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.     

Too hot to help or too cold to care? On the links between ambient temperature,volunteerism, and civic engagement

We investigated the relationship between ambient temperature and prosocial behaviour in real-life settings. It was guided by two mechanisms of opposite predictions, namely (1) higher temperatures decrease prosociality by harming well-being, and (2) higher temperatures increase prosociality by promoting the embodied cognition of social warmth. In Study 1, U.S. state-level time-series data (2002–2015) supported the first mechanism, with higher temperatures predicting lower volunteer rates through lower well-being. Study 2 furthered the investigation by probing the relationship between neighbourhood temperature and civic engagement of 2268 U.S. citizens. The data partially supported the well-being mechanism and reported findings contradictory to the social embodiment mechanism. Higher temperatures predicted lower interpersonal trust and subsequently lower civic engagement. The unexpected finding hinted at a cognitive effect of heat and a compensatory mechanism in social thermoregulation. We discussed the findings regarding their methodological strengths and weaknesses, with cautions made on ecological fallacies and alternative models.     

Distrustful Complacency and the COVID-19 Vaccine: How Concern and Political Trust Interact to Affect Vaccine Hesitancy

We test the hypothesis that COVID-19 vaccine hesitancy is attributable to distrustful complacency—an interactive combination of low concern and low trust. Across two studies, 9,695 respondents from different parts of Britain reported their level of concern about COVID-19, trust in the UK government, and intention to accept or refuse the vaccine. Multilevel regression analysis, controlling for geographic area and relevant demographics, confirmed the predicted interactive effect of concern and trust. Across studies, respondents with both low trust and low concern were 10%–22% more vaccine hesitant than respondents with either high trust or high concern, and 26%–29% more hesitant than respondents with both high trust and high concern. Results hold equally among White, Black, and Muslim respondents, consistent with the view that regardless of mean-level differences, a common process underlies vaccine hesitancy, underlining the importance of tackling distrustful complacency both generally and specifically among unvaccinated individuals and populations.     

Trustworthy research—An editorial introduction

She is guest editor for this special issue ofScience and Engineering Ethics on “Trustworthy Research”.     

ENTRUSTING THE LIFE THAT HAS EVOLVED: A RESPONSE TO MICHAEL RUSE'S RUSE

Abstract. This piece challenges Michael Ruse on three points: (1) The charge that Christian myth and doctrine are incredible fails to take into account the scholarship that has clarified the genre to which myth belongs and its function. (2) Naturalistic explanations, like Ruse's, have fully as much difficulty dealing with questions of purpose and evil as religion does. (3) The concept of "deception" has a number of inherent problems that Ruse fails to consider, of which the chief is that it requires a certainty about truth and falsity that Ruse cannot and does not claim to possess.     

Interoceptive Awareness and Suicidal Ideation in a Clinical Eating Disorder Sample: The Role of Body Trust

Previous research has demonstrated that both suicidal ideation (SI) and eating disorders (EDs) are associated with poor interoceptive awareness (IA). Suicidality research has demonstrated that the IA dimension of lower body trust is associated with SI, suicide plans, and suicide attempts. Similarly, in ED samples, recent research supports that low body trust has been the most robust dimension of IA associated with eating pathology. However, to date, research is lacking in how dimensions of IA may be associated with SI in an ED sample, above and beyond the impact of eating pathology on SI. Thus, in a clinical ED sample, the present study sought to determine which IA dimensions predict the presence and severity of SI, above and beyond ED symptoms. Participants (N = 102) completed a clinical interview assessing SI and self-report assessments including the Multidimensional Assessment of Interoceptive Awareness (MAIA). Results demonstrated that patients with current SI reported greater ED psychopathology, lower MAIA Attention Regulation, MAIA Self-Regulation, and MAIA Trusting scores compared to patients without SI. Higher ED psychopathology and lower MAIA Attention Regulation, Self-Regulation, and Trusting subscale scores were all significantly associated with the presence of SI. However, only low MAIA Trusting scores predicted the presence of SI, above and beyond covariates (age, depression, and eating pathology). No MAIA subscales were correlated with the severity of SI. Consistent with previous research, results suggest low MAIA Trusting scores may be associated with SI in ED samples and highlight the need for future research on mechanisms of these associations.     

A double-edged sword: How social diversity affects trust in representatives via perceived competence and warmth

Previous research has claimed that diversity erodes trust, even though the empirical evidence is mixed and restricted to ethnic neighborhood diversity. Against the backdrop of increasing diversity within the political sphere and concurrently declining political trust, we examined the impact of social diversity on trust in groups of political representatives. In two experiments (N₁ = 109, N₂ = 248) we tested how the diversity of political parties affected citizens’ trust in them. In line with predictions of the stereotype content model, diverse parties were perceived as warmer and less competent than non-diverse parties (Experiments 1–2). Additionally, party diversity was perceived as having more benefits, but also involving more threats (Experiment 2). Consequently, diversity had both positive (via warmth and benefits) and negative (via competence and threats) indirect effects on trust. These results help to untangle previously mixed, for the most part non-experimental, findings of the relationship between diversity and trust.     

关系认知与善意认知对大学生人际信任的影响

采用投资博弈,以大学生为被试探讨关系认知（亲疏关系、阶层关系）和特质认知（以善意为例）对中国人人际信任的影响。结果发现,亲疏关系认知、阶层关系认知和善意认知都会影响中国人的人际信任。关系越近、阶层越高、越善意,信任水平越高。随着亲疏关系下降或善意降低,阶层关系对信任水平的作用之间的差异逐步减弱。亲疏关系认知和阶层关系认知存在交互作用,亲疏、阶层和善意也具有交互作用。人们对上位阶层的信任大于平位大于下位,但是当信任对象存在低善意特质或陌生人身份时,人们对上位阶层的信任会下降至和平位没有差异;当低善意特质和陌生人身份同时存在时,人们对上位、平位和下位的信任无差异。     

The role of epistemic and social characteristics in children’s selective trust: Three meta‐analyses

Over the last 15 years, researchers have been increasingly interested in understanding the nature and development of children’s selective trust. Three meta‐analyses were conducted on a total of 51 unique studies (88 experiments) to provide a quantitative overview of 3‐ to 6‐year‐old children’s selective trust in an informant based on the informant’s epistemic or social characteristics, and to examine the relation between age and children’s selective trust decisions. The first and second meta‐analyses found that children displayed medium‐to‐large pooled effects in favor of trusting the informant who was knowledgeable or the informant with positive social characteristics. Moderator analyses revealed that 4‐year‐olds were more likely to endorse knowledgeable informants than 3‐year‐olds. The third meta‐analysis examined cases where two informants simultaneously differed in their epistemic and social characteristics. The results revealed that 3‐year‐old children did not selectively endorse informants who were more knowledgeable but had negative social characteristics over informants who were less knowledgeable but had positive social characteristics. However, 4‐ to 6‐year‐olds consistently prioritized epistemic cues over social characteristics when deciding who to trust. Together, these meta‐analyses suggest that epistemic and social characteristics are both valuable to children when they evaluate the reliability of informants. Moreover, with age, children place greater value on epistemic characteristics when deciding whether to endorse an informant’s testimony. Implications for the development of epistemic trust and the design of studies of children’s selective trust are discussed.