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 role of vital exhaustion in predicting the recurrence of vascular events: A longitudinal study

Background/objective

The aim of this study was to examine the role of vital exhaustion in predicting the recurrence of vascular events.

繁殖群中婴幼川金丝猴社会关系发展的个案研究

使用瞬时取样法,对繁殖笼内出生的两只婴幼川金丝猴进行连续22个月的行为记录。结果表明,川金丝猴婴猴断乳大约在19—20月龄;断乳表现为母婴之间矛盾冲突的过程;群内其他雌性对初生婴儿表现出明显的抢婴、护婴和育婴行为;父亲对婴幼猴表现出接纳和容忍的态度;婴儿在断乳前是群内全体成员保护和爱护的对象,以后开始进入社会关系网,受到成年个体的责备,但很轻微;雌性幼猴在32月龄时尚未被记录到对群内成员表现威胁、蜷缩和匍伏等行为模式。     

Empirical tests of scientific realism: A quantitative framework

The scientific realism debate in philosophy of science raises some intriguing methodological issues. Scientific realism posits a link between a scientific theory's observational and referential success. This opens the possibility of testing the thesis empirically, by searching for evidence of such a link in the record of theories put forward in the history of science. Many realist philosophers working today propose case study methodology as a way of carrying out such a test. This article argues that a qualitative method such as case study methodology is not adequate for this purpose, for two reasons: to test scientific realism is to pose an effects-of-causes question, and observational and referential success are quantities that theories possess to a greater or lesser degree. The article concludes that an empirical test of scientific realism requires a quantitative method.     

编码后奖赏影响基于议程的学习：奖赏预期和结果的作用

基于ABR模型考察奖赏预期和奖赏结果对不同难度词对记忆与元记忆的影响。结果发现：(1)限时学习条件下,奖赏结果促进不同难度词对记忆成绩和学习判断,奖赏预期仅提高简单词对的记忆成绩。(2)自定步调学习条件下,定时学习判断时奖赏结果仅影响学习判断;奖赏预期促进高难度词对的学习时间分配,从而提高记忆成绩和学习判断。(3)在自定步调学习时,奖赏预期超越难度成为影响学习时间分配的因素。以上结果表明,个体会综合奖赏预期、奖赏结果和难度构建学习议程,足够大的奖赏预期会超越难度成为议程构建的主导因素。但奖赏预期和奖赏结果对记忆成绩、学习时间分配和学习判断的影响受学习条件调节。     

“It's wrong to relax,you have to be on the go,go, go,all the time”: Emotional transformation in a case of emotion-focused therapy for generalised anxiety disorder

Generalised anxiety disorder (GAD) is a highly prevalent, chronic and impairing disorder. The aim of this study was to qualitatively describe the transformation in emotional processing across 16 sessions of a successful emotion-focused therapy (EFT) treatment for GAD. A theoretical framework derived from the EFT model of in-session emotional transformation proposed by Pascual-Leone and Greenberg was used as the basis for qualitative analysis. Additionally, the Classification of Affective Meaning States, the Client-Expressed Arousal Scale-III and the Client Emotional Productivity Scale-Revised were utilised by observer–raters to classify moment-by-moment shifts in client affective-meaning states, emotional arousal and emotional productivity. Results supported the emotion transformation model. The client presented in a state of poorly differentiated but highly aroused distress provoked by identifiable interpersonal and intrapersonal triggers. Emotional and behavioural avoidance provoked by fear of pain was evident. Accessing core pain and responding to attendant needs with compassion and protective anger was shown to facilitate the higher order emotional processing states of grief, relief and agency. Implications are proposed, including that addressing core emotional vulnerability may be a critical intervention in the successful treatment of GAD.     

Stolen elections: How conspiracy beliefs during the 2020 American presidential elections changed over time

Conspiracy beliefs have been studied mostly through cross-sectional designs. We conducted a five-wave longitudinal study (N = 376; two waves before and three waves after the 2020 American presidential elections) to examine if the election results influenced specific conspiracy beliefs and conspiracy mentality, and whether effects differ between election winners (i.e., Biden voters) versus losers (i.e., Trump voters) at the individual level. Results revealed that conspiracy mentality kept unchanged over 2 months, providing first evidence that this indeed is a relatively stable trait. Specific conspiracy beliefs (outgroup and ingroup conspiracy beliefs) did change over time, however. In terms of group-level change, outgroup conspiracy beliefs decreased over time for Biden voters but increased for Trump voters. Ingroup conspiracy beliefs decreased over time across all voters, although those of Trump voters decreased faster. These findings illuminate how specific conspiracy beliefs are, and conspiracy mentality is not, influenced by an election event.     

“‘WE' AND ‘THEY'”: WHY MUST WE ENGAGE IN CROSS-CULTURAL CONVERSATION?

This article contains the principal ideas that I presented in four different sessions at the IRAS 2022 conference, on the theme “‘We' and ‘They’: Cross-Cultural Conversation on Identity.” Focusing on the central topic, the article begins with (i) the contents of my opening lecture; followed by (ii) a broad outline of the concerns discussed in my book, Cross-Cultural Conversation: A New Way of Learning, intertwined with glimpses of the intellectual journey that led me to CCC, delivered in the Book-discussion session; (iii) a summary of the main ideas about the importance of meeting of religions today, which formed the background for the CCC Panel discussion on religion, where I was in conversation with spokespersons of five world religions; and (iv) my comments on how science–religion dialogue can help promote a sense for human solidarity by combining knowledge with wisdom, in the concluding session.     

Perceptions of candidate strength in job recruitment: Does candidate race moderate the attractiveness bias in White women?

The attractiveness bias suggests that people who are more attractive will be positively favored across life outcomes. This study sought to test whether candidate attractiveness, sex, and race, affect perceptions of candidate strength in a job recruitment task. In total, 338 White women (M_age = 20.94 ± 5.65) were asked to make judgements of a potential candidate for an administrative job (resume with candidate photograph). The vignettes differed in terms of candidate ability (strong/weak), sex (male/female), race (Black/White), and attractiveness (attractive/less attractive). Participants rated perceived candidate strength and likelihood to invite for interview. Results showed no significant main effects for attractiveness. However, there was a significant interaction for target attractiveness and race, such that attractive/White candidates were more likely to be invited for interview than less attractive/White candidates. There was also a significant main effect for race such that Black candidates were rated as stronger and more likely to be interviewed. Sensitivity analyses (with nonheterosexual women removed from the sample) also showed a main effect for target sex such that female candidates were favored over male candidates. Overall, these findings provide evidence that attractiveness, sex, and race have important, albeit complex, effects on hiring decisions in the workplace.