Understanding cross-cultural sales manager–salesperson relationships in the Asia-Pacific Rim region: a grounded theory approach

Abstract

As more organizations implement multinational strategies, sales managers leading sales forces encounter complex cultural challenges that affect relationships, processes, and outcomes. We undertake a qualitative study with the objective of understanding the sales manager–salesperson relationship when the sales manager is leading sales representatives located in other cultures. Because of the significant size and growth of Asian countries, we focus our study on the Asia-Pacific Rim region. In-depth interviews conducted with 21 sales managers working for a large multinational technology firm in our focal region provide the data for our analysis. Using a grounded theory approach, we identify five key themes: building and sustaining cross-cultural relationships, cross-cultural communication effectiveness, acquisition and maintenance of trust across cultures, language, and decision-making. From our findings, research propositions are offered and implications for researchers and practitioners are discussed.     

CO-WORKER IMPLEMENTED JOB TRAINING: THE USE OF COINCIDENTAL TRAINING AND QUALITY-CONTROL CHECKING ON THE FOOD PREPARATION SKILLS OF TRAINEES WITH MENTAL RETARDATION

In two studies, co-workers of persons with disabilities were taught to use coincidental training procedures while completing their own jobs. In Study 1, the effects of coincidental training on the salad-making skills of 3 trainees with mild and moderate mental retardation were evaluated. Coincidental training by co-workers resulted in improved accuracy of the salad-making skills of the trainees. In Study 2, trainees were also coincidentally taught to make quality-control checks of their salads. An alternating treatments and multiple baseline design indicated that the trainees more readily acquired the skills when taught to check the correctness of their work.     

The roles of self-regulation and partner regulation on romantic relationship quality

Research into self-regulation and partner regulation strategies has largely involved parallel lines of research, thus, it is difficult to determine the relative contribution of both forms of regulation when it comes to relationship outcomes. Therefore, the question remains as to which form of regulation is more strongly associated with relationship quality; is it more important to focus on adaptive self-regulation or adaptive strategies to regulate one's partner? The current research addresses this important gap by comparing the relative associations of adaptive self-regulation and adaptive partner regulation strategies on romantic relationship quality. A community sample of mixed gender couples (N = 114) who were predominantly satisfied with their current relationships – but nonetheless still experienced relationship conflict – were administered self-report assessments of various self-regulation and partner regulation strategies as well as a measure of relationship quality. Couples also participated in a videotaped discussion of an unresolved relationship issue that was scored by trained coders for verbal and nonverbal indicators of self-regulation and partner regulation strategies. Actor–partner interdependence modeling revealed that for both men and women, adaptive self-regulation strategies were positively associated with their own evaluations of relationship quality as well as their partner's relationship quality. In contrast, engaging in adaptive partner regulation strategies was not significantly associated with men's or women's own, or their partner's relationship quality. Findings highlight the importance of focusing on self-regulation in relationships, as it is these strategies, over partner regulation strategies, that have more positive implications for the relationship quality experienced by typically satisfied couples.     

Voting at 16? 16–17-Year-Old Germans Vote as Correctly as Adults

Lowering the voting age from 18 to 16 years has recently been a hot topic of the political debate in many democratic countries. This study investigated whether the voting quality of 16–17-year-olds is inferior to that of the voting population. Shortly before the 2021 German federal election, two samples, representative for age and gender, indicated personal preferences about various political issues and weighted them according to importance, allowing for the calculation of individual expected values for political parties. Participants then indicated their voting choice. These choices were normatively correct when individuals voted for the party that best reflected their preferences, that is, the one maximizing the expected value. Results show that the voting decisions of 16–17-year-olds were as good as those by eligible voters. The study indicates that the exclusion of 16–17-year-old Germans in democratic elections cannot be justified by their lack of decision-making ability.     

Taking stock of the longitudinal study of romantic couple relationships: The last 20 years

Longitudinal dyadic research provides significant benefits for our understanding of romantic couple relationships. In this systematic review, we begin by providing a broad overview of topical trends and approaches in longitudinal couple relationships research from 2002 through 2021. Then, we narrow our review to dyadic relationship quality articles, highlighting key themes as well as noting important gaps in the research. Using an intersectional perspective that acknowledges multiple ways that disadvantage, power, and oppression may be seen in both research and in couples' lived experience, we note prominent paradigms used in examining couple relationships, what types of questions have been most valued, and what groups and approaches are underrepresented in the literature. Most longitudinal couple relationships research is quantitative, relies on self-report approaches from American couples in the early-to-middle years of their relationships, concentrates more on negative aspects of relationships than positives, and takes a communication-satisfaction paradigm in studying couples. We see a clear need to increase the use of methodologies beyond self-report measures, conduct more studies with within-group minority, older adult, culturally-diverse, and context-specific samples to explore the diversity of relationships, and fully consider both strengths and positive processes in relationships as well as the challenges couples experience.     

