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 Personal and Social Worries of Adolescents in Northern Ireland: Results of a Survey

The aim of this study was to ascertain the self-perceived social and personal concerns of adolescents attending educational institutions in Northern Ireland. 446 questionnaires from 15-18-year-old students at ten institutions were analysed in order to determine the frequency with which respondents reported worrying about the following broad areas: school, choosing a job, finding a job, home, starting work, opposite-sex relationships, personal issues, and relating to others. The effects of variables such as gender, age and nature of educational institution attended were also examined. The results indicated that most frequent worry was reported about finding and choosing employment, personal issues and opposite-sex relationships. Gender, age and religious affiliation of school attended exerted major effects. Implications for those involved in working with adolescents within educational contexts are discussed.     

The relationship between counsellor interpersonal skills and the core conditions of client-centred counselling

The present study aimed to determine whether there was a systematic relationship between Rogers'(1957) core conditions of empathy, acceptance and genuineness, and counsellors' use of specific behaviours or skills which have been isolated for training. Video recordings of 12 counsellors' performance in 'naturalistic' counselling interactions were analysed. Counsellor, client and judges' ratings of the core conditions were obtained. Skill assessment included molar ratings of eight skill areas and molecular measures of 29 behaviours. The results indicated that there were few significant relationships. It is concluded that there is a discrepancy between specification of the skills or behaviours which are thought to communicate the core conditions and those which have been empirically demonstrated to do so. Implications for counsellor training and proposals for future research are discussed.     

The effect of masked pictures on the interpretation of ambiguous pictures

Two experiments investigated whether the initial organization of ambiguous pictures presented supraliminally could be influenced by the presentation of semantically related pictures that had been pattern masked to prevent conscious representation. Twenty-two pictures were presented tachistoscopically in a counterbalanced sequence, each alternating with the supraliminal presentation of its ambiguous counterpart. The results supported the hypothesis that pictures precluded from consciousness by pattern masking could nevertheless influence the interpretation of ambiguous pictures. Although the possibility of structural priming could not be completely ruled out in these experiments, there is evidence to suggest that semantic priming is a component. The research potential of semantic priming is also 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.     

Visual and tactual form discrimination: Psychophysical comparison within and between modalities

Intermodal perceptual equivaience was investigated, using visual and tactual oddity discrimination and cross-modal matching-to-sample tasks. Four groups of Ss were presented with 100 problems made up of randomly derived forms from five levels of sidedness. The same quadratic relationship was observed for all tasks as a function of complexity, with optimal performance at eight sides. Comman information utilization, as indicated by intercorrelations of performance variables and by correlational analyses with differences in form measures, was not as pronounced within side classes. Evidence concerning the nature of pattern-feature usage in discrimination was obtained from graphical analyses.