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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.
Karen M. Peesker Lynette J. Ryals Gregory A. Rich Susan E. Boehnke 《Journal of Personal Selling & Sales Management》2019,39(4):319-333
AbstractThis study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise software company were examined through a qualitative analysis. Results indicated that participants believed sales leadership played an important role in influencing sales performance. When asked to describe specific sales leader behaviors that best enable salesperson performance, sales professionals – both sales leaders and salespeople – overwhelmingly referenced coaching, followed by collaborating, championing, and customer engaging. We define and describe these four key sales leader behaviors and identify four potential mediating variables (trust, confidence, optimism, and resilience), from which emerges a conceptual framework of sales leader behaviors perceived to enable salesperson performance. We examine these four key sales leader behaviors and mediators in the broader context of leadership theory, particularly transformational, servant, authentic, and adaptive leadership theories. The key contribution of this study is the identification of a set of leader behaviors that are likely to be especially effective in modern sales organizations given that they originated from the perceptions of sales professionals themselves. 相似文献
3.
Patrick J. Schloss Christine Santoro Constance Ellen Wood Mary Jo Bedner 《Journal of applied behavior analysis》1988,21(1):97-102
Interview skills deficits may limit employment prospects of mentally retarded adults. Although numerous papers highlight the importance of interview skills, few have validated effective strategies for use with mentally retarded persons. Further, there has been a lack of research contrasting rival interview skills training strategies. The present study was conducted with two mentally retarded young adults. It contrasted peer-directed instruction, in which both participants were equally deficient in the target skills, with teacher-directed instruction. Results of the investigation indicated that instruction, rehearsal, and feedback may be effective strategies regardless of who provides instruction. Comparisons of teacher-directed and peer-directed instruction indicated little or no difference in the effectiveness of the two procedures. However, the peer-directed procedure involved considerably less staff time than did the teacher-directed procedure. 相似文献
4.
Cheryl Poche Paul Yoder Raymond Miltenberger 《Journal of applied behavior analysis》1988,21(3):253-261
This study compared the effectiveness of a videotape training program with other methods of teaching children self-protection to prevent child abduction. Subjects were kindergarten and first-grade students. Four experimental conditions were presented: videotape with behavior rehearsal, videotape only, a standard safety program, and no training. Acquisition of self-protective behaviors was measured at posttraining and follow-up by having confederate adults entice the children near their schools and homes. Results revealed that the videotape program with behavior rehearsal was highly effective in teaching children safe responses to potential abductors. The standard safety program was effective with fewer than half of the children. Three fourths of the children who received no training immediately agreed to go with the confederate suspects. The videotape program can be easily used with groups of young children in a classroom setting. 相似文献
5.
Two studies compared the effectiveness of different strategies for promoting generalization of staff skills in teaching self-care routines to clients with developmental disabilities. In Study 1, 9 direct-care staff members of group homes were trained sequentially through four conditions: (a) the provision of written instructions, (b) performance-based training using a single client program exemplar and simulated clients (single case training), (c) performance-based training using actual developmentally delayed clients as trainees (common stimuli training), and (d) performance-based training using multiple client program exemplars with simulated clients (general case training). The results indicated that staff members did not reach all generalization criteria until general case training was provided. Because staff members had been trained sequentially through several conditions in Study 1, a second study controlled for potential sequence effects. In Study 2, 7 staff members were trained using only the general case strategy after baseline. All staff members reached generalization criteria with only general case training, replicating the findings of Study 1. Together, the two studies demonstrated that the general case training strategy was more effective at promoting generalized training effects across clients, settings, and client programs than other commonly used staff training approaches. 相似文献
6.
This study examined the effectiveness of a training program designed to teach children with mild mental retardation the meaning of 12 idiomatic phrases, such as “to hit the sack.” Four 9-year-old children participated in the training. A multiple baseline design across subjects and across three sets of idioms was implemented. Training consisted of presenting both literal and idiomatic contexts in the form of story narratives, and asking the children to explain the outcome of the story and to select one picture from an array of four that represented the outcome. All children demonstrated learning, although 1 child required review procedures to facilitate maintenance. Children were able to generalize their receptive learning to an expressive task with varying levels of success. All children demonstrated an ability to understand the learned idioms when presented in unfamiliar contexts. 相似文献
7.
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
8.
Genetic counselors have participated in the Michigan Newborn Screening Program on a contractual basis since 1988. Their role includes newborn screening education and training, newborn nursery site visits, and monitoring newborn screening in hospitals. Their impact has been to improve the quality of newborn screening services by reducing errors and increasing completion of data fields on newborn screening cards, improving hospital nursery cooperation and problem solving, and enhancing health department response to specific problems. 相似文献
9.
Visually guided catching and tracking skills in pigeons: A preliminary analysis 总被引:2,自引:1,他引:1 下载免费PDF全文
Research on reaching, tracking, and catching in the pigeon has been hampered by limitations of technology. A new system was developed in which the target was a small rectangle presented on a video display terminal and the pecking response was detected with touch technology. The target moved up and down vertically with sinusoidal velocity. A coincidence between the location of the pigeon's beak and the cursor produced reinforcement. The pigeon pecked ahead and behind the target, but most pecks occurred behind the target so the dominant tracking strategy was lagging. The pigeon was adept at “catching” the target at many locations throughout the trajectory. Transfer of motor learning was tested on probe trials during which the trajectory changed from vertical to horizontal. On transfer trials the pigeons' dominant pattern of pecking immediately shifted from vertical to horizontal. The motor skill displayed by the pigeons was flexible and adaptive, suggesting that the pigeons had learned to track the cursor. 相似文献
10.
Marilyn Likins Charles L. Salzberg Joseph J. Stowitschek Ben Lignugaris/Kraft Rita Curl 《Journal of applied behavior analysis》1989,22(4):381-393
In two studies, co-workers of persons with disabilities were taught to use coincidental training procedures while completing their own jobs. In Study 1, the effects of coincidental training on the salad-making skills of 3 trainees with mild and moderate mental retardation were evaluated. Coincidental training by co-workers resulted in improved accuracy of the salad-making skills of the trainees. In Study 2, trainees were also coincidentally taught to make quality-control checks of their salads. An alternating treatments and multiple baseline design indicated that the trainees more readily acquired the skills when taught to check the correctness of their work. 相似文献