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1.
Dawn R. Deeter-Schmelz Timothy P. Lauer John M. Rudd 《Journal of Personal Selling & Sales Management》2019,39(4):334-351
AbstractAs 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. 相似文献
2.
Maurice A. Feldman Laurie Case Maria Garrick Wanda MacIntyre-Grande Jayne Carnwell Bruce Sparks 《Journal of applied behavior analysis》1992,25(1):205-215
The present study identified and remediated child-care skill deficits in parents with developmental disabilities to reduce their risk of child neglect. Eleven mothers with developmental disabilities who were considered by social service and child welfare agencies to be providing neglectful child care were found in baseline to have several important child-care skill deficits (e.g., bathing, diaper rash treatment, cleaning baby bottles) compared to nonhandicapped mothers. Parent training (consisting of verbal instructions, pictorial manuals, modeling, feedback, and reinforcement) resulted in rapid acquisition and maintenance of child-care skills in all mothers. Mean percentage correct scores increased from 58% in baseline to 90% in training and 91% in follow-up (M = 31 weeks). The latter two scores compare favorably to the mean score (87%) of 20 nonhandicapped mothers on the same skills. Where observable, parent training was associated with corresponding benefits to the children (e.g., elimination of diaper rash and cradle cap, increased weight gain, successful toilet training). These results indicate that parent training may be a viable option to the removal of the child from the home when parenting skill deficits place the child's well-being in jeopardy. 相似文献
3.
The multiple and long-term effects of functional communication training relative to a common reductive procedure (time-out from positive reinforcement) were evaluated. Twelve children participated in a functional analysis of their challenging behaviors (Study 1), which implicated adult attention as a maintaining variable. The children were then matched for chronological age, mental age, and language age and assigned to two groups. One group received functional communication training as an intervention for their challenging behavior, and the second group received time-out as a contrast. Both interventions were initially successful (Study 2), but durable results were achieved only with the group that received functional communication training across different stimulus conditions (Study 3). Students whose challenging behaviors were previously reduced with time-out resumed these behaviors in the presence of naive teachers unaware of the children's intervention history. The value of teaching communicative responses to promote maintenance is discussed as it relates to the concept of functional equivalence. 相似文献
4.
Joanna Blake Sheilah McConnell Gayle Horton Nancy Benson 《Infant and child development》1992,1(3):127-136
The entire repertoire of communicative gestures was documented in a longitudinal, observational study of 10 infants, whose combined ages covered the range from 9 to 22 months. Early in the second year, giving as a request to do something with the object increased, while emotive gestures decreased. Later in the second year, pointing gestures increased, while protest gestures tended to decrease. Combining gestures with vocalization tended to increase only for protest gestures later in the second year. Eye contact showed a small but continuous increase in coordination with gestures over the second year, particularly with comment, request, and emotive gestures. These findings indicate an increasing use of the parent as an agent and of the informative function in non-verbal communication during this period of transition to verbal communication. 相似文献
5.
Jamie Israel Margaret Cunningham Helen Thumann Kathleen Shaver Arnos 《Journal of genetic counseling》1992,1(2):135-153
It has been estimated that at least 50% of congenital or early onset deafness loss has a genetic etiology. Genetic services have traditionally been utilized by hearing parents of deaf children. Deaf adults could also greatly benefit from genetic counseling services. However, many deaf adults do not seek genetic services due in part to the communication/language and cultural differences of this group. Deaf people communicate in various ways including the use of sign language, oral communication, writing, or a combination of these modes. Also, while some deaf individuals are part of the hearing culture, others are part of the Deaf culture which has its own language, values, and traditions. Culturally Deaf individuals do not see themselves as handicapped or disabled. The genetic professional's awareness of the communication/language and cultural needs of this group, as well as their agency's responsibilities under section 504 of the Rehabilitation Act of 1973, may increase the accessibility of genetic services and contribute to the provision of successful genetic counseling for deaf adults.Throughout this paper, the term deaf will be used to denote a person who audiologically has a hearing loss which may range from mild to profound and may be sensorineural, conductive, or mixed. However, the term Deaf is used to denote cultural deafness. 相似文献
6.
