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.     

Maternal adjustment during pregnancy and the infant''s first year

The study aimed at establishing the predictive validity of clinical observations and interview data collected during late pregnancy. 40 pregnant women from a Swedish non-risk population were interviewed about psychological and somatic well-being, significant relationships and delivery expectations. Pregnancy adjustment was also assessed by the maternal health clinic midwife. After the birth of the child, the mothers were interviewed in the delivery hospital and during home visits when the infants were 2 and 6 weeks, and 4, 8 and 12 months old. The results showed that pregnancy adjustment, as assessed by the mothers themselves, acted as a significant predictor of the early maternal adjustment and the adjustment towards the end of the infant's first year. The midwives' assessments significantly predicted maternal adjustment towards the end of the first year. Pregnancy data did not correlate with maternal delivery experiences.     

Children's choice: Sensitivity to changes in reinforcer density

Two experiments were carried out in which children's sensitivity to changes in reinforcer density (number of reinforcers per session) was measured in a choice paradigm. In Experiment 1, 24 girls (ages 6, 9, and 12 years) performed on concurrent-chain schedules of reinforcement. The initial links were variable-interval 10-s schedules. One terminal link always gave three tokens after 30 s, but the parameters associated with the other were varied. Independent manipulations of reinforcer size (two tokens or four tokens) and prereinforcement delay (25 s or 65 s) led to equal changes in the relative density of tokens that could be earned on the schedules. Subjects at all ages were sensitive to changes in reinforcer density brought about by changes in reinforcer size, whereas only 3 12-year-olds showed sensitivity to the changes brought about by manipulation of prereinforcer delay. In Experiment 2, titration procedures were used to test the extent of this insensitivity to delay in 32 6- and 12-year-old children. In these procedures, a repeated choice of the large reinforcer increased the delay to its delivery, and a repeated choice of the small reinforcer reduced the delay to the delivery of the large reinforcer. Whereas 6-year-old boys and girls tended to maintain a strong preference for the large reinforcer, so increasing the delay to its delivery, 12-year-olds tended to distribute their responses to both alternatives, thus producing a stable level of delay to the large reinforcer. The results from the two experiments support the idea of two stages in the development of adaptive intertemporal choice.     

The effect of attending to feeling on memory for internally generated stimuli

The present experiments examined the effects of self-focus, as produced by focusing on feelings, on memory. In an initial experiment subjects did complex mental arithmetic significantly faster after self-focus. Because complex mental addition involves internally generated stimuli, the remaining experiments compared the effects, on memory, of self-focus on internally generated stimuli to the effect of self-focus on stimuli supplied by the experimenter. In a second experiment, self-focus facilitated memory for digits recalled in reverse order but not for digits when recalled in the given order. In a third experiment, self-focus facilitated the memory for the classification of digits but not for the digits themselves. In a fourth and fifth experiment, self-focus aided memory for classification of objects into categories such as small, medium, or large but did not aid memory for the objects themselves. In general, improved performance due to feeling focus was attributed to the role that self-focus may play in increasing attention to internally generated stimuli.     

Finding voice in a year of collective trauma: Case study of an online photovoice project with youth

In this article, we share findings from a qualitative case study of a virtual youth photovoice program implemented across three regions of the United States. The purpose of the program was to engage youth in research on a social issue relevant to them during an unprecedented year marked by two public health crises, COVID-19 and anti-Black racial violence. Results of an analysis of curriculum and archival program materials lend support for online strategies for youth engagement including individualized support and online audiovisual presentations with avatars. Racial justice and trauma-informed adaptations were designed to be responsive to youth needs for flexible programming and safe spaces. Themes captured in the first online gallery of youth photos include (1) tools for mental health, (2) meaningful connection, and (3) community advocacy, bringing attention to structural issues as well as family and community strengths. Findings suggest photovoice can be thoughtfully adapted for youth researchers and support individual and group storytelling in response to collective trauma.     

Dark adaptation of foveal cones during the cone-plateau period

Following substantial bleaching by "white" light, absolute threshold, relative spectral sensitivity and sensation of hue of monochromatic lights were measured at the central fovea during the cone-plateau period. The absolute-threshold level was found to increase and then decrease markedly, the relative spectral sensitivity remained invariant, while the sensation of hues of monochromatic lights from the long- and middle-wave regions of the spectrum changed toward hues of shorter wavelengths.     

目标设置过程的理性特征分析

本文运用个案研究方法 ,从人类理性的角度分析了企业在不同的生产经营条件下的目标设置方式 ,发现不确定性和目标难度对管理者的目标设置过程有很大的影响。在确定的 ,且任务较容易的情况下 ,目标设置是以一种与理性期望模型相一致的方式进行的 ,而在高度不确定的条件下 ,管理者则倾向于采用渐进适应的模式设置目标。对管理者的经营活动作进一步深入的分析发现 ,在高难度的任务目标情景中 ,决策者更多地从战略的层次 ,而不是从具体的层次上寻求实现目标的途径 ,从而提出了目标难度与实绩的“策略搜索层次”假设     

