What question did this study set out to answer?

The research aims to enhance students' awareness of buyers' expectations across cultures in sales contexts.

December 8, 2025Journal for Advancement of Marketing EducationOpen Access

Developing Tomorrow’s Global Sales Leader: Adapting to Cultural Differences Utilizing Role Play

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Authors

MRMichael Rodriguez SBStefanie Boyer

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Implication

Role play improves communication skills and cultural understanding in international students, suggesting effective sales approaches in diverse markets.

Key Points

The research aims to enhance students' awareness of buyers' expectations across cultures in sales contexts.
Utilized Hofstede’s model of cultural dimensions as a framework.
Developed cross-cultural role play exercises for practical learning.
Collected data from 224 international students in a sales course.
Identified significant differences in sales meeting components based on cultural context.
Emphasized the necessity of adapting sales strategies like Approach and Close for different cultures.
Confirmed that role play enhances students' communication skills across cultural boundaries.

Cite This Study

Rodriguez et al. (2018) studied this question.

synapsesocial.com/papers/693624ce4fa91c937236ce65 https://doi.org/10.63963/001c.150570

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Implication

Role play improves communication skills and cultural understanding in international students, suggesting effective sales approaches in diverse markets.

Developing Tomorrow’s Global Sales Leader: Adapting to Cultural Differences Utilizing Role Play

Discussion

Member takes

Implication

Key Points

Cite This Study

Developing Tomorrow’s Global Sales Leader: Adapting to Cultural Differences Utilizing Role Play

Discussion

Member takes

Implication

Key Points

Cite This Study

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