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.     

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.     

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.     

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.     

Entertainment events in shopping malls—profiling passive and active participation behaviors

This paper presents an empirical framework for operationalizing passive versus active participation in the context of shopping mall entertainment events (e.g., school holiday events and fashion shows) and assesses the framework's utility for segmenting and profiling shopping mall entertainment audiences. Exploratory factor analysis of data collected at shopping mall events revealed two distinct dimensions, “relax and be entertained” and “socialize and explore,” reflecting passive and active participation, respectively. From nine activities operationalizing passive versus active participation, two distinct audience segments reporting different levels of immediate and future shopping behaviors were identified. The “engage me” segment (active‐dominant audience) was more likely to stay longer at the mall, purchase food and nonfood items, share the event experience with others, and attend similar entertainment events in the future than the “entertain me” segment (passive‐dominant audience). The activities operationalizing passive versus active participation were tested with 280 participants at two family‐oriented shopping mall entertainment events. This paper extends the knowledge in the retail event marketing literature whereby it confirms passive versus active participation levels at retailing events, and verifies that passive and active participation levels can be measured and differentiated operationally. The findings provide insights on the utility of shopper participation level as a meaningful segmentation variable, pertinent to both the marketing and management of shopper experiences within a retailing entertainment event. Managerial implications and limitations of this paper are discussed. Copyright © 2014 John Wiley & Sons, Ltd.     

Using multiple-exemplar training to teach a generalized repertoire of sharing to children with autism

The current study examined the utility of multiple-exemplar training to teach children with autism to share. Stimuli from 3 of 4 categories were trained using a treatment package of video modeling, prompting, and reinforcement. Offers to share increased for all 3 children following the introduction of treatment, with evidence of skill maintenance. In addition, within-stimulus-category generalization of sharing was evident for all participants, although only 1 participant demonstrated across-category generalization of sharing. Offers to share occurred in a novel setting, with familiar and novel stimuli, and in the presence of novel adults and peers for all participants during posttreatment probes.     

Perceptual experience and posttest improvements in perceptual accuracy and consistency

Two experiments investigated the relationship between perceptual experience (during practice) and posttest improvements in perceptual accuracy and consistency. Experiment 1 investigated the potential relationship between how often knowledge of results (KR) is provided during a practice session and posttest improvements in perceptual accuracy. Experiment 2 investigated the potential relationship between how often practice (PR) is provided during a practice session and posttest improvements in perceptual consistency. The results of both experiments are consistent with previous findings that perceptual accuracy improves only when practice includes KR and that perceptual consistency improves regardless of whether practice includes KR. In addition, the results showed that although there is a relationship between how often KR is provided during a practice session and posttest improvements in perceptual accuracy, there is no relationship between how often PR is provided during a practice session and posttest improvements in consistency.     

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.