A new measure for determining children's subjective organization of speech

A new technique for determining children's subjective organization of speech is described. The technique consists of teaching a child a sentence and then repeatedly (1) reading the sentence up to a selected point, (2) sounding a tone, and (3) having the child supply the next word. The time from the tone to the onset of the child's voice is the dependent variable. In the first study 6- and 8-year-old children memorized the following sentence: “John likes to feed the little puppies in the barn.” Their response times suggested that the dominant segmentation pattern consisted of four phrases: a subject phrase, a verb phrase, an object phrase and a modifier phrase. Within each phrase differences between reaction times were on the order of 30 msec. Across phrases they were on the order of 120 msec. The same trend emerged for subsamples of the children with various short-term memory sizes, and for adults. It also appeared for subsamples of the total scores (e.g., first six trials and last six trials). In order to provide further evidence of the technique's validity, different sentences of the same general type were presented to children with short-term memory spans of either 3, 4, or 5. As predicted, it was found that when children's spans corresponded to the number of hypothesized chunks (i.e., 4), they could repeat the sentences verbatim on the first exposure. They could not do so, however, when their spans were lower than that value or when the number of phrases was increased. It was concluded that the new technique is a promising one for assessing young children's patterns of speech segmentation.     

人际关系适应特征的情境评价方法研究

本研究运用情境评价法对人际关系适应特征进行了实验研究 ,结果表明 :1以 Schutz提出的人际关系六因素为评价标准 ,采用情境评价法比问卷形式能更有效地揭示人际适应特征 ;2在情境评价中 ,以合作为主的情境设置比以竞争为主的情境设置更利于反映出人际适应特征 ;3情境评价采用定向、组织、交流和问题解决等阶段的过程设计符合情境评价的实际进程 ,有助于分阶段展开被试的行为特征 ,提高情境评价的可控性和准确性。     

Evolution of Destructive Aggression

Aggression is defined as a mechanism of spacing by means of force or displays. It has evolved independently in different animal groups. The mechanisms underlying it are therefore not homologous throughout the animal kingdom. The phenomenon of aggression is so widespread, however, that strong selection pressures must be responsible for its development along analogous lines. Its most obvious functions are in competition for mates, natural resources, and territories, and in the preservation of group identity in many gregarious species. Aggression is often ritualized so that no damage is done to conspecifics. This ritualization may appear as modification of fighting into a tournament, or as the development of submissive postures which block further aggression in the opponent shortly after the onset of a potentially damaging fight. Animal aggression is preprogrammed by phylogenetic adaptation in well-defined ways, but can be modified by experience. The inborn programs involve motor patterns, innate releasing mechanisms, releasers, motivating mechanisms, and learning dispositions specific for the species. Aggression on this biological level can be observed in humans as intragroup aggression. Certain motor patterns and signals which lead to the release of aggression are universal. Some can even be found in deaf- and blind-born people, proving their innateness. A number of patterns of aggression in man are highly ritualized and - in a way analogous to that found in many animals - mechanisms of control have evolved inhibiting the killing of a conspecific. There are strong indications of the existence of motivating mechanisms within the brain, e.g., in the form of neuronal circuits, that show a degree of spontaneity. The type of destructive aggression which we call war, is a product of cultural evolution. War takes advantage of the given motivational structure of man, including his fear of strangers, which develops in every baby independently of experience and makes men inclined to form closed groups and causes them to be wary of or hostile to strangers. Based on these tendencies, man underwent a process of cultural subspeciation. Groups demarcated themselves from others by custom, erecting communication barriers. The development of languages demonstrates how fast and efficient this process is. Members of the same group, during this process, were defined as the “real man,” outsiders often were to be valued less -or even considered nonhuman. On the basis of this self-indoctrination, cultural codes of conduct developed, which allowed members of other groups to be killed when groups competed for resources. A cultural fiiter of norms was established which demanded killing under defined conditions, and was superimposed upon the biological filter of norms which inhibits the killing of a human being. This results in a conflict of norms, which is universally felt as guilt, since the biological filter of norms, though superimposed, is nonetheless working, particularly in the circumstance of a personal encounter. The more advanced the technique of armament, which allows fast and distant killing, the less the inhibitions are activated. Nonetheless, ritualizations occur on the cultural level. Warfare is sometimes ritualized and conventions are developed to prevent escalation into massacres, or the wholesale destruction of the subjugated enemy. To a great extent, this is certainly a result of our inborn moral code, If nothing like this were given to man our situation would be disastrous indeed. Whether cultural evolution will, in the future, be guided by moral maxims in accord with our human nature is a deeision men must make rationally. Although a ruthless ethnocentrism may bring advantage to a warring group, this may eventually prove fatal to mankind as a whole. In the escalating competition mankind runs the danger not only of exhausting its resources, but of destroying itself with its new weapons. If the outcome were not selfdestruction but domination by one group it would impoverish the diversity of human cultures, and thus seriously cut down man's spectrum of adaptability. War fulfills certain functions, similar to those found in animals. It is mainly a mechanism for preserving and extending one's territory, and a means of getting access to scarce resources. It is therefore dangerous to consider war merely as a pathological form of human behavior because this may distract our attention from the fact that, h order to overcome war, the functions of war have to be fulfilled by nonviolent means. Cultural evolution phenocopies biological evolution, due to similarities in the selection pressures shaping its course. This allows us to define the point of the evolutionary spiral we are at currently and to predict our future course.