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.     

Maternal adjustment during pregnancy and the infant''s first year

The study aimed at establishing the predictive validity of clinical observations and interview data collected during late pregnancy. 40 pregnant women from a Swedish non-risk population were interviewed about psychological and somatic well-being, significant relationships and delivery expectations. Pregnancy adjustment was also assessed by the maternal health clinic midwife. After the birth of the child, the mothers were interviewed in the delivery hospital and during home visits when the infants were 2 and 6 weeks, and 4, 8 and 12 months old. The results showed that pregnancy adjustment, as assessed by the mothers themselves, acted as a significant predictor of the early maternal adjustment and the adjustment towards the end of the infant's first year. The midwives' assessments significantly predicted maternal adjustment towards the end of the first year. Pregnancy data did not correlate with maternal delivery experiences.     

Children's choice: Sensitivity to changes in reinforcer density

Two experiments were carried out in which children's sensitivity to changes in reinforcer density (number of reinforcers per session) was measured in a choice paradigm. In Experiment 1, 24 girls (ages 6, 9, and 12 years) performed on concurrent-chain schedules of reinforcement. The initial links were variable-interval 10-s schedules. One terminal link always gave three tokens after 30 s, but the parameters associated with the other were varied. Independent manipulations of reinforcer size (two tokens or four tokens) and prereinforcement delay (25 s or 65 s) led to equal changes in the relative density of tokens that could be earned on the schedules. Subjects at all ages were sensitive to changes in reinforcer density brought about by changes in reinforcer size, whereas only 3 12-year-olds showed sensitivity to the changes brought about by manipulation of prereinforcer delay. In Experiment 2, titration procedures were used to test the extent of this insensitivity to delay in 32 6- and 12-year-old children. In these procedures, a repeated choice of the large reinforcer increased the delay to its delivery, and a repeated choice of the small reinforcer reduced the delay to the delivery of the large reinforcer. Whereas 6-year-old boys and girls tended to maintain a strong preference for the large reinforcer, so increasing the delay to its delivery, 12-year-olds tended to distribute their responses to both alternatives, thus producing a stable level of delay to the large reinforcer. The results from the two experiments support the idea of two stages in the development of adaptive intertemporal choice.     

Complex decision making: A longitudinal study of process and performance

Two studies using a computer-simulated, strategy-formulation game and business students were conducted using simultaneous verbal protocols. It was found that a number of information-processing and information-evaluation thought processes were significantly related to game performance. Consistent with what is known about individual decision making, the present results suggest that, for the task used in this study, individuals who engage in causal analysis perform better than those who do not. But those who focus on negative emotions, blindly repeat previously successful decisions, and engage in illogical through processes perform more poorly than those who do not. Causal replication using real managers within organizational settings, however, is needed before firm conclusions can be drawn from this research.     

Patients' perceptions of treatment for kidney failure: The impact of personal experience on population predictions

Estimates of the probability of various outcomes associated with treatment for kidney failure were made by chronic dialysis patients, dialysis patients awaiting transplant, successful transplant patients, and unsuccessful transplant patients back on dialysis. The latter two groups can be considered a natural experiment testing the impact of personal experience on population predictions. Consistent with the law of small numbers and the availability heuristic, successful transplant patients gave higher estimates of the population success rate for transplantation than unsuccessful transplant patients gave.     

Sex roles and depression: A preliminary investigation of the direction of causality

The present study examined the direction of the relation between sex role self-concept and depression. A total of 23 males and 32 females were given the Personal Attributes Questionnaire and the Beck Depression Inventory at two times separated by a 3-month interval. Results of a cross-lagged panel correlational analysis found no evidence for sex role orientation as a cause of depression. Instead, the data suggested that emotional well being precedes self-perceived instrumentality, but the influence of third variables could not be overlooked. The implications of these data are discussed with particular reference to the need for more complex theoretical formulations of the relation between self-perceived instrumentality and adjustment.     

Different methods of lexical access for words presented in the left and right visual hemifields

Right-handed adults were asked to identify by name bilaterally presented words and pronounceable nonwords. For words in the normal horizontal format, word length (number of letters) affected left visual hemifield (LVF) but not right visual hemifield (RVF) performance in Experiments 1, 2, 3, 5, and 6. This finding was made for words of high and low frequency (Experiment 6) and imageability (Experiment 5). It also held across markedly different levels of overall performance (Experiments 1 and 2), and across different relative positionings of short and long words in the LVF and RVF (Experiment 3). Experiment 4 demonstrated that the variable affecting LVF performance is the number of letters in a word, not its phonological length. For pronounceable nonwords (Experiment 7) and words in unusual formats (Experiment 8), however, length affected both LVF and RVF performance. The characteristics identified for RVF performance in these experiments also hold for the normal reading system. In this (normal) system the absence of length effects for horizontally formatted words is generally taken to reflect the processes involved in lexical access. Length effects in the normal reading system are thought to arise when lexical access for unusually formatted words and for the pronunciation of nonwords requires the short-term storage of information at a graphemic level of analysis. The characteristics of LVF performance indicate that horizontally formatted words presented to the right cerebral hemisphere can only achieve lexical access by a method that requires the short-term storage of graphemic information. This qualitative difference in methods of lexical access applies regardless of whether the right hemisphere is seen as accessing words in the left hemisphere's lexicon or words in a lexicon of its own.     

Comments on Hughes and Sussman''s time-sharing study of cerebral laterality in language-disordered and normal children

M. Hughes and H. M. Sussman (1983, Brain and Language, 19, 48-64) suggest that the time-sharing paradigm "does not serve as an adequate behavioral index for language lateralization in children." The merits of this conclusion are considered and general interpretative issues regarding manual interference in dual-task/time-sharing studies are discussed.     

Morning and evening people: Examination of an identifying scale and of social- and self-perceptions of personality differences

An experiment was conducted aimed first at establishing the reliability and validity of a measure of individual differences in sleeping schedules. Two samples of subjects completed a questionnaire concerning their sleeping behavior which was scored according to the diurnal or nocturnal pattern of their responses. The scores were then used to classify subjects as morning people or evening people. Both the internal reliability and cross-time reliability of the scale were assessed and found to be high. In addition, three indices of construct validity, obtained 4 months after the administration of the scale, supported its validity. In a second part of the experiment, subjects classified as either morning or evening people rated themselves on a set of behavioral and personality dimensions. Another sample of subjects indicated their perceptions of morning people and evening people in general, along the same dimensions. It was found that subjects did have strong beliefs about personality and behavioral differences between morning people and evening people. However, the self-perceptions of the actual morning and evening people did not differ, thereby casting doubt on the validity of popular stereotypic perceptions about the two groups.     

Lateral asymmetry of personal optimism

By combining models of cerebral emotional asymmetry and unilateral hemispheric activation, it was hypothesized that orienting to the right would produce greater personal optimism about future events than would orienting toward the left. This was supported significantly in two experiments which differed from each other in their manipulations, hypothetical future events, means of responding, and settings. The results supported previous research on unrealistic optimism and extended the concept to show the effect of induced lateral orientation. It was proposed that this effect is mediated by mood, and possibly by perceived control, and that this methodology can be extended to other behaviors which have proven amenable to mood manipulation.