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.     

Behavioral effects of sucrose on preschool children

Despite speculation that sucrose consumption affects behavior, little empirical information is available. Accordingly, this study investigated the effect of sucrose consumption on the behavior of eight preschool children. Children were tested individually using a double-blind, crossover design. On separate mornings each child received 6 ounces of juice, sweetened on one morning with sucrose and on the other with an artificial sweetener. Children were observed for 90 minutes following the drinks, alternating between 15-minute sessions of work on structured tasks and 15-minute sessions of free play. Following the sucrose drink the children showed a decrement in performance in the structured testing situation, and they demonstrated more inappropriate behavior during free play. These differences in behavior were most pronounced approximately 45 to 60 minutes after the drinks. Thus, the study provides objective evidence in young children of a rather subtle, yet significant, time-dependent behavior effect of sucrose ingestion.This research was funded in part by grants from the General Research Grants Committee, University Hospital, Boston University Medical Center, and from the University of Connecticut Research Foundation. The project was conducted at the Clinical Research Center, Massachusetts Institute of Technology (National Institute of Health/General Clinical Research Center Grant 5M01-RR00088-20). We would like to express our appreciation to the many staff members of the Clinical Research Center for their extensive cooperation in helping us to plan and carry out this study, and to the director and staff of Technology Children's Center for their assistance in helping us to reach interested families. We also would like to thank the parents and children who participated in the study. Portions of this paper were presented at the annual meeting of the American Psychological Association, Toronto, August 1984.     

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.     

Prevalence of the extinction burst and its attenuation during treatment

Although extinction has been an effective treatment for a variety of behavior disorders, its use may be associated with several adverse side effects, the most common being an initial increase in the frequency of the target response, called an "extinction burst." We attempted to determine the prevalence of the extinction burst in applied research and its possible attenuation with other operant procedures. An analysis of 113 sets of extinction data indicated that bursting may not be as common as previously assumed (it occurred in 24% of the cases) and may be less likely when extinction is implemented with alternative procedures rather than as the sole intervention (bursting was evident in 12% of the former cases and 36% of the latter).     

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.