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.     

Perceptual Categorization: Connectionist Modelling and Decision Rules

Although it is currently popular to model human associative learning using connectionist networks, the mechanism by which their output activations are converted to probabilities of response has received relatively little attention. Several possible models of this decision process are considered here, including a simple ratio rule, a simple difference rule, their exponential versions, and a winner-take-all network. Two categorization experiments that attempt to dissociate these models are reported. Analogues of the experiments were presented to a single-layer, feed-forward, delta-rule network. Only the exponential ratio rule and the winner-take-all architecture, acting on the networks' output activations that corresponded to responses available on test, were capable of fully predicting the mean response results. In addition, unlike the exponential ratio rule, the winner-take-all model has the potential to predict latencies. Further studies will be required to determine whether latencies produced under more stringent conditions conform to the model's predictions.     

Cardiovascular reactivity to psychological stress in aerobically trained versus untrained mild hypertensives and normotensives

Cardiovascular reactivity to video game and mental arithmetic stressors was compared among three groups of men: aerobically trained mild hypertensives, untrained mild hypertensives, and a comparison group of untrained normotensives. Relative to the untrained hypertensives, the trained hypertensives reacted to the video game with marginally smaller systolic blood pressure and diastolic blood pressure, but there were no significant differences between these groups in reactivity during the mental arithmetic task. Comparisons between each hypertensive group and the normotensive group showed that blood pressure (BP) reactivity of normotensives during the video game was generally similar to that of trained hypertensives but smaller than that of untrained hypertensives. These results indicate that aerobic training, which has been found to reduce resting BP in mild hypertensives, may also exert a favorable impact in reducing cardiovascular reactivity of hypertensives during some stressful situations.