Deconstructing the Tower of London: Alternative moves and conflict resolution as predictors of task performance

Despite widespread use the cognitive demands of the five-disc Tower of London (TOL) are unknown. Research suggests that conflict moves (those that are essential to the solution but do not place a disc in its final position) are a key aspect of performance. These were examined in three studies via a verification paradigm, in which normal participants were asked to decide whether a demonstrated move was correct. Experiment 1 showed that individual move latencies increase with the number of intermediate moves until the disc is placed in its goal position (resolution). Post hoc tests suggested that the number of alternative moves and moves to resolve a disc were independent predictors of performance. Experiment 2 successfully manipulated these factors in an experimental design. Experiment 3 showed that they remain determinants of performance as familiarity increased. Overall, errors on the task were significantly correlated with spatial memory. The implications of these findings for the use of the TOLin cognitive psychology and as an assessment tool are discussed.     

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.