Central European Business Review Vol. 6 No. 1
Intercultural Variations in Personal Sales Factors in the Czech and U.S. Automotive Markets: Practical Implications for Marketing
DOI: https://doi.org/10.18267/j.cebr.171
[plný text (PDF)]
David Říha, Timothy Heinze, Michael Stros
N/A
JEL klasifikace: M1, M16, M3, M31
Reference:
Ahearne, M., Gruen, T. W., & Burke-Jarvis, C. (1999). If looks could sell: Moderation and mediation of the attractiveness effect on salesperson performance. International Journal of Research in Marketing, 16(4), 269-284.
Algera, P. M., & Lips-Wiersma, M. (2012). Radical authentic leadership: Co-creating the conditions under which all members of the organization can be authentic. The Leadership Quarterly, 23(1), 118-131.
Ambady, N., & Rosenthal, R. (1993). Half a minute: Predicting teacher evaluations from thin slices of nonverbal behaviour and physical attractiveness. Journal of Personality and Social Psychology, 64(3), 431-441.
Ambady, N., Krabbenhoft, M., & Hogan, D. (2006). The 30-Sec sale: Using thin-slice judgments to evaluate sales effectiveness. Journal of Consumer Psychology, 16(1), 4-13.
Avolio, B. J., & Gardner, W. L. (2005). Authentic leadership development: Getting to the root of positive forms of leadership. The Leadership Quarterly, 6(3), 801-823.
Avolio, B. J., Gardner, W. L, Walumbwa, F. O., Luthans, F., & May, D. R. (2004). Unlocking the mask: a look at the process by which authentic leaders impact follower attitudes and behaviors. The Leadership Quarterly, 15(6), 801-823.
Bakeman, R. (2000). Behavioral observations and coding. In H. T. Reis & C. K. Judd (Eds.), Handbook of research methods in social psychology. New York: Cambridge University Press.
Barrett-Lennard, G. T. (1998). Carl Rogers’ helping system: Journey and substance. London: Sage.
Bartlett, M. S. (1950). Tests of significance in factor analysis. British Journal of Psychology, 3, 77-85.
Bauer, J. (2002). Das gedächtnis des körpers - wie beziehungen und lebensstile unsere gene steuern. Frankfurt: Eichborn.
Bedrnová, E., & Nový, I. (2007). Psychologie a sociologie řízení. Prague: Management Press.
Bethell, E. J., Vick, S., & Bard, K. A. (2007). Measurement of eye-gaze in chimpanzees. American Journal of Primatology, 69(5), 562–575.
Bortz, J., & Doering, N. (2006). Forschungsmethoden und evaluation, Vol. 4, Heidelberg, Germany: Springer.
Bowker, A., Boekhoven, B., Nolan, A., Bauhaus, S., Glover, P., Powell, T., & Taylor, S. (2009). Naturalistic observations of spectator behavior at youth hockey games. The Sport Psychologist, 23(1), 301–316.
Busha, A. J., Smart, D., & Nicholsa, E. N. (2002). Pursuing the concept of marketing productivity Introduction to the JBR Special Issue on Marketing Productivity. Journal of Business Research, 55(5), 343-347.
Cattell, R. B. (1966). The scree test for the number of factors. Multivariate Behavioural Research, 1(2), 245-76.
Child, D. (1990). The essentials of factor analysis. 2nd ed. London: Cassel Educational Limited.
Costello, A. B., & Osborne, J. W. (2005). Best practices in exploratory factor analysis: Four recommendations for getting the most from your analysis. Practical Assessment, Research & Evaluation, 10(7), 1-9.
Crick, N. R., Ostrov, J.M., Burr, J.E., Jansen-Yeh, E.A., Cullerton-Sen, C., & Ralston, P. (2006). A longitudinal study of relational and physical aggression in preschool. Journal of Applied Developmental Psychology, 27(3), 254–268.
Damásio, A. R., Damásio, H., & van Straten, G. (1996). Neurobiology of decision-making. Berlin: Springer.
Diddams, M., & Chang, G. C. (2012). Only human: Exploring the nature of weakness in authentic leadership. The Leadership Quarterly, 23(3), 593-603.
Erevelles, S., & Fukawa, N. (2013). The role of affect in personal selling and sales management. Journal of Personal Selling & Sales Management, 18(1), 7-24.
Fabrigar, L. R., Wegener, D. T., MacCallum, R. C., & Strahan, E. J. (1999). Evaluating the use of exploratory factor analysis in psychological research. Psychological Methods, 4(3), 272-299.
Freud, S. (1938). Abriss der psychoanalyse. Frankfurt: Fischer.
Gorsuch, R. L. (2015). Factor analysis. New York: Psychology Press and Routledge Classic Editions.
Gudykunst, W. B. (2004). Bridging Differences: Effective Intergroup Communication, 4th. ed. Thousand Oaks, California: Sage Publications.
Hair J., Anderson, R. E., Tatham, R. L., & Black, W. C. (1995). Multivariate data analysis. 4th ed. New Jersey: Prentice-Hall Inc.
Hall, E. T. (1976). Beyond culture. Garden City, NY: Anchor´.
Hall, E. T., & Hall, M. (1990). Understanding cultural differences. 1st ed. Boston: Intercultural Press.
Hampden-Turner, F., & Trompenaars, C. (1999). Riding the waves of culture: understanding cultural diversity in business. London: Nicholas Brealey Publications.
Havlena, W. J., & Holbrook, M. B. (1986). The varieties of consumption experience: Comparing two typologies of emotion in consumer behavior. Journal of Consumer Research, 13(3), 394-404.
Henson, R. K., & Roberts, J. K. (2006). Use of exploratory factor analysis in published research: common errors and some comment on improved practice. Educational and Psychological Measurement, 66(3), 393-416.
