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.     

THE GOLEM LEGEND AND THE ENIGMA OF FACEBOOK

We are easily misguided as to the true nature of Facebook, and tend to treat it simply as a powerful technological instrument in the service of human intentions. We can, however, gain a better picture of it through recourse to the Jewish tradition of the golem, an image of human beings, created by them in a re-enactment of their own creation by God. It turns into a magic servant in modernity with an inherent dynamic running between its human and its subhuman characteristics. This dynamic is the main cause behind its becoming uncontrollable. In like manner, what is subhuman in Facebook serves its masters and functions under their total control, but also empowers Facebook's increasingly human operation, an algorithm-based capability which raises growing doubts about what counts as human. Facebook implies the crisis of humanity which coincides with the “death of God,” that is, the obsolescence of the idea of a divine creator.