Robert L. Engle

• Doctor of Business Administration
• Professor (Full) at Quinnipiac University

While a large body of research has examined the outcomes of emotional intelligence, relatively little is known about the antecedents of emotional intelligence. Prior research suggests that emotional intelligence has different effects on management outcomes in different cultural contexts, but lacks a systematic analysis of the effect of cultural val...

The objective of this study is to examine the impact of a short-term international experience, which is designed to address the conditions outlined in Allport’s (Allport, G.W. 1954. The Nature of Prejudice. New York: Perseus Book Group) contact hypothesis, on each of the four factors which make up cultural intelligence (CQ). A sample of 135 univers...

This study examines the impact of the social influence of family, friends, and role models on en-trepreneurial intent, as well as effects of parental entrepreneurial experience on entrepreneurial intent. It also examines how these social norms when combined with gender and national culture influence entrepreneurial intent. While finding significant...

Based on the person-entrepreneurship fit perspective, this study examines the role of personal factors, including broad personality traits (openness, extraversion, emotional stability, and conscientiousness), narrow traits (risk-taking propensity, innovativeness, and proactiveness), and personal ability (emotional intelligence) for entrepreneurial...

Based on the person-entrepreneurship fit perspective, this study examines the role of personal factors, including broad personality traits (openness, extraversion, emotional stability, and conscientious-ness), narrow traits (risk-taking propensity, innovativeness, and proactiveness), and personal ability (emotional intelligence) for entrepreneurial...

Previous empirical studies have either used a unidimensional or a multidimensional analytical approach to examine the consequences of emotional intelligence (EI). In this exploratory study we integrate and extend these two approaches, using a novel perspective to better understand the structure of the EI-job satisfaction and the EI-job performance...

The main objective of this study is to test the explanatory power of the expanded cultural intelligence (CQ) scale and its eleven sub-dimensions in predicting expatriation intention (EI) in comparison to the four primary CQ dimensions. We exemplarily outline the theoretical advancement that is possible when focussing on the associations between the...

This study examines the role of cultural intelligence, perceived language fluency, and number of previous international experiences during a short-term international community service project in a foreign country. Based on a sample of 171 undergraduate and graduate students, the findings suggest that motivational cultural intelligence significantly...

The purpose of this study was to examine the degree to which a specific time-based country experience outside of the subject’s native regional cultural cluster, would be able to explain the subject’s level of cultural intelligence. Using a sample of 143 subjects, the results suggest individuals who have identified the country within which they have...

The purpose of this study was to examine the utility of the theory of planned behaviour for understanding individuals’ intention to accept an offer to work in a foreign country and to assess its generalisability across countries. Furthermore, we tested the direct effect of gender on expatriate intention and its determinants. To address these object...

Previous research focused on the determinants of entrepreneurial intent, whereas little is known about the influence of triggers and barriers on the transformation of entrepreneurial intent into behaviour. Using a mixed-method approach, we explore the factors that hinder or foster the translation of intent into action. The results of our meta-analy...

Purpose: The study addresses the mechanism of how cultural dimensions influence the different dimensions of emotional intelligence. Building on the cascading model described by Joseph and Newman (2010), we extend our previous findings (Gunkel, Schlaegel, & Engle, 2014) by exploring the influence of cultural dimensions on a cascading model of emotio...

In this study of 108 university students the impact of an instructor-developed digital multimedia program on student retention and satisfaction in the teaching of cross-cultural business practices was conducted. Results found that while test scores were statistically significantly higher in the group with which the multimedia program was used, sati...

While a large body of research has examined the outcomes of emotional intelligence, relatively little is known about the antecedents of emotional intelligence. In particular, prior research suggests that emotional intelligence has different effects on management outcomes, such as task performance and leadership behavior, in different cultural conte...

This paper postulates a model identifying the antecedent factors such as cultural intelligence and several personality traits that lead negotiators to adopt problem-solving style in international business negotiations. The paper also proffers a series of hypotheses drawn from the model and empirically tests the hypotheses. A hierarchical regression...

While a large body of research has examined the outcomes of emotional intelligence, relatively little is known about the antecedents of emotional intelligence. Prior research suggests that emotional intelligence has different effects on management outcomes in different cultural contexts, but lacks a systematic analysis of the effect of cultural val...

We investigate the relationships between risk orientation, need for control and openness, on the one hand, and cultural intelligence on the other hand. Theory suggests positive relationships. Using survey data from the United States and France, we do find those positive relationships. Our study is the first we know of to test the link between risk...