Hofstede, G. (2011). Dimensionalizing cultures: The Hofstede model in context. Online Readings in Psychology and Culture, 2(1), 8.
Horn, J. L. (1965). A rationale and test for the number of factors in factor analysis. Psychometrika, 30(2), 179-85.
Huck, S. W. (2012). Reading statistics and research. Boston, MA: Pearson.
Jöreskog, K. G. (1969). A general approach to confirmatory maximum likelihood factor analysis. Psychometrika, 23, 187-200.
Kaiser, H. F. (1970). A second-generation little jiffy. Psychometrika, 35(4), 401-415.
Kaiser, H. F., & Mark, I. V. (1974). Little jiffy. Educational and Psychological Measurement, 34(1), 111-117.
Kernis, M. H. (2003). Toward a conceptualization of optimal self-esteem. Psychological Inquiry, 14(1), 1-26.
Kieffer, K. M. (1999). An introductory primer on the appropriate use of exploratory and confirmatory factor analysis. Research in Schools, 6(2), 75-92.
Kolman, L., Noorderhaven, N. G., Hofstede, G., & Dienes, E. (2003). Cross-cultural differences in Central Europe. Journal of Managerial Psychology, 18(1), 76-88.
Mehrabian, A. (1972). Nonverbal communication. Chicago, Illinois: Aldine-Atherton.
Meloun, M., & Militký, J. (2006). Kompendium statistického zpracování dat: metody a řešené úlohy, Praha: Academia.
Neider, L. L., & Schriesheim, C. A. (2011). The authentic leadership inventory (ALI): Development and empirical tests. The Leadership Quarterly, 22(6), 1146-1164.
Nock, M. K., & Kurtz, S. (2005). Direct behavioral observation in school settings: Bringing science to practice. Journal of Cognitive and Behavioral Practice, 12(3), 359-370.
Norderhaven, N., Hofstede, G., & Dienes, E. (2003). Cross-cultural differences in Central Europe, Journal of Managerial Psychology, 18(1/2), 76-88.
Nový, I., & Schroll-Machl, S. (2003). Interkulturní komunikace v řízení a podnikání, Prague: Management Press.
Nový, I., & Schroll-Machl, S. (2005). Spolupráce přes hranice kultur. 1st edition, Prague: Management Press.
Ort, A., Krines, V., & Veselý, Z. (2002). Zahraniční politika České republiky, Prague: Oeconomica.
Ostrov J. M., & Keating, C. F. (2004). Gender differences in preschool aggression during free play and structured interactions: An observational study. Social Development, 13(2), 255-277.
Parsons, T., & Shils, E. A. (1951). Toward a general theory of action. Cambridge, MA: Harvard University Press.
Pellegrini, A. D. (2004). Observing children in their natural worlds: A methodological primer. 2nd. Edition. Mahwah, NJ: Lawrence Erlbaum Associates.
Pett, M., Lackey, N. & Sullivan, J. (2003). Making sense of factor analysis. Thousand Oaks, CA: Sage Publications, Inc.
Petty, R .E., & Cacioppo, J. T. (1986). The Elaboration likelihood model of persuasion. Advances in Experimental Social Psychology, 19(2), 123-189.
Plouffe, C. R., Williams, B., & Wacliner, T. (2008). Navigating difficult waters: Publishing trends and scholarship in sales research. Journal of Personal Selling & Sales Management, 28(1), 79-92.
Randall, E. J. (1990). Review of salesperson selection techniques and criteria: A managerial approach. International Journal of Research in Marketing, 7(2–3), 81–96.
Rego, A., Sousa, F. Marques, C., & Pina e Cunha, M. (2011). Authentic leadership promoting employees' psychological capital and creativity. Journal of Business Research, 65(3), 429-437.
Samovar, L. A., & Porter, R. E. (2003). Intercultural communication: A reader, 10th ed. Wadsworth: Belmont.
Sheth, J. N., & Sisodia, R. S. (2002). Marketing productivity Issues and analysis. Journal of Business Research, 55(5), 349-362.
Solomon, M., Bamossy, G., & Askegaard, S. (2003). Konsumentenverhalten - Der europäische markt. New Jersey: Pearson.
Stewart, E. C., & Benett, M. J. (1991). American cultural patterns: a cross-cultural perspective. Yarmouth, ME: Intercultural Press.
Tabachnick, B. G., & Fidell, L. S. (2007). Using multivariate statistics. Boston: Pearson Education Inc.
Tate, B. (2009). A longitudinal study of the relationships among self-monitoring, authentic leadership, and perceptions of leadership. Journal of Leadership and Organizational Studies, 15(1), 16-29.
Swisher, L. L, Beckstead, J. W., & Bebeau, M. J. (2004). Factor analysis as a tool for survey analysis using a professional role orientation inventory as an example. Physical Therapy, 84(9), 784-799.
Thompson B., & Daniel, L.G. (1996). Factor analytic evidence for the construct validity of scores: A historical overview and some guidelines. Educational and Psychological Measurement, 56(2), 197-208.
Tucker, L. R., & MacCallum, R.C. (1997). Exploratory factor analysis. Unpublished manuscript.
Walumbwa, F. O., Hui Wang, P. W., Schaubroeck, J., & Avolio, B. J. (2010). Psychological processes linking authentic leadership to follower behaviors. The Leadership Quarterly, 21(5), 901-914.
Wiemann, J. M. (1977). Explication and test of a model of communicative competence. Human Communication Research, 3(3), 195-213.
Wood, A. M., Linley, P. A., Maltby, J., Baliousis, M., & Joseph, S. (2008). The authentic personality: A theoretical and empirical conceptualization and the development of the authenticity scale. Journal of Counseling Psychology, 55(3), 385-399.