A Multilevel Investigation of Motivational Cultural Intelligence, Organizational Diversity Climate, and Cultural Sales: Evidence From US Real Estate Firms

• 成果类型: Article
• 署名作者: Chen, Xiao-Ping; Liu, Dong; Portnoy, Rebecca
• 署名单位: University of Washington; University of Washington Seattle; University System of Georgia; Georgia Institute of Technology; Washington State University
• 刊物名称: JOURNAL OF APPLIED PSYCHOLOGY
• ISSN/ISSBN: 0021-9010
• DOI: 10.1037/a0024697
• 发表日期: 2012
• 页码: 93-106
• 关键词: motivational cultural intelligence; DIVERSITY CLIMATE; cultural sales; multilevel

摘要

Adopting a multilevel theoretical framework, the authors examined how motivational cultural intelligence influences individual cultural sales the number of housing transactions occurring between people of different cultural origins. Data from 305 real estate agents employed at 26 real estate firms in the United States demonstrated that an individual's motivational cultural intelligence is positively related to his or her cultural sales. This positive relationship is enhanced by the firm's motivational cultural intelligence and diversity climate. The authors discuss the theoretical and practical implications of their findings in a workplace context that involves cross-cultural interpersonal interactions.