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 design and use of the Bioethics Consultation Form

The emergence of the ethics consultation as a means to resolve moral crises in clinical medicine has revealed the need for a worksheet that would facilitate intake and analysis. The author developed the Bioethics Consultation Form as an attempt to remedy this need. The form is arranged in an outline format and is a useful asset to ethics committee discussions and record keeping. The first section covers basic intake data concerning the patient's medical and personal information, advance directives, and values, as well as the values of the physician and family. After the intake section is completed with the above data, the ethics consultant then turns to the analysis section. This second section allows for (1) the discussion of conflicting values, (2) the identification of priorities, and (3) the elucidation of ethical norms relevant to the case.The Bioethics Consultation Form was adopted by the Patient Care Advisory committee of the Franklin Square Hospital Center in Baltimore, Maryland in 1986. The methodology in the use of the form will be discussed. Further, the potential spectrum of consultative cases that can be analyzed using the form will be highlighted.     

Differential predictability of preferences and choices

A combined multi-attribute utility and expectancy-value model has repeatedly been found to yield a worse fit to choices than to preference ratings. The present study investigated two possible explanations for this finding. First, people's belief-value structures may change in the choice task as they try to find the best alternative. Second, a difficult choice task may cause the decision maker to use simplifying heuristics. In the first of two experiments, subjective belief-value structures were measured on two occasions separated by about one week. Immediately before the second measurement, different groups of subjects performed a choice task, gave preference ratings, or performed a control task. The results did not support an interpretation of the greater difficulty of predicting choices in terms of changes in belief-value structures. However, the notion of simplifying heuristics received support by the finding that adopting simpler versions of the original model improved the predictions of the choices. In the second experiment, beliefs were measured immediately before or after each of a series of choices or preference ratings. The results indicated that although temporary changes in beliefs may occur, they can hardly provide a full account of the differential predictability of preferences and choices.     

Nonconvergence,improper solutions,and starting values in lisrel maximum likelihood estimation

In the framework of a robustness study on maximum likelihood estimation with LISREL three types of problems are dealt with: nonconvergence, improper solutions, and choice of starting values. The purpose of the paper is to illustrate why and to what extent these problems are of importance for users of LISREL. The ways in which these issues may affect the design and conclusions of robustness research is also discussed.     

The power within: Mass media,scientific entertainment,and the introduction of psychical research into China, 1900–1920

How did a new science initially promoted by only a few individuals eventually become a widespread cultural phenomenon practiced and known by thousands of people? Following a transnational approach, this article traces the introduction of psychical research into China during the first two decades of the 20th century. Known in the Republican period (1912–1949) as Spiritual Science (xinling kexue or xinling yanjiu), psychical research flourished between the 1920s and 1930s, playing a key role in the popularization of applied psychology and mind-cure across China. This article takes a step back from the heyday of Spiritual Science by looking at the period that immediately preceded and helped define it. Focused on wide-circulation newspapers, popular manuals, and stage performances, it teases out the ways in which Chinese popular culture translated European, American, and Japanese psychical research to local Chinese audiences in the midst of China's search for modernity. By naturalizing the reality of psychic powers, spiritual scientists blurred the boundaries between science and superstition in a period when these were posited as diametrically opposed.     

Stylistic appearances and linguistic diversity

Philosophy is beginning to pay problems of linguistic justice the attention they deserve in today's heavily interconnected and migrant world. Contemporary philosophy itself, however, has a particular problem of linguistic justice that deserves metaphilosophical attention. At least in the philosophical tradition that is mainstream in much of the world today, viz., analytic philosophy, methodological and sociological mechanisms make it the case that the voices of non-(native) Anglophone philosophers are substantially less heard. Among the mechanisms responsible for this situation, argues this paper, is the emphasis given by influential philosophical institutions to linguistic style and appearances as signs of clarity, precision, and rigour in the treatment of philosophical problems. Such an emphasis is not justifiable, in part because it deprives philosophy of a wider variety of perspectives. The paper concludes by presenting and motivating a recent initiative that aims to foster greater linguistic and cultural diversity within the profession.     

Political Extremism and a Generalized Propensity to Discriminate Among Values

Research exploring the psychological differences between people supporting extreme versus moderate ideologies is growing. However, this research has rarely examined the domain of values. Here, we explore this domain by assessing the possibility that political extremists discriminate more among values compared to moderates, namely, that extremists exhibit strong commitment toward some values at the expense of other values, whereas moderates would acknowledge a multiplicity of values as equally important. First, we propose a model positing that a value discriminability parameter captures a general tendency to discriminate among values. Second, we test empirically the prediction that, compared to moderates, political extremists exhibit a higher discriminability parameter. This prediction is supported by four studies (including one based on the European Social Survey where representative samples from 29 European countries are examined) where participants reported their ideological orientation and rated the importance of basic human values (we focused on basic values because these transcend the political domain, thus highlighting general effects). Specifically, in all studies we observed a positive correlation between political extremism and residual variability in ratings, a hallmark of a higher discriminability parameter. These findings highlight the value domain as critical to understanding differences between political extremists and moderates.     

Finding voice in a year of collective trauma: Case study of an online photovoice project with youth

In this article, we share findings from a qualitative case study of a virtual youth photovoice program implemented across three regions of the United States. The purpose of the program was to engage youth in research on a social issue relevant to them during an unprecedented year marked by two public health crises, COVID-19 and anti-Black racial violence. Results of an analysis of curriculum and archival program materials lend support for online strategies for youth engagement including individualized support and online audiovisual presentations with avatars. Racial justice and trauma-informed adaptations were designed to be responsive to youth needs for flexible programming and safe spaces. Themes captured in the first online gallery of youth photos include (1) tools for mental health, (2) meaningful connection, and (3) community advocacy, bringing attention to structural issues as well as family and community strengths. Findings suggest photovoice can be thoughtfully adapted for youth researchers and support individual and group storytelling in response to collective trauma.     

老龄化对F0轮廓线索在汉语言语识别去掩蔽作用的影响

动态基频(F0)轮廓有助于嘈杂环境下的言语识别,可以作为将目标语音从背景声中分离的知觉线索。本研究通过评估老年人与年轻人在言语掩蔽下聆听具有自然动态F0轮廓与对F0轮廓操作调节后的汉语语句的言语识别能力,探讨老龄化对F0轮廓线索在汉语言语识别去掩蔽作用中的影响。结果显示,在言语掩蔽下自然动态的F0轮廓比压扁或拉伸的F0轮廓更能帮助年轻人抵抗信息掩蔽识别目标言语;而老年人在言语掩蔽下却难以从动态F0轮廓线索中受益。研究结果揭示了老年人利用F0轮廓线索促进掩蔽下言语感知能力的老化特点。     

从疫情控制看中庸行动我的应急灵活性

本文撰写的目的是,藉助分析COVID-19疫情控制的应急心理机制,提出一个思考中国人“自我”的新架构,希望未来它能成为研究这一热门研究领域的新进路。沿用中国传统流传下来、但却一直被沿用至今的中庸思维,以及其内涵的“阴阳思维”及“全息思维”作为立论基础,提出“中庸行动我”的构念。它是指个体在选择及执行解决问题之具体行动方案时,依现实“情境需求”,灵活地“协调”出一个最恰当的“行动我”,以配合集体战疫的需要及功效。“中庸行动我”这一构念的提出,不仅只是为了解释战疫的成效,更重要的是它欲反映出中国人思维“灵活性”的根源,从而可以作为研究“中国人自我”的另类进路,不再只是以跨文化研究进路所关注的“本质自我”为主要立论基础,从而丰富了该领域现有的知识内涵。