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.     

The relationship between numerical mapping abilities,maths achievement and socioeconomic status in 4- and 5-year-old children

Background

Early numeracy skills are associated with academic and life-long outcomes. Children from low-income backgrounds typically have poorer maths outcomes, and their learning can already be disadvantaged before they begin formal schooling. Understanding the relationship between the skills that support the acquisition of early maths skills could scaffold maths learning and improve life chances.

Aims

The present study aimed to examine how the ability of children from different SES backgrounds to map between symbolic (Arabic numerals) and non-symbolic (dot arrays) at two difficulty ratios related to their math performance.

Sample

Participants were 398 children in their first year of formal schooling (Mean age = 60 months), and 75% were from low SES backgrounds.

Method

The children completed symbolic to non-symbolic and non-symbolic to symbolic mapping tasks at two difficulty ratios (1:2; 2:3) plus standardized maths tasks.

Results

The results showed that all the children performed better for symbolic to non-symbolic mapping and when the ratio was 1:2. Mapping task performance was significantly related to maths task achievement, but low-SES children showed significantly lower performance on all tasks.

Conclusion

The results suggest that mapping tasks could be a useful way to identify children at risk of low maths attainment.     

Social networks with two sets of actors

Traditional network research analyzes relational ties within a single group of actors: the models presented in this paper involve relational ties exist beteen two distinct sets of actors. Statistical models for traditional networks in which relations are measured within a group simplify when modeling unidirectional relations measured between groups. The traditional paradigm results in a one-mode socionatrix; the network paradigm considered in this paper results in a two-mode socionatrix; A statistical model is presented, illustrated on a sample data set, and compared to its traditional counterpart. Extensions are discussed, including those that model multivariate relations simultaneously, and those that allow for the inclustion of attributes of the individuals in the group.We thank the Editor and two anonymous reviewers for their helpful comments. We are also grateful to George Barnett for allowing us to analyze his data.     

The effects of room management and small-group procedures on the behavior of older adults who have Alzheimer's disease

The effects of room management and small groups procedures on the behavior of five older adults with Alzheimer's Disease was experimentally evaluated by a multielement design with replications across five subjects. Engagement during both room management and small groups was higher than during no treatment baselines. The effects on affective and maladaptive behaviors were of small magnitude. Evidence of individual differences was found both with respect to absolute proportions of time spent in various behaviors and with respect to interactions between individual differences and experimental conditions.     

Test anxiety and evaluation threat: Children's behavior in the classroom

Children differing in test anxiety level were observed in two art classes, one immediately preceding a classroom examination, the other when no examination was expected. The observational analyses indicated the following: (a) When an examination was expected there were general increases both in children's task orientation and in their concern with other's evaluations, and a decrease in general activity level. It was suggested that future research examine the effects of additional situational variables on children's classroom behaviors, (b) Highly test-anxious children were generally hardworking and inactive. They reacted to examination expectancy with a decrease in task orientation, reduction in communications, and attentional constriction. Less anxious children reacted to examination expectancy by working harder, eliminating task-irrelevant behaviors, and seeking feedback. These results were interpreted as supporting a cognitive theory of test anxiety.This research was supported by Canada Council Grant No. S71-0272.     

Using a Fork as a Hairbrush: Investigating Dual Routes to Release from Functional Fixedness

Functional fixedness involves difficulty with conceptualizing creative object uses. When it obstructs problem‐solving, individuals must reframe their approach. We examined how different training techniques—chunk decomposition (i.e., considering an object’s basic parts and physical properties) and constraint relaxation (i.e., considering an object’s different functions)—might rely upon different routes to creative reframing. Additionally, we investigated how different forms of cognitive load interact with these dual routes. Participants learned one of three techniques. Chunk decomposition participants created object breakdown diagrams; constraint relaxation participants created object functions lists; and free association (control) participants wrote a word that they associated with each of several concrete nouns. After training, participants attempted to solve five functional fixedness problems. E1 investigated how increasing germane cognitive load via either direct or indirect prompting affected training transfer. Experiment 2 investigated how reducing extraneous cognitive load by providing no transfer instructions and using an eye‐closure strategy. Across both experiments, results supported differences in accuracy and response latency by training. However, chunk decomposition and constraint relaxation did not follow the same pattern, suggesting different mechanisms of the effect. We discuss possible applications to increase innovation in real‐world domains such as education, business, and engineering.     

Convergence and predictive validity in measures of optimism and pessimism: Sequential studies

Optimism and pessimism are personality variables that have repeatedly been shown to affect health, job performance, and social relationships. Various instruments purport to measure these dispositions that differ substantially in their theoretical and measurement models. While research has examined relations between subsets of these measures, their unique predictive ability has been neglected. Three sequential studies evaluated the interrelation and predictive ability of the three most utilized instruments, the Life Orientation Test (LOT), the O/P Instrument (OPI) and variants of the Attributional Style Questionnaire (ASQ). Consistent with expectations, measures sharing a future-expectancy component (LOT and OPI) were moderately related and most predictive of health, depression, and coping. ASQ measures were modestly related to the LOT and OPI and offered less consistent predictions.     

Laboratory behavioral measures of impulsivity

Previous research and theory have conceptualized impulsivity as a multifaceted construct that requires multiple modes of measurement for accurate assessment. This article describes a software package that includes four paradigms for measuring multiple and unique aspects of impulsivity. Specifically, four tasks are described: (1) the two choice impulsivity paradigm, (2) the single key impulsivity paradigm, (3) the GoStop impulsivity paradigm, and (4) the time paradigm. These tasks measure processes related to the capacity to tolerate delay for reward, to inhibit an already initiated response, and to estimate the passage of time. These processes have been found to be important to the understanding of impulsive behaviors. The programs are flexible and allow the experimenter to manipulate a number of parameters related to delay-reward contingencies, timing, performance feedback/payment, and data output variables. Manipulation of these parameters makes the paradigms scalable to a wide range of ability levels and appropriate for samples ranging from children to adults. The four paradigms in this software package are available at no cost and can be obtained by contacting the corresponding author.     

Who's in Charge?: Coparenting in South and Southeast Asian Families

In light of the evolving roles of parents and the involvement of extended family within Asian cultures, the traditionally Western dyadic coparenting construct must be reconceptualized to include not only the coparenting relationship, but also other caregivers within the coparenting network. Theoretical and empirical evidence on coparental systems are discussed and two studies from South and Southeast Asian cultures are presented to highlight subcultural variations in cocaregiving networks. Results indicated that mothers were the primary caregivers across both cultural contexts. Extended family members assumed important coparental responsibilities in both cultural contexts. These findings highlight the need to reconceptualize and expand the dyadic coparental unit to include extended family members. We also discuss the relevance of the broader coparental network in examining the Asian childs education as well as cognitive and socioemotional development.