Ed.), Advances in Experimental Social Psychology (pp. 1 – 65 ). San Diego : Academic Press, Inc.
  • Segall , M. , Lonner , W. , & Berry , J. ( 1998 ). Cross-cultural psychology as a scholarly discipline: On the flowering of a culture in behavioral research . American Psychologist , 53 , 1101 – 1110 .
  • Shih , M. , Pittinsky , T. , & Ambady , N. ( 1999 ). Stereotype susceptibility: Identity salience and shifts in quantitative performance . Psychological Science , 10 ( 1 ), 80 – 83 .
  • Trompenaars , Alfons & Hampden-Turner , Charles ( 1998 ) . Riding the Waves of Culture: Understanding Diversity in Global Business . New York : McGraw-Hill .
  • U.S. Census Bureau, International Database ( 2008 ).

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.