We examine the degree to which conceptual ability, emotional intelligence, and relationship management impact each other, as well as whether or not country cultural differences have an impact on these relationships, while controlling for gender differences. The subjects are 496 university business students from the United States, France, and German...

This study examines a number of proposed relationships between formal and informal institutional factors that impact the entrepreneurial intent (EI) of 477 university business students in Germany, Russia and the United States, as well as similarities and differences in these relationships between countries. This is the first study, of which we are...

This study compares a number of personal dimensions that have been identified in the existing literature as characteristic of both entrepreneurs and sales representatives. A total of 257 subjects consisting of 156 entrepreneurs and 101 sales representatives in Germany and the United States completed a survey consisting of previously published instr...

With a sample of 238 entrepreneurs in Germany, Russia, and the United States, this study examines the perceived importance of formal institutional factors on the individual entrepreneur's decision to start a new business. The formal institution factors and questionnaire used were developed for this study from the World Bank's Doing Business Report...

We examine the degree to which conceptual ability, emotional intelligence, and relationship management impact each other, as well as whether or not country cultural differences have an impact on these relationships, while controlling for gender differences. The subjects are 496 university business students from the United States, France, and German...

This study examines the impact of the social influence of family, friends, and role models on entrepreneurial intent, as well as effects of parental entrepreneurial experience on entrepreneurial intent. It also examines how these social norms when combined with gender and national culture influence entrepreneurial intent. While finding significant...

Purpose – The purpose of this paper is to test the ability of Ajzen's Theory of Planned Behavior to predict entrepreneurial intent in 12 countries representing all ten of the global regional clusters as identified in the GLOBE project. Design/methodology/approach – Ajzen's model was operationalized to address entrepreneurial intent and a questionn...

This paper examines the beliefs of 56 US-based senior international business executives regarding the importance of multinational corporations' involvement in the improvement of host countries' human rights, poverty, education, health care and environment. The results of this pilot study suggest that all five areas are considered important, with th...

Using a self-report Likert scale questionnaire, this study compares the levels of role ambiguity (RA), role conflict(RC), work-life role strain (RS), job satisfaction (JS), job performance (JP), and life satisfaction (LS) on 261 pharmaceutical sales representatives in Russia and the United States. Results suggest significant differences between the...

With the growth of global businesses and expanding international marketing and sales operations it is becoming increasingly difficult to evaluate the effectiveness and efficiency of worldwide commercial efforts. Based on executive interviews in both the U.S. and in Europe, this paper summarizes the experiences of two large multinational pharmaceuti...

This study reviews contributions that support the value of cross-cultural research between the USA and Canada. The present study extends what is known about these cross-cultural differences by testing the impact of role strain on job performance, job satisfaction and life satisfaction with these two countries. The research literature suggesting sim...

This study investigates the influence of role conflict, role ambiguity, and role strain on job performance, job satisfaction, and life satisfaction among field sales and company sales support employees in a single pharmaceutical company. Because this study is based on data from a single company, these results may not necessarily be generalized to a...

A 42-question survey on usage and beliefs regarding sales force automation (SFA) was collected, along with actual sales performance data, on 1,641 sales representatives of a large international pharmaceutical company in Germany, England, and the United States. The relationships between beliefs and usage and individual sales performance were examine...

This paper describes the structured interview process developed and used by a large international pharmaceutical company in Russia and Eastern Europe. This process, for the selection of sales representatives typically begins with a review of the resumes and is followed by a series of three different structured interviews including a telephone inter...

m e ob'ective of tbis study was to examine the impac! of a speciiic type 01 single-advehser publication on physicians perceptions of thc sponsoring pharmaceutical compy and on the frequency with which they expect to prescribe the sponsor's product Four hardcover bwks dealing with a medical issue or personality and containing 18 pages of advertising...

In this study, the nature of practicing physicians' "frustrating" visits was explored and a guide to help physicians identify problems in communicating with patients was developed. The study included 1,076 practicing physicians who attended a voluntary workshop on physician-patient communication. The physicians were from multiple specialties and di...

A program utilizing a council of health professionals found three areas of significant importance in physician/patient communication: inquiry, instruction and empathy. Attention to these three areas can improve patient adherence and decrease patient anxiety. The result can be more satisfied patients.

The economic decisions of individuals are influenced not only by cognitive processes, but also by the country-specific institutional environment (Williamson, 2000), which consists of formal institutions (laws and regulations) and informal institutions (cultural norms and values) (North, 1990). The literature shows that entrepreneurial intent is mod...