Abasi, H. (2017). Designing the Model for Commercialization of University Research Using Structural Equation Modeling- Partial Least Squares Method (SEM-PLS). Iranian Journal of Trade Studies, 21(82), 1-21. (In Persian)
Ahmad, A., & Safaria, T. (2013). Effects of self-efficacy on students’ academic performance. Journal of Educational, Health and Community Psychology, 2(1), 22-29. https://doi.org/10.12928/jehcp.v2i1.3740
Ali, N., & Abbas, A. (2024). The Role of Self-Efficacy, Stress, and Culture in Enhancing Productivity Among Industrial Sales Executives in Latin American Sales Networks.
Ang, S., Van Dyne, L., Koh, C., Ng, K. Y., Templer, K. J., Tay, C., & Chandrasekar, N. A. (2007). Cultural intelligence: Its measurement and effects on cultural judgment and decision making, cultural adaptation and task
Balochi, Hossein, and Nemat Elahi, Majid. (1400). Investigating the role of cultural intelligence of handwoven carpet sellers in tourism development by moderating purchase regret and fair pricing approach. Consumer Behavior Studies, 8(1), 105-132. (In Persian)
Baluku, M. M., Kikooma, J. F., Bantu, E., Onderi, P., & Otto, K. (2019). Impact of personal cultural orientations and cultural intelligence on subjective success in self-employment in multi-ethnic societies. Journal of Global Entrepreneurship Research, 9(1), 1-22. https://doi.org/10.1186/s40497-018-0144-0
Bandura, A. (1986). The explanatory and predictive scope of self-efficacy theory. Journal of social and clinical psychology, 4(3), 359-373, https://doi.org/10.1521/jscp.1986.4.3.359
Bandura, A. (2010). Self-efficacy.Encyclopedia of human behavior. New York: Academic Press.
Butt, I., Mukerji, B., & Shareef, M. A. (2017). Relevance of soft-sell and hard-sell advertising appeals for global consumer cultural positioning. Journal of Customer Behaviour, 16(3), 263-279. https://doi.org/10.1362/147539217X15071081721125
Cao, W., Zhang, Y., & Bush, A. (2017). Effects of Cultural Intelligence and Cultural Distance on Expatriates' Cross-cultural Adjustment. In 2nd International Symposium on Business Corporation and Development in South-East and South
Asia under B&R Initiative (ISBCD 2017) (pp. 132-135). Atlantis Press. Çetin, F., & Aşkun, D. (2018). The effect of occupational self-efficacy on work performance through intrinsic work motivation. Management Research Review, 41(2), 186-201. https://doi.org/10.1108/MRR-03-2017-0062
Chang, W. C., Tseng, Y. Y., & Weng, L. C. (2018). The Influence of Cultural Intelligence on Cross-cultural Adjustment for International Students in University: The Mediating Effect of Self-efficacy. Hagenberg| Linz| Steyr| Wels, 357.
Charoensukmongkol, P., & Pandey, A. (2020). The influence of cultural intelligence on sales self-efficacy and cross-cultural
sales presentations: does it matter for highly challenge-oriented salespeople?. Management Research Review, 43(12).
https://doi.org/10.1108/MRR-02-2020-0060
Chen, J., Hong, H., Huang, M., & Kubik, J. D. (2004). Does fund size erode mutual fund performance? The role of liquidity and organization. American Economic Review, 94(5), 1276-1302. https://doi.org/10.1257/0002828043052277
Cicala, J. E., Smith, R. K., & Bush, A. J. (2012). What makes sales presentations effective–a buyer‐ seller perspective. Journal of Business & Industrial Marketing, 27(2), 78-88. https://doi.org/10.1108/08858621211196958
Davaei, M., Gunkel, M., Veglio, V., & Taras, V. (2022). “The influence of cultural intelligence and emotional intelligence on conflict occurrence and performance in global virtual teams”. Journal of International Management, 28(4), https://doi.org/10.1016/j.intman.2022.100969
Delpechitre, D., & Baker, D. S. (2017). Cross-cultural selling: Examining the importance of cultural intelligence in sales education. Journal of Marketing Education, 39(2), 94-108. https://doi.org/10.1177/0273475317710060
Dheer, R. & Lenartowicz, T. (2017), Cultural intelligence: Impact on Entrepreneurial self-efficacy”, Academy of Management, 1, 11516. https://doi.org/10.5465/AMBPP.2017.11516abstract
Earley, P.C. and Ang, S. (2003), Cultural Intelligence; Individual Interactions across Cultures, Stanford University Press Stanford.
