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.     

CO-WORKER IMPLEMENTED JOB TRAINING: THE USE OF COINCIDENTAL TRAINING AND QUALITY-CONTROL CHECKING ON THE FOOD PREPARATION SKILLS OF TRAINEES WITH MENTAL RETARDATION

In two studies, co-workers of persons with disabilities were taught to use coincidental training procedures while completing their own jobs. In Study 1, the effects of coincidental training on the salad-making skills of 3 trainees with mild and moderate mental retardation were evaluated. Coincidental training by co-workers resulted in improved accuracy of the salad-making skills of the trainees. In Study 2, trainees were also coincidentally taught to make quality-control checks of their salads. An alternating treatments and multiple baseline design indicated that the trainees more readily acquired the skills when taught to check the correctness of their work.     

Integrating vocational interest inventory results and expressed choices

Though many studies have examined the predictive power of expressed choices versus that of measured interests, fewer have been concerned with the relationship between the degree to which choices and interests agree and later persistence in an expressed choice. This study explored that relationship, using longitudinal data for 7706 college students and 1372 employed persons. Four levels of congruence between expressed choice and measured interests were identified. Results indicated that persistence in an expressed choice increases systematically as congruence between choice and interests increases. Implications for counselors are noted.     

Measuring the activity of severely and profoundly mentally-handicapped adults in ordinary housing

Earlier work on the quality of care in settings for severely and profoundly mentally-handicapped adults raised the question whether any useful purpose is served by promoting the extensive use of simple recreational materials to occupy people. Data were collected by direct observation on the activity of 6 adults living in a staffed house organized to promote engagement in household activities. Observations were taken over 5 weekdays from 07.00 to 10.00 and 15.00 to 23.00hr. The results showed that Ss spent between 22 and 67% of available time in purposeful activity. Between 27 and 65% of purposeful activity was engagement in domestic or housework tasks. Even the most handicapped people spent more time engaged in housework than in leisure and recreational tasks. The implications of these data are commented on and measurement issues which arise in ordinary housing as opposed to institutional settings are discussed.     

The nature of the phonological disorder in conduction aphasia

Sequences of attempts to name pictured objects were used to examine phonological dysfunction in three diagnostic subgroups of aphasia. A prevalence of "phonologically-oriented sequences" (i.e., those sequences that contained only attempts with a phonological resemblance to the target word) was found to be a diagnostic criterion for conduction aphasia. When compared to a group of Broca's (n = 7) and Wernicke's (n = 5) aphasics, all the conduction aphasics (n = 6) produced proportionately more of such phonologically-oriented sequences on a picture naming test. An examination of the phonologically-oriented sequences produced by the conduction aphasics indicates that speech production in conduction aphasia involves dysfunction at an early stage of sound-encoding. The theoretical implications of this view are discussed.     

Adaptive reasoning: Componential and eye movement analysis of geometric analogy performance

The present study explored individual differences in performance of a geometric analogies task. Whereas past studies employed true/false or two-alternative items, the present research included four-alternative items and studied eye movements and confidence judgements for each item performance as well as latency and error. Item difficulty proved to be a function of an interaction between the number of response alternatives and the number of elements in items, especially for subjects lower in fluid-analytic reasoning ability. Results were interpreted using two hypothesized performance strategies: constructive matching and response elimination. The less efficient of these, response elimination, seemed to be used more by lower ability subjects on more difficult items. While two previous theories resemble one or the other of these strategies, neither alone seems to capture the complexity of adaptive problem solving. It appears that a comprehensive theory should incorporate strategy shifting as a function of item difficulty and subject ability.Componential models, based in part on past research, revealed that a justification component was activated and deactivated depending upon the nature of the analogy being solved. In addition, two new components, spatial inference and spatial application, were identified as important on some items, suggesting that different geometric analogy items invoke different cognitive processing components. Thus, a comprehensive theory should also describe component activation and deactivation.     

