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.     

Conscience as the voice of God: A jungian view

Archetypal psychology proposes a genetic basis for experiencing conscience as the Voice of God. Human beings are predisposed to submit themselves to parental directives, but they are also predisposed to submit themselves to some higher, spiritual law. True conscience differs from the Freudian superego in that it sometimes directs one to disobey the prevailing moral code.From the unconscious spring the basest motives and also the noblest motives. The religious person gives careful attention to both. It is difficult but not always impossible to distinguish true conscience from subtle self-deceit.     

Fluency versus conscious recollection in the word completion performance of amnesic patients

To examine the relative contribution of fluency and recollection to the word completion performance of amnesics, we administered a task in which patients were told specifically not to utilize previously presented words during stem completion (an Exclusion condition). This condition was contrasted with a standard word completion task in which patients were encouraged simply to complete the stem with the first word that came to mind (an Inclusion condition). Since the exclusion condition necessitated controlled respecification of the initial presentation, it was hypothesized that amnesics would be less able than controls to exclude study list items. Consistent with this hypothesis, the results indicated that the amnesics' performance, unlike that of the alcoholic controls, did not significantly differ as a function of task condition. To examine whether amnesics' conscious recollection could be enhanced, Experiment 2 presented the study list five times. The amnesics now were able to exclude a significant number of items from the study list; however, they still did so considerably less frequently than alcoholic controls. For the alcoholic controls, increasing the number of study trials had little additional effect on their exclusion performance, but it significantly enhanced their inclusion performance. Taken together, these findings suggest that for control subjects, word completion performance is likely mediated by a combination of fluency and recollection, while for amnesic patients, performance is almost exclusively based on the fluency with which an item comes to mind.     

Specific word transfer as a measure of processing in the word-superiority paradigm

Explanations of context effects in the Reicher-Wheeler task and the letter-identification task appeal to word-based processing, yet these tasks provide no explicit measure of word processing. An experiment is reported which was designed to investigate the use of transfer in the word-identification task as a measure of word-based processing in letter-identification tasks. It was found that encoding manipulations that determined whether a word-superiority effect was or was not found in a letter-identification task (e.g., Thompson & Massaro, 1973) also determined whether transfer was or was not found in a subsequent word-identification task. The results of the experiment are discussed in terms of the utility of using transfer experiments as converging evidence about the presence and/or absence of processes that cannot be directly measured in other experimental paradigms.     

Studying speech perception in adolescent school-age children by utilizing primary color perception

Since both speech and color have perceptual ramifications in language, the present study was developed to study speech perception through color perception. With the recent advances in perception generally and color perception specifically, this nontraditional approach to studying speech perception appeared reasonable. The 12 consonants utilized in this study generated 144 pairs of nonsense CV-syllables. The consonant ensemble was selected because it accommodated a maximum number of phonological features with a minimum number of phonemes. The 46 subjects, who were in junior high school with an age range of 11 through 14 years, responded to each of the stimulus pairs by assigning (associating) to it one of the six primary colors. Because of the perceptual orderliness associated with subjects' judgments, the results indicated that color can be used to study speech perception. Specific findings included the retrieval of sameness, fronting (or place), and voicing.This study is based on a master's thesis presented to the Graduate School, Tennessee State University in Nashville. The authors gratefully acknowledge the cooperation and assistance of the Speech and Hearing Institute at the University of Texas Health Science Center-Houston.     

THE EFFECTS OF A CLASSROOM MANAGER ROLE ON THE SOCIAL INTERACTION PATTERNS AND SOCIAL STATUS OF WITHDRAWN KINDERGARTEN STUDENTS

We examined the effects of assigning a classroom manager's role on the frequency of social interactions and the sociometric standing of three withdrawn kindergarten students. Results showed that when the three socially withdrawn students were placed in the manager's role they substantially increased the frequency of their positive social initiations during free-play time, were the recipients of many more positive and significantly fewer negative social bids from their peers, were rated more favorably by their classmates on a sociometric rating scale, and were selected more frequently as best friends by their peers. In addition, follow-up data suggested partial maintenance of treatment effects when students no longer occupied manager positions.     

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.     

Secobarbital and perceptual processing

An experiment which employed each of 18 subjects in four days of testing was used to examine acute secobarbital dose treatment effects on choice reaction time in a Cooper and Shepard (1973) character recognition task. Manipulations of visual stimulus degradation, character difficulty, 180 degree rotation, and mirror-image reversal were included in order to evaluate the hypothesis that the drug affects performance by disrupting early stimulus input processing. The results indicate significant increases in the effect of secobarbital on reaction time and errors under conditions of visual stimulus degradation. The effects of the drug, however, were not changed by 180 degree rotation of the target character or by the other task variables. The results were interpreted to indicate that secobarbital impairs performance primarily by placing selective stress on hypothetical early encoding activities and that later processing operations (associated with use of an internal representation of the target character) are not affected by the drug. Strengths and weaknesses of the two-stage model of visual stimulus processing are discussed and implications of the model for future drug research are indicated.