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.     

Linking yesterday and tomorrow: Preschoolers' ability to report temporally displaced events

Various lines of research have recently reported links between the ability to recall past and imagine future episodes. Here I report evidence that such links exist in development. Eighty‐two children were asked to report what they did yesterday and what they are going to do tomorrow. Children who could answer one were also more likely to answer the other question. Furthermore, there was an association between the quantity of responses for past and future questions. This correlation continued to be significant even when controlling for children's capacity to answer similar questions that did not have a temporal, episodic component (e.g., ‘tell me all the things that you can think of that are red’). Together, these results are in line with the growing evidence for fundamental links in the neuro‐cognitive resources involved in thinking about past and future events.     

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.