Introduction

Knowledge, Technology &; Policy -     

PERCEIVING PERVASIVE DISCRIMINATION OVER TIME: IMPLICATIONS FOR COPING

This study provides evidence that the effects of perceived pervasive discrimination may be dynamic over time. It was expected that participants who perceived discrimination to be highly pervasive would initially be more likely to engage in inactive coping strategies than those who perceived low pervasiveness; however, those who continued to perceive high pervasiveness over time were expected ultimately to engage in more active strategies than those perceiving low pervasiveness. Using a 28-day diary, women and ethnic minorities described their daily experiences of discrimination and indicated their appraisals of its pervasiveness as well as their coping strategies. Results showed that participants who initially perceived low pervasiveness reported more active coping and religion use as well as less behavioral disengagement than those initially perceiving high pervasiveness. However, this pattern was reversed by the end of the study. Implications for integrating time into the assessment of coping with discrimination are discussed.     

Left-Right Brain Research and Its Premature Generalization to the Counseling Setting

Brain lateralization research has led to speculation about counseling and guidance implications of left-right brain differences. Serious limitations in these implications are highlighted.     

The perception of false self scale for adolescents: Reliability,validity, and longitudinal relationships with depressive and anxious symptoms

A scale assessing generalized false self‐perceptions (Perceptions of False Self, POFS) was developed and tested across three studies involving a total of 331 adolescents (11–16 years). In Study 1, interviews were conducted to develop items for the scale. In Study 2, psychometric techniques were used to derive a scale composed of 16 items. Study 2 also assessed the validity of the scale: depressive symptoms were found to increase POFS across 10 weeks, whereas false self‐perceptions had a reciprocal effect on anxiety. In Study 3, the convergent validity of the POFS scale was established. Overall, the evidence suggests that the POFS scale is a reliable and valid measure of generalized false self‐perceptions.     

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.