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.     

Deprivation and satiation: The interrelations between food and wheel running

Two experiments were designed to assess whether depriving rats of food would increase the reinforcement effectiveness of wheel running (Experiment 1) and whether satiation for wheel running would decrease the reinforcement effectiveness of food (Experiment 2). In Experiment 1, a progressive-ratio schedule was used to measure the reinforcement effectiveness of wheel running when rats were deprived or not deprived of food. Completion of a fixed number of lever presses released a brake on a running wheel for 60 s, and the response requirement was systematically increased until the rat stopped pressing or until 8 hr had elapsed. The ratio value reached (and the total number of lever presses) was an inverted-U function of food deprivation (percentage body weight). In Experiment 2, when wheel running preceded test sessions, fewer food-reinforced lever presses were maintained by the progressive-ratio schedule, and responding occurred at a lower rate on a variable-interval schedule. An interpretation of these results is that deprivation or satiation with respect to one event (such as food) alters the reinforcement effectiveness of a different event (such as access to wheel running).     

Effects of family therapy for substance abuse: A systematic review of recent research

One of the most serious psychosocial problems worldwide is substance abuse because of its repercussions not only on the physical and psychological health of the abuser but also on their relational functioning. Among the well-established therapeutic approaches for the treatment of substance abuse is family therapy, which, in addition to influencing personal variables, promotes changes in family dynamics. The main objective of this study is to review the scientific literature published from 2010 to the present on the efficacy and effectiveness shown by family-based treatment approaches for substance use problems both in adolescent and adult samples. In addition, the effect on secondary variables such as family functioning and behavioral problems is evaluated. The empirical evidence accumulated in the last decade and reviewed in the present study indicates that the incorporation of family members in the treatment of substance abuse produces benefits by diminishing consumption and improving family functioning. Limitations of this study and of the research reviewed are discussed and directions for future research are provided.     

Arguers as editors

People use editorial criteria to decide whether to say or to suppress potential arguments. These criteria constitute people's standards as to what effective and appropriate arguments are like, and reflect general interaction goals. A series of empirical investigations has indicated that the standards fall into three classes: those having to do with argument effectiveness, those concerned with personal issues for arguer and target, and those centered on discourse quality. The essay also sketches the affinities certain types of people have for the different criteria.     

Practices and representations of child care and motor development among West Africans in Paris

Massage techniques and postural manipulation used by West African women immigrants in Paris were studied, with the aim of demonstrating that culturally regulated caretaking practices have an influence on infant motor development. Twenty-five infants were observed between the ages of 3 and 12 months and 9 and 15 months. Frequency of massage and its accompanying set of physical exercises were found to be related to age at onset of independent walking. The findings show that infants receiving daily massage walk significantly earlier than infants who do not receive massage, thus confirming other reports that vestibular and postural stimulation have a positive effect on motor development. These results are discussed in relation to the observed frequencey of contact and of physical games with the caregiver for a smaller sample of three infants, and to parental expectations about the age of acquisition of certain cognitive and motor abilities. African immigrant mothers expect their infants to sit and to walk earlier than French mothers. The conclusion emphasizes the contribution of social anthropology, which shows that in all cultures, physical development and body changes elicit symbolic practices and a search for explanation.     

Effectiveness of School-Based Mental Health Services for Children: A 10-Year Research Review

A review of the literature from 1985 to 1995 on school-based mental health services for children was conducted using a computerized data-base search. Of the 5,046 references initially identified, 228 were program evaluations. Three inclusion criteria were applied to those studies: use of random assignment to the intervention; inclusion of a control group; and use of standardized outcome measures. Only 16 studies met these criteria. Three types of interventions were found to have empirical support for their effectiveness, although some of the evidence was mixed: cognitive-behavioral therapy, social skills training, and teacher consultation. The studies are discussed with reference to the sample, targeted problem, implementation, and types of outcomes assessed, using a comprehensive model of outcome domains, called the SFCES model. Future studies of school-based mental health services should (a) investigate the effectiveness of these interventions with a wider range of children's psychiatric disorders; (b) broaden the range of outcomes to include variables related to service placements and family perspectives; (c) examine the combined effectiveness of these empirically-validated interventions; and (d) evaluate the impact of these services when linked to home-based interventions.     

教育因素对认知功能年老化过程的影响

应用言语－操作和人机对话两种方式共１２项作业,完成年龄和教育因素对认知功能影响的研究,被试共７３４人,４６－７５岁．结果表明：（１）年龄和教育因素对认知成绩的影响因作业而异,分别为年龄影响明显（图象自由回忆和无意义图形再认）、教育因素影响明显（卡片分类、图象分类和矩阵填图）、年龄和教育因素影响均明显（符号数字、词对联想学习、听觉和视觉数字广度）或均不明显（心算）．（２）四项非词语性作业速度明显受年龄和教育因素的双重影响．     

Kindergarten attendance in relation to educational level and intelligence in adulthood: A geographical analysis

Level of school education and performance on an intelligence test were analysed for 32 557 Danish young adult males as a function of the geographical region in which they were reared. Positive associations were found between both educational levels and test scores on the one hand, and the proportion of infants attending kindergartens in the given regions (according to official statistics) on the other. Adults who were reared in regions where kindergarten attendance had been high tended to have higher educational levels and test scores, although the data do not permit a precise estimate of the magnitude of this effect. The relationship between kindergarten attendance and intelligence test score appears to have been mediated by educational level. Kindergarten attendance was more common in regions with high population density and high average incomes but the relationship of kindergarten attendance to educational level was significantly independent of these associations. These findings are consistent with the hypothesis that kindergarten attendance can have long-term educational benefits, and might therefore partially explain the upward trend in intelligence test scores over the last few decades.     

What is educational theory and how to make it?

An analysis is provided detailing the conditions for the appropriate theoretical study of the object of educational science: pedagogy.