The following sections are included:IntroductionInnovation IntermediariesSocial Learning in Technological InnovationMapping Intermediaries Between Supply and UseWhat Do Intermediaries Do in Social Learning?FacilitatingConfiguringBrokeringPre-Domestication, Power Games and Fragile IntermediariesInnovation Contexts, Social Learning and Intermediary RolesEvolutionary pick and mix contextUser-centred designThe Technology Experiment/Evolving Co-DesignInnofusion and domesticationConclusion: Recognising Key Intermediaries and Nurturing Fragile OnesReferences

Intermediaries, Users And Social Learning In Technological Innovasion

This study examines the marketing strategies of companies originating in small and open economies as they expand into foreign markets. It distinguishes two major globalization paths (that of born globals and that of globalizing internationals), contrasts them with traditional internationalizers, and describes their characteristics. It then outlines a framework and hypotheses regarding the marketing strategies used in foreign expansion and examines them empirically in the information and communication technology field. The authors examine two important strategic marketing issues: the breadth of product offering and the standardization of marketing strategies across countries. The empirical results show that foreign expansion path, foreign business experience, and external globalization pressure have an impact on the selection of marketing strategies. The study also finds that the fit between these contextual factors and the standardization of marketing strategy has a positive effect on performance...

Marketing Strategies for Foreign Expansion of Companies Originating in Small and Open Economies: The Consequences of Strategic Fit and Performance:

Using longitudinal data from a Chinese newcomer sample (N = 671), we investigated the predictive effects of adaptability on newcomers’ work-related outcomes. Specifically, we tested 4 perceived P-E fit variables (i.e., P-O fit, needs – supplies fit, demands – abilities fit, and P-G fit) as mediators between adaptability variables and newcomers’ work-related outcomes. Our results showed that after controlling for demographic effects and other personality variables (i.e., proactive personality and openness to experience), newcomers’ adaptability dimensions (i.e., cultural adaptability, work stress adaptability, interpersonal adaptability, and learning adaptability) were differentially associated with improvement in newcomers’ P-E fit perceptions over a 3-month time period. In turn, the perceived P-E fit variables were related to the newcomers’ work-related outcomes (i.e., job performance, job satisfaction, and turnover intentions), after controlling for the socialization process variables (i.e., institutionalized socialization experience, role clarity, and job-related self-efficacy). The mediating roles of perceived P-E fit variables were also confirmed. Both theoretical and practical implications in terms of adaptability, newcomer adaptation processes, and P-E fit are discussed.

Understanding Newcomers' Adaptability and Work-Related Outcomes: Testing the Mediating Roles of Perceived P-E Fit Variables

Selecting appropriate samples in cultural distance research is vital to producing valid empirical results. Over 80% of empirical cultural distance studies use a sample comprised of either a single home country with varying host countries or a single host country with varying home countries. When difference scores are used in the calculation of cultural distance based on single-country samples the resulting cultural distance measures typically are highly correlated with one or more of the varying countries’ underlying national culture dimensions, making it impossible to determine whether findings are due to cultural distance or to varying countries’ national culture effects. This is referred to as a confounded variables problem and means that for an overwhelming number of cultural distance studies, we cannot with certainty have confidence in the verity of their findings. To resolve this uncertainty we propose that cultural distance scholars select samples comprised of at least two home/host countries. We empirically demonstrate that two-country samples where most of the national culture dimensions for the two countries differ create certitude with respect to results, eliminating the cultural distance confounded variables problem. We describe the single-country sample problem, illustrate the proposed a priori two-country solution, and suggest avenues for future research.

https://papers.ssrn.com/sol3/Delivery.cfm/jibs_2016_15.pdf?abstractid=2767471&mirid=1

Solving the single-country sample problem in cultural distance studies

This research investigates the contribution of cultural intelligence (CQ) in adaptive selling behaviors and international sales performance of Thai salespeople assigned to work at internati...

The Efficacy of Cultural Intelligence for Adaptive Selling Behaviors in Cross-Cultural Selling: The Moderating Effect of Trait Mindfulness

Employees who possess cross-cultural capabilities are increasingly sought after due to unparalleled numbers of cross-cultural interactions. Previous research has primarily focused on the bright side of these capabilities, including important individual and work outcomes. In contrast, the purpose of this study is to demonstrate that the cross-cultural capability of cultural intelligence (CQ) can lead to both positive and negative outcomes. Applying the general theory of confluence, we propose that expatriates high in CQ excel in customer relationship performance, while simultaneously behaving opportunistically. We also suggest that ethical relativism moderates these relationships. Using mixed methods, four separate studies generally support our predictions while also deepening our understanding of various forms of opportunism and the mechanism behind two seemingly opposing effects. Conceptual and managerial implications of CQ for opportunism, customer relationship performance, and ethics are discussed.

https://www.cambridge.org/core/services/aop-cambridge-core/content/view/0145A7532622A57664D8EA6E90FB6DB9/S1052150X20000020a.pdf/div-class-title-the-dark-side-of-cultural-intelligence-exploring-its-impact-on-opportunism-ethical-relativism-and-customer-relationship-performance-div.pdf

The Dark Side of Cultural Intelligence: Exploring Its Impact on Opportunism, Ethical Relativism, and Customer Relationship Performance

Growing cultural diversity in the customer base means that firms must interact with a culturally diverse customer in a way previously impossible. This study examines when, how, and why service empl...

Service Excellence in Light of Cultural Diversity: The Impact of Metacognitive Cultural Intelligence

Every flow has its ebb: The impact of flow on work–family conflict and adjustment in global careers

A Conservation of Resources schema for exploring the influential forces for air-travel stress.

Purpose – Cultural distance (CD) reflects differences in cultural values across countries. Many studies have used CD to explain strategies and outcomes in international business practices, although often with limited success. This chapter demonstrates previously unrecognized problems with the conceptualization, analysis, and interpretation of CD measures and suggests methods for improvements in CD research.

Design/methodology/approach – Problems with traditional methods in CD research are demonstrated analytically and illustrated with correlation and regression analyses of secondary data. One analysis shows that individual cultural dimensions may provide alternative explanations for hypothesized effects of distance. Two other examples illustrate the incorrect conclusions that traditional analysis approaches may suggest.

Findings – The difference scores that are implicit in measures of CD usually imply unrealistic constraints on relationships between variables. Analyzing CD at the level of organizations rather than countries exaggerates the available sample size and may result in inaccurate statistical tests.

Research limitations/implications – The empirical examples illustrate problems with methodology for CD research. They are not proposed as substantive, generalizable tests of hypotheses.

Originality/value of the chapter – This chapter provides original arguments to augment existing criticisms of CD research. It shows that findings from extant CD studies may not support the conclusions that have been reported in the literature. Future research should use methods that lead to correct interpretations of CD effects.

Jase R. Ramsey

Papers

The Dark Side of Cultural Intelligence: Exploring Its Impact on Opportunism, Ethical Relativism, and Customer Relationship Performance

Service Excellence in Light of Cultural Diversity: The Impact of Metacognitive Cultural Intelligence

Every flow has its ebb: The impact of flow on work–family conflict and adjustment in global careers

A Conservation of Resources schema for exploring the influential forces for air-travel stress.

Difference Scores, Analysis Levels, and the (Mis)Interpretation of Cultural Distance