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.     

The relationship between numerical mapping abilities,maths achievement and socioeconomic status in 4- and 5-year-old children

Background

Early numeracy skills are associated with academic and life-long outcomes. Children from low-income backgrounds typically have poorer maths outcomes, and their learning can already be disadvantaged before they begin formal schooling. Understanding the relationship between the skills that support the acquisition of early maths skills could scaffold maths learning and improve life chances.

Aims

The present study aimed to examine how the ability of children from different SES backgrounds to map between symbolic (Arabic numerals) and non-symbolic (dot arrays) at two difficulty ratios related to their math performance.

Sample

Participants were 398 children in their first year of formal schooling (Mean age = 60 months), and 75% were from low SES backgrounds.

Method

The children completed symbolic to non-symbolic and non-symbolic to symbolic mapping tasks at two difficulty ratios (1:2; 2:3) plus standardized maths tasks.

Results

The results showed that all the children performed better for symbolic to non-symbolic mapping and when the ratio was 1:2. Mapping task performance was significantly related to maths task achievement, but low-SES children showed significantly lower performance on all tasks.

Conclusion

The results suggest that mapping tasks could be a useful way to identify children at risk of low maths attainment.     

Social networks with two sets of actors

Traditional network research analyzes relational ties within a single group of actors: the models presented in this paper involve relational ties exist beteen two distinct sets of actors. Statistical models for traditional networks in which relations are measured within a group simplify when modeling unidirectional relations measured between groups. The traditional paradigm results in a one-mode socionatrix; the network paradigm considered in this paper results in a two-mode socionatrix; A statistical model is presented, illustrated on a sample data set, and compared to its traditional counterpart. Extensions are discussed, including those that model multivariate relations simultaneously, and those that allow for the inclustion of attributes of the individuals in the group.We thank the Editor and two anonymous reviewers for their helpful comments. We are also grateful to George Barnett for allowing us to analyze his data.     

The effects of room management and small-group procedures on the behavior of older adults who have Alzheimer's disease

The effects of room management and small groups procedures on the behavior of five older adults with Alzheimer's Disease was experimentally evaluated by a multielement design with replications across five subjects. Engagement during both room management and small groups was higher than during no treatment baselines. The effects on affective and maladaptive behaviors were of small magnitude. Evidence of individual differences was found both with respect to absolute proportions of time spent in various behaviors and with respect to interactions between individual differences and experimental conditions.     

Compassion: An east‐west comparison

Compassion is an emotion that occupies a central position in Mahāyāna Buddhist philosophy while it is often a neglected subject in contemporary western philosophy. This essay is a comparison between an Eastern view of compassion based upon Mahāyāna Buddhist perspectives and a western view of the same emotion. Certain principles found in Mahāyāna Buddhist philosophy such as the Bodhisattva Ideal, and suffering (dukkha) to name two, are explored for the information they contain about compassion. An essay by Lawrence Blum is taken as representative of a Western view (but not exclusively) and it is analyzed for its shortcomings in light of the Buddhist view. The conclusion briefly describes the value of understanding an eastern view on compassion as a means of filling the void one finds in western medical ethics discourse which focuses so heavily, and redundantly, upon issues such as patient autonomy and paternalism.     

A faith for all seasons

A FAITH FOR ALL SEASONS:ISLAM AND WESTERN MODERNITY. By Shabbir Akhtar. London: Bellew Publishing, 1990. 251pp. Hb. £25.00. ISBN 0–947792–41–4.     

Test anxiety and evaluation threat: Children's behavior in the classroom

Children differing in test anxiety level were observed in two art classes, one immediately preceding a classroom examination, the other when no examination was expected. The observational analyses indicated the following: (a) When an examination was expected there were general increases both in children's task orientation and in their concern with other's evaluations, and a decrease in general activity level. It was suggested that future research examine the effects of additional situational variables on children's classroom behaviors, (b) Highly test-anxious children were generally hardworking and inactive. They reacted to examination expectancy with a decrease in task orientation, reduction in communications, and attentional constriction. Less anxious children reacted to examination expectancy by working harder, eliminating task-irrelevant behaviors, and seeking feedback. These results were interpreted as supporting a cognitive theory of test anxiety.This research was supported by Canada Council Grant No. S71-0272.     

Strategic Revenue Management under Uncertainty: A Case Study on Real Estate Projects in India

This paper proposes an approach for strategic revenue management under uncertainty for real estate projects. It integrates three modelling techniques: first, artificial neural network integrated support vector machines for forecasting the profit and loss‐making real estate residential projects; second, analytical network process approach using decision making trials and evaluation laboratory methodology for establishing interrelationships among factors; and third, multiobjective genetic algorithm approach for obtaining optimal numbers and types of apartments in a real estate project. We compare the respective revenues generated with the new number of apartments and price from the suggested revenue maximization model and that of the old practiced one through a case study of India. Copyright © 2015 John Wiley & Sons, Ltd.