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 real and the ideal; gender differences in heterosexual behaviour among Norwegian adolescents

This article focuses on gender differences in early heterosexual behaviour among Norwegian adolescents. The material comprised a random sample of 3000 Norwegian adolescents aged 17–19 years. The response rate was 63%. Data were collected by means of anonymous self-administered questionnaires. Sixty-nine per cent of the girls and 59% of the boys had had sexual intercourse. The majority of the adolescents, and a larger percentage of girls than of boys, had their first intercourse within a relationship of mutual commitment. The boys' first coital partners were 0.2 years younger than the boys themselves and the girls' partners were 2.8 years older than were the girls. Boys had had more coital partners than girls but girls had had intercourse more often than boys. Coital frequency was affected more by how long the adolescents had known the partner than by gender as such. In conclusion, boys and girls aged between 17 and 19 years form part of couples at two different stages of development. For this reason, boys and girls accumulate different sexual experiences in the early stage of their sexual careers.     

Relationship of testosterone to men's family functioning at mid-life: A research note

Sociobiological theory suggests that aggression coupled with altruism is highly adaptive for males in all social systems, including the family, whereas sex-role convergence theory indicates that lower levels of aggression are most adaptive for men, particularly at mid-life. The purpose of this study was to determine the role that testosterone, as a proxy for aggression, plays as an adaptive mechanism in the lives of middle-aged males. The sample used in this study consisted of 37 middle-aged (39–50 years of age) males employed in professional occupations in a midwestern metropolitan area. Testosterone levels were regressed on factors typically found to be related to male satisfaction with family life at mid-life: marital satisfaction, parent-adolescent communication, amount of emotional expressiveness, and androgynous characteristics; recent positive and negative stressors and trait anxiety were statistically controlled. Results of step-wise multiple regression analysis indicated that low levels of testosterone were significantly (R = .34, P < .01) related to enhanced marital and parental relationships and androgynous behaviors; however, emotional expressiveness was significantly related to high levels of testosterone.     

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.     

The intergenerational transmission of relationship instability: A focus on emerging adult on-off relationships

This study extends prior research on the intergenerational transmission of relationship instability by examining parents' history of on-off relationships as a predictor of emerging adults' own cycling (i.e., breaking up and renewing with the same romantic partner). Data were collected at a large mid-western university from 702 emerging adults (18–25 years old). Multinomial logistic regression was used to predict the likelihood that participants had cycled in a past or current relationship. Results show that parental cycling increased the likelihood of offspring cycling in a past or current relationship relative to never cycling, and greater uncertainty about the future of the relationship was a mechanism through which such transmission occurred. Findings from this study demonstrate that parental relationship instability can even be consequential for the transient relationships within emerging adulthood, making family history a productive area to explore for practitioners working with cyclical partners and/or emerging adults.     

Clinician experiences of homework in couples and family therapy: A survey of perceived impact on the working alliance

The process of engaging clients in homework assignments has been studied extensively in research settings, but rarely have the challenges in the implementation of the science been considered in couples and family therapy. A survey was conducted of 226 clinicians regarding (1) their experience of homework adherence (quantity and quality) with couple and family clients, and (2) their experience of the impact of homework non-completion (IHN) on the working alliance. Clinicians working with families reported less overall homework quantity and quality. However, across both couples and family clients, more negative IHN was reported among clinicians experiencing less homework quantity, both in terms of IHN bond (couple ρ = 0.71, p < 0.001; family ρ = 0.78, p < 0.001) and IHN agreement (couples ρ = 0.25, p < 0.001; ρ = 0.19, p = 0.006), and among clinicians with fewer years of clinical experience (r = 0.19, n = 136, p < 0.05). The present findings suggest that, in the context of couples and family therapy, there is a risk of perceived negative IHN on the working alliance. There would be merit to future investigations examining the processes of facilitating homework engagement within the context of a strong working alliance.     