Using tenets from the Bhagavad Gita in counselling diaspora Hindu older adults: Impact on stress mitigation and improving quality of life

This article reports a study on the impact of a Bhagavad Gita (BG) text-based counselling programme for long-term immigrant diaspora Hindu older adults in the US and UK. Compared with the journal writing sessions, participants of the BG lessons reported lower stress and better quality of life post-test (p ≤ 0.025; Hedges' g = −0.65–0.36). Results of the latent class analyses highlighted complex behaviour patterns in the post-test dataset and foregrounded six classes/subgroups of participants likely to gain most from the BG programme: older adult females, diaspora Hindu older adults with postgraduate-professional qualifications, widowed older adults, those living alone or with other kith-kin, those with above threshold programme compliance (defined as those who attended 13–24 (>50%) BG lessons, and completed 13–24 (>50%) BG homework lessons). Overall, the results of the study endorse the connection between age and religiosity and support a BG text-based counselling programme as a workable strategy for long-term immigrant diaspora Hindu older adults. The BG text provides a firm ethnoculturally grounded counselling approach to work with diaspora Hindu older adult clients, taking cognisance of their intersectional realities. It may help them cope with the dynamics of the modern, traditional, and continuously shifting realities in a foreign milieu.     

Exploratory study of best friendship dissolution characteristics and psychological difficulties during early adolescence

Few studies have evaluated best friendship dissolutions and especially the circumstances surrounding the dissolutions. In this exploratory study of young adolescents (N = 273, M_age = 11.83 years; 51% boys), we investigate young adolescents' experiences with two types of best friendship dissolution (complete dissolutions, downgrade dissolutions) and two characteristics of such experiences: initiation status (self- versus friend-initiation) and emotional reactions (degree of happiness, anger, sadness, and embarrassment). We also consider whether these characteristics of best friendship dissolutions are related to psychological difficulties (loneliness, depressive symptoms). Results indicated that most young adolescents perceive their friends initiated their recent complete and downgrade dissolutions. When young adolescents did initiate their complete dissolutions, however, they reported less negative (anger) and more positive (happiness) emotional responses. Initiation status was not related to psychological difficulties, but variability in several types of emotional responses (e.g., embarrassment) was related to variability in loneliness and depressive symptoms. Findings underscore the importance of considering not only the type of dissolution, but also the circumstances surrounding dissolutions, during early adolescence.     

小学儿童对虚假话语间接意义的理解

探讨了小学儿童对隐含在虚假话语中间接意义的理解特点。结果发现：（１）一年级儿童不能理解虚假话语的非字面意义,三年级儿童才基本上能够理解。（２）小学低年级儿童不能理解虚假话语的间接意义的主要原因是他们不能根据话语与事实不符和说话者知道事实真相来判断说话者说虚假话语的有意性和推论隐含的意义。部分原因可能在于他们没有意识到说话者了解事实真相,因而不知道说话者是故意使用虚假话语的。     

7－15岁儿童对友谊关系的认知及其发展

用以承诺为主题的两难推理故事探查７－１５岁儿童对友谊关系的认知及其发展。结果表明,儿童的有关发展制约于社会观点采择能力的发展和调节友谊关系的道德规范的理解,并表现出阶段结构的发展模式,我国儿童的发展具有某种跨文化的普遍性,也显示出自己的特点。     

“打”出来的手机成瘾？父母粗暴养育对青少年智能手机成瘾的作用

对湖北省两所中学3219名初一至初三年级学生进行问卷调查,建立结构方程模型考察父母粗暴养育、核心自我评价、友谊质量和青少年智能手机成瘾的关系。结果发现：（1）核心自我评价在父母粗暴养育和青少年智能手机成瘾之间起部分中介作用,即父母粗暴养育既对青少年智能手机成瘾产生直接影响,也通过核心自我评价对青少年智能手机成瘾产生间接影响;（2）父母粗暴养育和核心自我评价的关系（中介作用的前半段路径）受到友谊质量的调节,即在高友谊质量和低友谊质量条件下,随着粗暴养育程度的增加,青少年核心自我评价均显著下降,但在高友谊质量的条件下,下降的程度更高。研究结果有助于揭示父母粗暴养育对青少年智能手机成瘾的影响及其作用机制,为预防和干预青少年智能手机成瘾带来一些重要的启示。