Egwuonwu, A. N. (2021). On the influence of cultural intelligence on psychic distance in buyer–seller relationship: a study of foreign exporters and their import buyers in an emerging economy (Doctoral dissertation, Brunel University London).
Fallah, H., Jafariyan, H., & Savabieh, S. (2018). Investigation of market orientation and self-efficacy effects on sale force performance: Mediator role of sales force creativity and innovation implementation. Journal of relationship
Marketing,
17(3), 188-203.
https://doi.org/10.1080/15332667.2018.1440147 Ferdinand, A. T., & Wahyuningsih, W. (2018). Salespeople’s innovativeness: a driver of sales performance.
Management & Marketing,
13(2), 966-984. https://doi.org/10.2478/mmcks-2018-0016
Fu, F. Q., Richards, K. A., Hughes, D. E., & Jones, E. (2010). Motivating salespeople to sell new products: The relative influence of attitudes, subjective norms, and self-efficacy. Journal of Marketing, 74(6), 61-76.
https://doi.org/10.1509/jmkg.74.6.61
Hansen, J. D., Singh, T., Weilbaker, D. C., & Guesalaga, R. (2011). Cultural intelligence in cross-cultural selling: Propositions and directions for future research. Journal of Personal Selling & Sales Management, 31(3), 243-254. https://doi.org/10.2753/PSS0885-3134310303
Hartmann, S., Homburg, C., & M. Ruhnau, R. C. (2024). Understanding and managing the link between firms’ strategic risk-taking and salespeople’s defensive behavior in price negotiations. Journal of Personal Selling & Sales Management, 1-20. https://doi.org/10.1080/08853134.2024.2386946
Hu, S., Liu, H., & Gu, J. (2018). What role does self-efficacy play in developing cultural intelligence from social media
usage?. Electronic Commerce Research and Applications, 28, 172-180. https://doi.org/10.1016/j.elerap.2018.01.009
Johlke, M. C. (2006). Sales presentation skills and salesperson job performance. Journal of Business & Industrial
Marketing, 21(5), 311-319. https://doi.org/10.1108/08858620610681614
Jones, E., Brown, S. P., Zoltners, A. A., & Weitz, B. A. (2005). The changing environment of selling and sales
management. Journal of Personal Selling & Sales Management, 25(2), 105-111.
https://doi.org/10.1080/08853134.2005.10749052
Kidwell, B., Hasford, J., Turner, B., Hardesty, D. M., & Zablah, A. R. (2021). Emotional calibration and salesperson
performance. Journal of Marketing, 85(6), 141-161. https://doi.org/10.1177/00222429219996
Le, H., Jiang, Z., & Greenhaus, J. (2023). Building cultural intelligence through supervisor support: Social exchange and
subjective career success as mediators and organisational support as a moderator. International Migration, 61(3),
270-286. https://doi.org/10.1111/imig.13045
Lisbona, A., Francisco, P., Marisa, S. and Michael, F. (2018), The effects of work engagement and self efficacy on personalinitiative and performance, Psicothema, 30(1),89-96. https://doi.org/10.7334/psicothema2016.245
MacNab, B. R., & Worthley, R. (2012). Individual characteristics as predictors of cultural intelligence development: The
relevance of self-efficacy. International Journal of Intercultural Relations, 36(1), 62-71.
https://doi.org/10.1016/j.ijintrel.2010.12.001
Mahzoonzadeh Boushehri, F. (2016). The mediating self-efficacy role in the relationship between students' problem-solving
skill and cultural intelligence. Journal of New Approaches in Educational Administration, 7(27), 193-208. (In
Persian)
Miao, C., Qian, S., & Ma, D. (2017). The relationship between entrepreneurial self‐ efficacy and firm performance: a metaanalysis
of main and moderator effects. Journal of Small Business Management, 55(1), 87-107.
