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.     

A qualitative study of leader behaviors perceived to enable salesperson performance

Abstract

This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise software company were examined through a qualitative analysis. Results indicated that participants believed sales leadership played an important role in influencing sales performance. When asked to describe specific sales leader behaviors that best enable salesperson performance, sales professionals – both sales leaders and salespeople – overwhelmingly referenced coaching, followed by collaborating, championing, and customer engaging. We define and describe these four key sales leader behaviors and identify four potential mediating variables (trust, confidence, optimism, and resilience), from which emerges a conceptual framework of sales leader behaviors perceived to enable salesperson performance. We examine these four key sales leader behaviors and mediators in the broader context of leadership theory, particularly transformational, servant, authentic, and adaptive leadership theories. The key contribution of this study is the identification of a set of leader behaviors that are likely to be especially effective in modern sales organizations given that they originated from the perceptions of sales professionals themselves.     

ACQUISITION AND FUNCTIONAL ANALYSIS OF MANDING WITH AUTISTIC STUDENTS

Three autistic students were trained to request a specific object from an adult “supplier” with the sentence, “Give me —” and to deliver that object to another adult, the “director.” Subsequently, the degree to which the object offered by the supplier controlled the “Give me —” verbal response was assessed by delivering to the student an object other than the one requested. Despite knowing the names of all objects used in the experiment, students accepted and delivered to the director any object offered by the supplier regardless of its match with the requested object. After training to say “That's not it. Give me —” when nonrequested objects were offered, students responded differentially to requested and nonrequested objects, suggesting control of the “Give me —” response by the requested object, a characteristic of a mand. These results generalized across settings and objects. Results are discussed in terms of the training technique to establish manding and the functional analysis of the resulting verbal behavior.     

Reciprocal peer management: Improving staff instruction in a vocational training program

To test the feasibility and utility of involving peers as sources of feedback, 6 subjects, instructors in a vocational program for adults with mental retardation, participated in a staff training and management program. Subjects' teaching interactions were assessed during baseline, in-service training (on effective teaching), return-to-baseline, peer management, and follow-up phases. Peer management was introduced in multiple baseline fashion across pairs of subjects. Members of each pair were trained to monitor peer teaching, to record and graph data, to provide feedback, and to set goals with the peer. Each pair then performed these procedures on the job for several weeks, during which time 4 of the 6 subjects increased their use of effective teaching methods (over baseline). However, inconsistencies in the magnitude and durability of these increases require that the study be viewed as inconclusive, although it has heuristic value as a promising model for involving co-workers in staff management programs.     

Three intensive community-based programs for children and youth with serious emotional disturbance and their families

Systems of care for children with serious emotional disturbance and their families have generally lacked intensive community-based programs. We describe three types of newly established community-based programs in New York State and present a general evaluation plan for determining which programs work for various children and their families. The three community-based programs are Intensive Case Management, Family-Based Treatment, and Family-Centered Intensive Case Management. Process and outcome evaluations are being conducted for each of these programs. These evaluations make use of common intake and termination instruments, based on a minimum data set, standardized assessment instruments, and a common logic model, thus facilitating the comparison of findings across evaluations.     

A quantitative analysis of chain-schedule performance

Six pigeons were trained with a chain variable-interval variable-interval schedule on the left key and with reinforcers available on the right key on a single variable-interval schedule arranged concurrently with both links of the chain. All three schedules were separately and systematically varied over a wide range of mean intervals. During these manipulations, the obtained reinforcer rates on constant arranged schedules also frequently changed systematically. Increasing reinforcer rates in Link 2 of the chain increased response rates in both links and decreased response rates in the variable-interval schedule concurrently available with Link 2. Increasing Link-1 reinforcer rates increased Link-1 response rates and decreased Link-2 response rates. Increasing reinforcer rates on the right-key schedule decreased response rates in Link 1 of the chain but did not affect the rate in Link 2. The results extend and amplify previous analyses of chain-schedule performance and help define the effects that a quantitative model must describe. However, the complexity of the results, and the fact that constant arranged reinforcer schedules did not necessarily lead to constant obtained reinforcer rates, precluded a quantitative analysis.     

Effects of delayed conditioned reinforcement in chain schedules.

The contingency between responding and stimulus change on a chain variable-interval 33-s, variable-interval 33-s, variable-interval 33-s schedule was weakened by interposing 3-s delays between either the first and second or the second and third links. No stimulus change signaled the delay interval and responses could occur during it, so the obtained delays were often shorter than the scheduled delay. When the delay occurred after the initial link, initial-link response rates decreased by an average of 77% with no systematic change in response rates in the second or third links. Response rates in the second link decreased an average of 59% when the delay followed that link, again with little effect on response rates in the first or third links. Because the effect of delaying stimulus change was comparable to the effect of delaying primary reinforcement in a simple variable-interval schedule, and the effect of the unsignaled delay was specific to the link in which the delay occurred, the results provide strong evidence for the concept of conditioned reinforcement.     

Représentations des cheffes de cuisine quant à leur activité de management : faire sa place dans des brigades exclusivement masculines

This article presents an exploratory study aimed at identifying the représentations of female chefs regarding their management activity in often exclusively mal teams. In order to carry out this research, 20 female chefs were questioned via individual interviews, equipped with projective maps from the DIXIT game. The thematic analysis shows that female leaders have a family heritage that prompted them to enroll in this profession, without necessarily having received training in management activities. Chefs are looking for their own style, which they distinguish from that of men. Finally, the heads express having to build their own professional environment to protect themselves. These results will be discussed in the last part.     

Extending exploratory diagnostic classification models: Inferring the effect of covariates

Diagnostic models provide a statistical framework for designing formative assessments by classifying student knowledge profiles according to a collection of fine-grained attributes. The context and ecosystem in which students learn may play an important role in skill mastery, and it is therefore important to develop methods for incorporating student covariates into diagnostic models. Including covariates may provide researchers and practitioners with the ability to evaluate novel interventions or understand the role of background knowledge in attribute mastery. Existing research is designed to include covariates in confirmatory diagnostic models, which are also known as restricted latent class models. We propose new methods for including covariates in exploratory RLCMs that jointly infer the latent structure and evaluate the role of covariates on performance and skill mastery. We present a novel Bayesian formulation and report a Markov chain Monte Carlo algorithm using a Metropolis-within-Gibbs algorithm for approximating the model parameter posterior distribution. We report Monte Carlo simulation evidence regarding the accuracy of our new methods and present results from an application that examines the role of student background knowledge on the mastery of a probability data set.     

Structuring argumentation in a social constructivist framework: A pedagogy with computer support

What we usually think of as higher order skills in argumentation can be profitably viewed as systematic structures for organizing and representing information. Standard terms like line of argument, synthesis, analysis and draft can be viewed as ways of constructing, storing, and accessing data in a social context — data structures for social communication. What makes argument difficult are the multiple structures that arguers have to construct and negotiate when reading and composing. In this paper, we describe the WARRANT project, a project designed to identify data structures of written argument and to design and implement computer tools to aid in the reading and design of argument.