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 relations between type A behavior, clinically relevant behavior, academic achievement, and IQ in children

The relation of Type A behavior to IQ, academic achievement, and several clinically relevant dimensions of behavior in children was assessed in 873 fourth, fifth, and sixth graders by means of the Matthews Youth Test for Health (MYTH), the Cognitive Abilities Test (CAT), the Iowa Tests of Basic Skills (ITED), and the teachers' form of the Missouri Children's Behavior Checklist (MCBC-T). The MYTH and its competitiveness and impatience-aggression subscales were found to be differentially related to academic achievement and to account for a small but significant portion of the variance in achievement not accounted for by IQ. The subscales of the MYTH were found to be highly correlated with several clinically familiar dimensions of children's behavior. The significance of these findings for the construct validity of the MYTH is discussed.     

The logics of orthoalgebras

The notion of unsharp orthoalgebra is introduced and it is proved that the category of unsharp orthoalgebras is isomorphic to the category of D-posets. A completeness theorem for some partial logics based on unsharp orthoalgebras, orthoalgebras and orthomodular posets is proved.     

Differential effects of identification with family and peers on coping with developmental tasks in adolescence

Adolescents from three Italian cities responded to a questionnaire concerning the particular peer-group with which they were associated and identification with their family, aspects of the process of coping with seven developmental tasks, and demographic characteristics. The participants were 1600 male and female teenagers, with a mean age of 16.28 years, who were approached at schools and various meeting places in three Italian cities. The study shows that effective coping with developmental tasks depends largely on the degree of identification with both family and peer-group. Those who identify with both social groupings show advantages in various critical situations. Adolescents only identifying with either family or peers get emotional and instrumental support from that group but not from the other, thus, they are supported in some critical situations but not in others. Adolescents who are unwilling or unable to identify with their family and/or their peers are less successful in managing the transition to adulthood than others who are close to their parents and peers. Consistent with the findings of previous studies, the type of group adolescents join, be it a formal group or an informal street group, has no significant effect on their coping strategies.     

Cross-cultural model testing: toward a solution of the etic-emic dilemma

A model for the prediction of behavior from attitudinal components, developed by Triandis, was tested with samples of U.S. and Mexican women, and with fertility relevant behaviors. The elements of the model are etic, but the operationalizations of the various variables were done emically. Results support the model in both cultures. While the predictive utility of the model is equivalent in two cultures, there are social class differences on which component of the model is most emphasized. The U.S. upper-middle-class sample and the Mexican upper-middle-class sample emphasized the person's attitude toward the act, while the Mexican lower SES (socio-economic status) sample emphasized the person's normative beliefs (moral obligations).     

Challenges of home visitor interventions with adolescent mothers and their infants

Issues in designing a home visitor intervention and research program for 130 adolescent mothers, 17 and under, and their infants from birth to 30 months are discussed. The overall project is described, and various aspects of creating and maintaining a home visitor intervention program are discussed, including: (1) Issues and problems that arise with the integration of a home visitor intervention component into an ongoing health department program; (2) the recruitment and training of lay home visitors in the context of arduous, often disheartening work; (3) issues of supervision and quality control faced by the mental health consultants; (4) coping with potential stresses and dangers faced by the home visitors; (5) assisting and maintaining maximum communication for the research components of the study to be successful.     

Derivation by prefixation in Slovenian: two aphasia case studies

The present study is concerned with two Slovenian-speaking patients who were asked to produce, in various tasks, verbs, nouns, and adjectives derived by prefixation with prepositions. Despite differences due to their specific linguistic difficulties, both patients' performance was characterized by the differential processing of prefixes and remaining components of complex words. Prepositions in prefixation were mostly preserved, and less frequently substituted, regardless of the numerous errors produced in the remaining portion of the words. These errors seem clearly determined by the morphological structure of the words and therefore appear to be authentic morphological errors. These findings contribute to the theoretical debate on mental lexical representation, speaking in favor of a morphological decomposition in processing of prefixed complex words at different processing levels.     

Semantic and syntactic forces in noun phrase production

Three experiments investigated semantic and syntactic effects in the production of phrases in Dutch. Bilingual participants were presented with English nouns and were asked to produce an adjective + noun phrase in Dutch including the translation of the noun. In 2 experiments, the authors blocked items by either semantic category or grammatical gender. Participants performed the task slower when the target nouns were of the same semantic category than when they were from different categories and faster when the target nouns had the same gender than when they had different genders. In a final experiment, both manipulations were crossed. The authors replicated the results of the first 2 experiments, and no interaction was found. These findings suggest a feedforward flow of activation between lexico-semantic and lexico-syntactic information.     

The time course of attentional focusing in dyslexic and normally reading children

A cue size procedure was used to evaluate the time course of visuo-spatial attention in dyslexic and normally reading children. When a stimulus target is presented inside a large cue vs a small cue the identification time is slower. In the present study two cue-target delays (100 and 500 ms) were used. Results showed a slower time course of attentional focusing in dyslexics vs normal readers. Indeed, dyslexics exhibited no cue size effect at a shorter cue-target delay (100 ms), while it was present at a longer cue-target delay (500 ms). In contrast, a cue size effect was found at both cue-target delays in normally reading children. These results further support the hypothesis of sluggish automatic focusing of visual attention in dyslexics. This impairment could be a consequence of a general magnocellular deficit demonstrated previously in dyslexics.