https://doi.org/10.1111/jsbm.12240
Osanlo, Bahareh, and Khodami, Soheila. (2013). Investigating the effect of cultural intelligence on culture shock,
intercultural adaptation and performance. Socio-Cultural Development Studies, 2(4), 75-96. (In Persian)
Pan, G., Liu, M., Tseng, L. M., & Geng, Z. (2023). Cultural intelligence and sales performance in online insurance marketing:
evidence from a Chinese insurance firm. Humanities and Social Sciences Communications, 10(1), 1-9.
https://doi.org/10.1057/s41599-023-01623-z
Pandey, A., & Charoensukmongkol, P. (2019). Contribution of cultural intelligence to adaptive selling and customeroriented
selling of salespeople at international trade shows: does cultural similarity matter?. Journal of Asia Business
Studies, 13(1), 79-96. https://doi.org/10.1108/JABS-08-2017-0138
Peterson, R. A. (2020). “Self-efficacy and personal selling: Review and examination with an emphasis on sales performance.
Journal of Personal Selling & Sales Management, 40(1), 57-71. https://doi.org/10.1080/08853134.2019.1654390
Rapp, A., Baker, T. L., Bachrach, D. G., Ogilvie, J., & Beitelspacher, L. S. (2015). Perceived customer showrooming
behavior and the effect on retail salesperson self-efficacy and performance. Journal of Retailing, 91(2), 358-369.
https://doi.org/10.1016/j.jretai.2014.12.007
Rehg, M. T., Gundlach, M. J., & Grigorian, R. A. (2012). Examining the influence of cross‐ cultural training on cultural
intelligence and specific self‐ efficacy. Cross Cultural Management: An International Journal, 19(2), 215-232.
https://doi.org/10.1108/13527601211219892
Saberi, Mahnaz.(2019) "Investigation of the effect of knowledge management on the performance of sales representatives
through the mediating role of job satisfaction (case study: Ferdous textile factories)" Hekmat Razavi Institute of
Higher Education, Department of Business Management and Insurance Management. (In Persian)
Seligman, M. E. P., & Peterson, C. (2004). Character strengths and virtues: A classification and handbook. American
Psychological Association.
Skoglund, K., Holmström, I. K., Sundler, A. J., & Hammar, L. M. (2018). Previous work experience and age do not affect
final semester nursing student self-efficacy in communication skills. Nurse education today, 68, 182-187.
https://doi.org/10.1016/j.nedt.2018.05.017
Sparks, J. R., & Areni, C. S. (2002). The effects of sales presentation quality and initial perceptions on persuasion: A multiple
role perspective. Journal of Business Research, 55(6), 517-528. https://doi.org/10.1016/S0148-2963(00)00173-9
Su, J. M., Lee, S. C., Tsai, S. B., & Lu, T. L. (2016). A comprehensive survey of the relationship between self-efficacy and
performance for the governmental auditors. SpringerPlus, 5, 1-13. https://doi.org/10.1186/s40064-016-2104-x
Suthatorn, P., & Charoensukmongkol, P. (2018). Cultural intelligence and airline cabin crews members' anxiety: The
mediating roles of intercultural communication competence and service attentiveness. Journal of Human Resources
in Hospitality & Tourism, 17(4), 423-444. https://doi.org/10.1080/15332845.2018.1449559
Tafarshi, Seyyedah, F (2019). "Investigation of the effects of commercial intelligence and cultural intelligence of insurance
sellers on their sales" University of Tehran, Farabi Campus - Faculty of Management and Accounting. (In Persian)
Van Dyne, L., Ang, S., Ng, K. Y., Rockstuhl, T., Tan, M. L., & Koh, C. (2012). Sub‐ dimensions of the four factor model
of cultural intelligence: Expanding the conceptualization and measurement of cultural intelligence. Social and
personality psychology compass, 6(4), 295-313. https://doi.org/10.1111/j.1751-9004.2012.00429.x
Wang, G. and Netemeyer, R. G. (2014). Salesperson creative performance:Conceptualization, measurement, and
nomological validity. Journal of Business Research, 57(8), 805-812. https://doi.org/10.1016/S0148-2963(02)00483-
6
Wawrosz, P., & Jurásek, M. (2021). Developing Intercultural Efficiency: The Relationship between Cultural Intelligence
and Self-Efficacy. Social Sciences, 10(8), 312. https://doi.org/10.3390/socsci10080312
)