Communication Between Hispanic Salespeople and Their Customers: A First Look

This paper presents the results of an exploratory investigation into the cultural communication styles of Hispanic salespeople. Depth interviews were conducted with 14 “key informants” who were familiar with issues facing Hispanic salespeople. The analysis suggests that (1) a cultural communication style exists for Hispanic salespeople, (2) Hispanic salespeople alter their communication style when selling to Anglo-American customers, and (3) culture clashes may occur when Hispanic salespeople interact with Hispanic customers of a different national origin and/or a different stage in the acculturation process. These findings have implications for the management of Hispanic salespeople in the U.S.     

Personal Selling and Sales Management Abstracts

This study builds on previous research to investigate the effects of ethical climate on salesperson’s role stress, job attitudes, turnover intention, and job performance. Responses from 138 salespeople who work for a large retailer selling high-end consumer durables at 68 stores in 16 states were used to examine the process through which ethical climate affects organizational variables. This is the first study offering empirical evidence that both job stress and job attitudes are the mechanisms through which a high ethical climate leads to lower turnover intention and higher job performance. Results indicate that ethical climate results in lower role conflict and role ambiguity and higher satisfaction, which, in turn, leads to lower turnover intention and organizational commitment. Also, findings indicate that organizational commitment is a significant predictor of job performance.     

A method for cross-cultural adaptation of a verbal memory assessment

Verbal memory tests—although important to the neuropsychological assessment of memory—are biased to many cultures. In the present article, we highlighted the limitations associated with the direct translation of tests and word matching, as well as the lack of ecological validity and cultural appropriateness when tests developed in one culture are used in another. To overcome these limitations, a verbal memory paradigm was developed that framed the memory assessment with a shopping-list format, but that developed culturally specific stimuli for the different language groups. The aim of the present study was to determine the equivalence of this shopping list memory test in different cultural and language groups. Eighty-three adults from English-, French-, Malay-, and Chinese-speaking cultures participated in four experiments. The results of all the experiments indicated that performance of verbal list learning is equivalent, irrespective of the language used. These results support the use of this methodology for minimizing cross-cultural test bias, and have important implications for testing culturally and linguistically diverse individuals.     

When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and their Responses to Leadership Styles

This paper reports the results of an exploratory study comparing the responsiveness of male versus female salespersons to differing leadership styles of female sales managers. Responding triads, made up of one female sales manager and two subordinate salespersons (one male and one female), completed questionnaires assessing the managers' leadership style, the salespersons' satisfaction with supervision, and the salespersons' selling performance. Partial correlational analysis revealed gender differences in the way satisfaction with supervision and performance effectiveness related to the female managers' leadership styles. Male sales force members were most responsive to leaders who displayed individualized consideration and used a transactional style (contingent rewards or management by exception). Saleswomen preferred charismatic leaders and those who were capable of intellectually stimulating methods. The results are discussed and recommendations made for future research.     

Functional plasticity of sensorimotor representations following short-term immobilization of the dominant versus non-dominant hands

The main purpose of the present study was to investigate the functional plasticity of sensorimotor representations for dominant versus non-dominant hands following short-term upper-limb sensorimotor deprivation. All participants were right-handed. A splint was placed either on the right hand or on the left hand of the participants during a brief period of 48 h and was used for the input/output signal restrictions. The participants were divided into 3 groups: right hand immobilization, left hand immobilization and control (without immobilization). The immobilized participants performed the hand laterality task before (pre-test) and immediately after (post-test) splint removal. The pre-/post-test procedure was similar for the control group. The main results showed a significant response time improvement when judging the laterality of hand stimuli in the control group. In contrast, the results showed a weaker response time improvement for the left-hand immobilization group and no significant improvement for the right-hand immobilization group. Overall, these results revealed that immobilization-induced effects were lower for the non-dominant hand and also suggested that 48 h of upper-limb immobilization led to an inter-limb transfer phenomenon regardless of the immobilized hand. The immobilization-induced effects were highlighted by the slowdown of the sensorimotor processes related to manual actions, probably due to an alteration in a general cognitive representation of hand movements.