Sheri Johnson Theodore Jacob 《Journal of psychopathology and behavioral assessment》1989,11(3):261-268
In examining the family's role in the development and perpetuation of disordered behavior, studies of inconsistent communication have focused on the frequency and impact of such communications in disturbed versus non-disturbed groups. For these and other lines of study, current methods for defining and selecting inconsistent messages are extremely time-consuming, and as a result, large-scale efforts have been discouraged. To address this problem, the current study attempted to develop and evaluate an efficient procedure for selecting inconsistent communications which would be comparable to the standard method. Most important, it was found that raters are capable of accurately judging affect in a particular channel when presented with several channels simultaneously, and as such, it is unnecessary to artificially separate channels when affect ratings are to be obtained. Future research should be facilitated by the method developed in the current study. 相似文献
7.
We tested the hypothesis that the “self-stimulatory” behaviors exhibited by some individuals may be socially mediated. Four developmentally disabled children who exhibited hand flapping and body rocking participated in a series of three experiments conducted to assess the influence of social variables on stereotyped behavior and to develop a treatment based on the assessment. Experiment 1 used an assessment procedure to determine the relative influences of social attention and task demands on stereotyped behavior. For all four children, hand flapping and body rocking increased when difficult academic tasks were introduced. Experiment 2 involved the use of a procedural time-out and demonstrated that removing task demands contingent on stereotyped behavior resulted in increased rates of hand flapping and body rocking. In Experiment 3, these results were used to develop a communication treatment that consisted of teaching the children to request assistance on the difficult tasks. This treatment resulted in significant reductions in self-stimulatory behavior. These results are consistent with the hypothesis that some forms of repetitive stereotyped behavior may come to serve social functions (e.g., escape from aversive situations). Teaching a functionally equivalent communicative alternative to escape-motivated stereotyped behavior can be an effective form of intervention for this problem. 相似文献
8.
Ann R. Eisenberg 《Argumentation》1987,1(2):113-125
The infant's first natural response when faced with opposition or when he opposes others' actions is to cry. As this kind of behavior becomes ineffective, the responses of the individuals with which he interacts force him to adopt more conventional — especially verbal — patterns of arguing, leading him to rational argumentation. The purpose of the present paper is to observe progressions in children's earliest verbal arguments and to see how and when they learn to adjust their strategies for different kinds of opponents (peers; parents; other adults). In order to examine the emergence of such persuasive strategies, and their distribution according to the different categories of opponents, systematic audiotape recordings of two Spanish-speaking girls between 2 and 3 years were analyzed. The data suggest that, although there were some differences in how the girls argued with parents versus peers, they were only beginning to adjust their speech to make it appropriate for one or the other type of listener. In general, they resorted to one dominant strategy for all listeners (insist, repeat, cry, scream, ...). Each girl, however, developed a small number of less frequently used strategies that she reserved for a subcategory of opponents. For example, one of them, Nancy, only threatened and insulted peers, while the other, Marisa, only used please and a temporizing strategy with parents. The girls used less adaptive, more agressive strategies (e.g. threats and insults) with their peers. With one exception, all of the girls' moves were self-centered. In fact, the girls had not yet reached the stage of rational argumentation. 相似文献
9.
10.
This study was a comparison of the effects of oral speech with total communication (speech plus sign language) training on the ability of mentally retarded children to repeat 4-word sentences. Three children were chosen who used single words to communicate but who did not combine words into complete sentences. Three sentence pairs were trained, with each pair having one sentence trained using oral methods and an equivalent one trained using the total communication approach. Both training procedures involved chaining sentence parts, reinforcement, and prompting. Oral methods involved presenting vocal stimuli and requiring vocal responses whereas total communication methods involved presenting vocal and signed stimuli and requiring vocal and signed responses. For the initial sentence pair with each child, an alternating treatments design was used to determine the relative efficacy of the two language training approaches. This was repeated with a second and third sentence pair using a multiprobe technique within a multiple baseline design. Results pointed to the superiority of the total communication approach in facilitating sentence repetition. Possible explanations of these results are offered and the utility of the alternating treatments experimental design is discussed. 相似文献