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.     

ISLAMIC PHILOSOPHY AND ARTIFICIAL INTELLIGENCE: EPISTEMOLOGICAL ARGUMENTS

This essay presents an analysis of different processes of machine learning: supervised, unsupervised, and semisupervised, through the prism of the epistemologies of several prominent Islamic philosophical schools. I discuss the way each school conceptualizes the ontological absolute (immortality, death, afterlife) and the way this shapes their respective epistemologies. I present an analysis of the different machine learning processes through the prism of the epistemological constructs of each of these philosophic traditions. I conclude with the argument that more scholars from the Islamic philosophical tradition should engage in the debates about the development of artificial intelligence and its implications, given that many Muslim countries are among the leaders in this development and its application in everyday life.     

Parallel distributed processing and neuropsychology: A neural network model of Wisconsin card sorting and verbal fluency

Neural networks can be used as a tool in the explanation of neuropsychological data. Using the Hebbian Learning Rule and other such principles as competition and modifiable interlevel feedback, researchers have successfully modeled a widely used neuropsychological test, the Wisconsin Card Sorting Test. One of these models is reviewed here and extended to a qualitative analysis of how verbal fluency might be modeled, which demonstrates the importance of accounting for the attentional components of both tests. Difficulties remain in programming sequential cognitive processes within a parallel distributed processing (PDP) framework and integrating exceedingly complex neuropsychological tests such as Proverbs. PDP neural network methodology offers neuropsychologists co-validation procedures within narrowly defined areas of reliability and validity.     

Stylistic appearances and linguistic diversity

Philosophy is beginning to pay problems of linguistic justice the attention they deserve in today's heavily interconnected and migrant world. Contemporary philosophy itself, however, has a particular problem of linguistic justice that deserves metaphilosophical attention. At least in the philosophical tradition that is mainstream in much of the world today, viz., analytic philosophy, methodological and sociological mechanisms make it the case that the voices of non-(native) Anglophone philosophers are substantially less heard. Among the mechanisms responsible for this situation, argues this paper, is the emphasis given by influential philosophical institutions to linguistic style and appearances as signs of clarity, precision, and rigour in the treatment of philosophical problems. Such an emphasis is not justifiable, in part because it deprives philosophy of a wider variety of perspectives. The paper concludes by presenting and motivating a recent initiative that aims to foster greater linguistic and cultural diversity within the profession.     

Les théories implicites de l’intelligence : une question de perspectives ?

IntroductionImplicit theories of intelligence are beliefs that people form regarding the malleability of intelligence. The so-called “growth” and “fixed” mindsets respectively view intelligence as a characteristic that can or cannot be changed. Psychology, as a science, also offers diverging responses. The developmental and differential traditions in the study of intelligence merely provide different answers because they do not focus on the same sources of variability nor on the same dimensions of intelligence.ObjectivesThe research question that guided the present studies was: Are people's naïve theories influenced by the same factors that drive developmental and differential psychologists to different conclusions?MethodIn Study 1, we first assessed participants’ (n = 509) reference norm orientation (i.e. whether they tend to focus on individual or social comparison), using a task in which they had to predict the school results of an hypothetical child. Then we administered a French version of Dweck's (2007) mindset scale. In study 2, we first asked participants (n = 530) to choose between two definitions of intelligence focusing either on its fluid or crystalized dimensions. Then we administered the French Mindset Scale and asked participants to justify their conclusion.ResultsBoth variables of interest (reference norm orientation and preferred definition of intelligence) had a significant effect on the participant's incremental beliefs.ConclusionThe results of the two studies as well as the qualitative analysis of participants’ arguments suggest that mindsets, like scientific theories, partly stem from the fact that the same question regarding intelligence malleability can be approached with two different perspectives.     

When faces and voices come together: Face width-to-height ratio and voice pitch contribute independently to social perception

Prior research has shown that the face's width-to-height ratio (fWHR) and the voice's pitch influence social perception. Yet, the relative contribution of either cue has been largely unexplored. We examined the simultaneous effects of fWHR and pitch on social evaluations. Experiment 1 (N = 102) tested how such cues shaped global impressions. Experiment 2 (N = 121) tested fWHR and pitch's effect on behavioural affiliative intentions, framing social interaction as a physical or an intellectual competition. Experiment 3 (N = 57) assessed whether variations in fWHR and pitch could influence trait attribution (i.e., physical formidability and intelligence). Individuals with large faces or low-pitched voices elicited negative impressions, positive behavioural intentions in a physical competition, and the attribution of stronger formidability but lower intelligence. Across the studies, cues exerted independent effects. The implications of these findings for research on cross-modal social perception are discussed.     

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.     

HOW CULTURE MADE US UNIQUELY HUMAN

This article argues that understanding human uniqueness requires recognizing that we are a cultural species whose evolution has been driven by the interaction among genes and culture for over a million years. Here, I review the basic argument, incorporate recent findings, and highlight ongoing efforts to apply this approach to more deeply understand both the universal aspects of our cognition as well as the variation across societies. This article will cover (1) the origins and evolution of our capacities for culture, (2) examples of specialized mental abilities such as those related to mechanical causality, prestige, and cooperation, and (3) recent efforts to apprehend our capacities for abstraction. I close by discussing common canards that generate confusion in mapping what makes us human.     

SPIRITUAL INTELLIGENCE: PROCESSING DIFFERENT INFORMATION OR PROCESSING INFORMATION DIFFERENTLY?

This article introduces the concept of spiritual intelligence in terms of a natural human ability to take a different perspective on reality rather than an extraordinary ability to engage with a different/supernatural reality. From a cognitive perspective, spiritual intelligence entails a re-balancing of the two main modes of human cognition, with a prioritization of the holistic-intuitive mind over the conceptual one. From the psychological and phenomenological perspectives, it involves a different kind of engagement with information: slower, more participatory, less objectifying, and not focused entirely on problem solving. The article ends with a reflection on the theological implications of the proposed model and how such an account of spiritual intelligence as knowing differently might relate to theological anthropology and the theology of the spirit and the spiritual.     

Développement initial et processus de validation de l’échelle d’auto-efficacité émotionnelle au travail

The study aims to develop and present the validation process of a questionnaire on emotional self-efficacy in the work context from the six steps proposed by Dussault et al. (2007). The study is based on the theories of emotional intelligence of Mayer and Salovey (1997), Petrides and Furham (2001) and the self-efficacy of Bandura (1997). Following an expert analysis and a pre-test, the Emotional Self-Efficacy at Work scale is composed of 41 items. The participants are 985 Canadian workers. The results of confirmatory factor analyzes support the seven-dimensional structure, namely the self-efficiency to perceive one's emotions and those of others at work, the self-efficiency to use emotions at work, the self-efficiency to understand one's emotions and those of others at work and finally, the self-efficiency to manage one's emotions and those of others at work. The results also indicate that the seven dimensions have satisfactory internal coherence indices. The results suggest that this questionnaire is well suited to describe emotional self-efficacy at work. The use of the questionnaire will be discussed.