When left hands touch: shadow vows and Jung’s quaternity

Is there a connection between the exchange of vows and the fighting and suffering of couples that are unique to the institution of marriage? This essay introduces the concept of Shadow Vows, the unacknowledged assumptions, agreements, and obligations each partner brings to the relationship, which the authors believe are often responsible for longstanding marital discord and strife. The authors ground the existence of shadow vows in Jung’s quaternity, alchemy, typology, archetypal theory, and depth approaches to couple therapy. The essay concludes with a list of themes indicative of shadow vow enactments in clinical work with couples.     

Taking stock of the longitudinal study of romantic couple relationships: The last 20 years

Longitudinal dyadic research provides significant benefits for our understanding of romantic couple relationships. In this systematic review, we begin by providing a broad overview of topical trends and approaches in longitudinal couple relationships research from 2002 through 2021. Then, we narrow our review to dyadic relationship quality articles, highlighting key themes as well as noting important gaps in the research. Using an intersectional perspective that acknowledges multiple ways that disadvantage, power, and oppression may be seen in both research and in couples' lived experience, we note prominent paradigms used in examining couple relationships, what types of questions have been most valued, and what groups and approaches are underrepresented in the literature. Most longitudinal couple relationships research is quantitative, relies on self-report approaches from American couples in the early-to-middle years of their relationships, concentrates more on negative aspects of relationships than positives, and takes a communication-satisfaction paradigm in studying couples. We see a clear need to increase the use of methodologies beyond self-report measures, conduct more studies with within-group minority, older adult, culturally-diverse, and context-specific samples to explore the diversity of relationships, and fully consider both strengths and positive processes in relationships as well as the challenges couples experience.     

“What matters to us”: The portrait values questionnaire to measure couple values

No previous studies have analyzed values as qualities of relational microsystems, such as the romantic couple. Based on Schwartz's Theory of Human Values, this study examines the psychometric properties of the Portrait Couple Values Questionnaire (PCVQ). It measures four couple value dimensions: conservation, openness to change, self-enhancement, and self-transcendence. Five hundred and forty-six Italian respondents (54.1% women), aged 41.52 years (SD = 7.19; range 23–63) and having a couple relationship, have filled in an anonymous online questionnaire. The results show the good psychometric properties of the PCVQ. The Confirmatory Factor Analysis Magnifying Glass Strategy shows good indexes of fit for each value dimension, except for the Root Mean Square Error of Approximation (RMSEA) for openness to change, thus confirming that the PCVQ measures the four values with satisfactory internal consistency. The Multidimensional Scaling results, by showing a Stress-1 index of 0.07, confirm the circular structure of values because the four value dimensions are in the position predicted by Schwartz's model. Participants' personal and couple values are highly but not perfectly correlated, suggesting that couple values are a related but distinct construct compared to personal values. This study's contribution lies in introducing an innovative construct into the literature on values and couples, proposing a scale to assess it.     

Experiences with social support among older adult women participating in gay square dancing

LGBTQI2S+ (lesbian, gay, bisexual, transgender, questioning, intersex, and two-spirit, etc.) individuals face unique challenges to physical activity participation, such as discrimination and exclusion. Square dance is a form of collaborative group dancing and while traditionally a heteronormative form of dance, gay square dance is typically open to everyone, regardless of sexual orientation. Square dancing offers opportunities to belong to a community of others engaged in the same activity, which older adults often find satisfying. The aim of this research was to understand how older adults who identify as women experience social support in the context of participating in gay square dance and the role previous experiences of social exclusion play in influencing these experiences. Fourteen self-identified women (age range 55–79 years; n = 11 White, n = 1 Black, n = 2 Jewish) belonging to a gay square dance club participated. Participants self-identified as heterosexual (n = 7), lesbian (n = 3), pansexual (n = 1), bisexual (n = 1), or did not identify with existing terminology (n = 2). Interviews were conducted during a gay square-dancing festival and thematically analyzed. Findings highlighted that participants experienced acceptance which affirmed their sense of self and enabled their authentic selves. To foster a sense of belonging and close relationships, specific actions (e.g., demonstrative welcoming of newcomers, mutual support) were taken by other participants in the group. Physical touch is an inherent part of square dancing, which took on different meanings for participants and was overall perceived as safe. Inclusive groups like gay square dance clubs are an important and consistent means where older adult women can experience meaningful social relationships and interactions.