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.     

ON MARTIN EGER'S "A TALE OF TWO CONTROVERSIES"

Abstract. Criticisms are presented against Eger's challenge to the demarcation between the natural sciences and ethics. Arguments are given both against his endorsement of the "new" philosophy of science and against his rejection of the fact-value dichotomy. However, his educational recommendations are reinforced rather than weakened by these criticisms     

个人化设计在临床研究中的应用——从个体角度研究个体差异

本文从有关研究证据的基础上,介绍了个人化设计的理论基础和实验设计,并在此基础上讨论了个人化设计在临床研究领域中的应用价值,总结出一种适合临床病人使用的研究程序。个人化设计允许对个体的个人价值进行分析,并能同时研究不同刺激信息的作用,在个体水平上分析个体差异。通过简化了的实验程序,个人化设计为解决临床研究中的问题提供了一种新的思维方式。文中还对相关研究法的局限进行了讨论。     

Least-squares approximation of an improper correlation matrix by a proper one

An algorithm is presented for the best least-squares fitting correlation matrix approximating a given missing value or improper correlation matrix. The proposed algorithm is based upon a solution for Mosier's oblique Procrustes rotation problem offered by ten Berge and Nevels. A necessary and sufficient condition is given for a solution to yield the unique global minimum of the least-squares function. Empirical verification of the condition indicates that the occurrence of non-optimal solutions with the proposed algorithm is very unlikely. A possible drawback of the optimal solution is that it is a singular matrix of necessity. In cases where singularity is undesirable, one may impose the additional nonsingularity constraint that the smallest eigenvalue of the solution be , where is an arbitrary small positive constant. Finally, it may be desirable to weight the squared errors of estimation differentially. A generalized solution is derived which satisfies the additional nonsingularity constraint and also allows for weighting. The generalized solution can readily be obtained from the standard unweighted singular solution by transforming the observed improper correlation matrix in a suitable way.     

The psychophysics of spending

Several theories of decision making are based, in part, upon the principles of psychophysics (Kahneman and Tversky, 1979; Thaler, 1985). For example, due to the psychophysics of quantity, the difference between $10 and $20 seems greater than the difference between $110 and $120. To determine whether psychophysics influences consumers' decisions, subjects in four studies made real or hypothetical purchases. It was predicted that as the size of the purchase increased, subjects would be more willing to buy additional smaller items. Small extra purchases should seem like minor expenditures when they follow larger purchases. Results of the four studies supported our hypothesis. In addition, it was found that subjects responded not only to actual changes in purchase size but also to changes in the presentation or framing of a purchase.     

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.     

Political Extremism and a Generalized Propensity to Discriminate Among Values

Research exploring the psychological differences between people supporting extreme versus moderate ideologies is growing. However, this research has rarely examined the domain of values. Here, we explore this domain by assessing the possibility that political extremists discriminate more among values compared to moderates, namely, that extremists exhibit strong commitment toward some values at the expense of other values, whereas moderates would acknowledge a multiplicity of values as equally important. First, we propose a model positing that a value discriminability parameter captures a general tendency to discriminate among values. Second, we test empirically the prediction that, compared to moderates, political extremists exhibit a higher discriminability parameter. This prediction is supported by four studies (including one based on the European Social Survey where representative samples from 29 European countries are examined) where participants reported their ideological orientation and rated the importance of basic human values (we focused on basic values because these transcend the political domain, thus highlighting general effects). Specifically, in all studies we observed a positive correlation between political extremism and residual variability in ratings, a hallmark of a higher discriminability parameter. These findings highlight the value domain as critical to understanding differences between political extremists and moderates.     

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.