Intrinsic enjoyment and boredom coping scales: Validation with personality,evoked potential and attention measures

This paper reports the validation of brief, self-report measures of intrinsic enjoyment and boredom coping. Intrinsic enjoyment is characterized by intense involvement, interest and absorbed concentration; boredom coping is designed to reflect the disposition to restructure one's perceptions and participation in potentially boring activities so as to decrease boredom. Both traits are hypothesized to reflect the capacity for good attentional control across a variety of situations. Reliability was established by test-retest correlation and by an inter-item consistency measurement. Construct validity was established by comparison with previously-validated personality tests, real-life measures (such as Random Activities Experiential Sampling, which involves repeated self-report measures in daily life), as well as with laboratory measures of attention (including the averaged visual evoked potential (EP) and the Continuous Performance Test). Intrinsic enjoyment is significantly correlated with an independent measure of intrinsic involvement (low wish to be elsewhere in one's daily life), the affective experience of potency, self-reports of concentrating well with ease, high ego development, an internal locus of control, lack of boredom susceptibility and certain EP indices of attentional change and ‘cortical’ augmenting. Boredom coping is associated with a higher percent of time actually spent alone, high continuous performance task measures of attentional capacity, and low MMPI and Research Diagnostic Criteria indices of psychopathology.     

When celebrities talk,children listen: An experimental analysis of children's responses to TV ads with celebrity endorsement

Two studies tested the effects of TV ads with celebrity endorsement on the product preference and understanding of 8- to 14-year-old boys. Study 1 compared two ads for a model racer. One had celebrity endorsement (by a famous race driver) and footage of real automobile racing featuring the celebrity (live action); the second had neither feature. Study 2 employed one ad for a different brand of model racer edited to generate a 2 (endorser presence) by 2 (inclusion of live racetrack action) factorial design. A total of 415 boys were exposed to one of the experimental ads or a control ad, embedded in a new animated children's adventure program. Preference for the advertised brand of model racer (pre- and postviewing) and a number of cognitive variables were assessed. Exposure to endorsement led to increased preference for the toy and belief that the celebrity was expert about the toy. Live action led to exaggerated estimates of the physical properties of the toy and the belief that the ad was not staged. The 8- to 10-year-olds associated the glamour of the endorser with the toy and were more reliant on his advice than were 11- to 14-year-olds. However, the two age groups were not differentially affected by the ads. Contrary to the speculation of many researchers, understanding about advertising intent and techniques and cynicism about ads had almost no influence on product preference after viewing.     

The roles of self-regulation and partner regulation on romantic relationship quality

Research into self-regulation and partner regulation strategies has largely involved parallel lines of research, thus, it is difficult to determine the relative contribution of both forms of regulation when it comes to relationship outcomes. Therefore, the question remains as to which form of regulation is more strongly associated with relationship quality; is it more important to focus on adaptive self-regulation or adaptive strategies to regulate one's partner? The current research addresses this important gap by comparing the relative associations of adaptive self-regulation and adaptive partner regulation strategies on romantic relationship quality. A community sample of mixed gender couples (N = 114) who were predominantly satisfied with their current relationships – but nonetheless still experienced relationship conflict – were administered self-report assessments of various self-regulation and partner regulation strategies as well as a measure of relationship quality. Couples also participated in a videotaped discussion of an unresolved relationship issue that was scored by trained coders for verbal and nonverbal indicators of self-regulation and partner regulation strategies. Actor–partner interdependence modeling revealed that for both men and women, adaptive self-regulation strategies were positively associated with their own evaluations of relationship quality as well as their partner's relationship quality. In contrast, engaging in adaptive partner regulation strategies was not significantly associated with men's or women's own, or their partner's relationship quality. Findings highlight the importance of focusing on self-regulation in relationships, as it is these strategies, over partner regulation strategies, that have more positive implications for the relationship quality experienced by typically satisfied couples.     

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.