Cultural intelligence and managerial relational performance: a resource advantage perspective


Purpose: Drawing on the resource-advantage theory, the authors examine the effect of import managers' cultural intelligence (CQ) on their foreign counterpart's psychic distance and relational performance. Design/methodology/approach: Survey data collected from 228 Nigerian automobile import managers were analyzed using structural equation modelling (SEM) to examine the relationship among the study variables. The measure of CQ in this study comprises metacognitive and motivational CQs to examine the relations between metacognitive and motivational CQs on psychic distance and their ultimate effect on relational performance. Findings: This study suggests that metacognitive CQ reduces the effect of psychic distance in buyer–seller exchange relationships, and in the presence of a low-level psychic distance, relational performance increases. Confirming the intervening role of CQ on performance relationship, the study highlights the role of CQ and its influence on psychic distance in facilitating (or impeding) relational exchanges in international buyer–seller transactions. Originality/value: The authors present the concept of CQ as a human capital that has the potential to improve managerial relational performance. The authors go further to advance the potential significance and relevance of CQ in improving international buyer–seller exchanges.

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Divisions: College of Business and Social Sciences > Aston Business School > Marketing & Strategy
College of Business and Social Sciences > Aston Business School
Additional Information: © 2020, Emerald Publishing Limited. This AAM is provided for your own personal use only. It may not be used for resale, reprinting, systematic distribution, emailing, or for any other commercial purpose without the permission of the publisher.
Uncontrolled Keywords: Buyer–seller relationship,Cultural intelligence,Human capital,Psychic distance,Relational performance,Education,General Business,Management and Accounting
Publication ISSN: 1758-7468
Last Modified: 11 Jul 2024 07:15
Date Deposited: 10 Jan 2023 15:16
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Related URLs: https://www.eme ... -0243/full/html (Publisher URL)
http://www.scop ... tnerID=8YFLogxK (Scopus URL)
PURE Output Type: Article
Published Date: 2022-03-24
Published Online Date: 2020-12-29
Accepted Date: 2020-12-01
Authors: Egwuonwu, Arthur
Sarpong, David (ORCID Profile 0000-0002-1533-4332)
Mordi, Chima

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