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.     

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.     

Social anxiety and fear of bodily sensations in panic disorder and agoraphobia: A matched comparison

This study tests the hypothesis that social anxiety and fear of bodily sensations are associated with the development of agoraphobic avoidance behavior in panic disorder patients. Twenty patients with panic disorder were compared to 20 patients with panic disorder with agoraphobia, matched by sex and duration of disorder. The two groups did not differ on measures of fear and frequency of assertive social responses. However, the agoraphobics scored higher on measures of interpersonal sensitivity, depression, feelings of inadequacy, and hostility. They also reported higher fear of bodily sensations. Although definitive conclusions need to be postponed until prospective studies have been conducted, there is evidence suggesting that the development of agoraphobia in panic patients is associated with hypersensitivity to bodily sensations and interpersonal situations.This research was supported by Grant 560-268-009 of the Dutch Organization for Scientific Research.     

Assertiveness and cognitive processing in interpersonal situations

This study examined social skills components that precede the delivery of a skilled overt interpersonal response. Using a cognitive-behavioral systems approach to assertiveness, a task analysis of how women receive and process information in interpersonal situations requiring an assertive response to men was performed. Forty women were assigned to high- or low-assertive groups based on their Rathus Assertiveness Schedule scores. In small group sessions, each woman viewed four videotaped problem situations requiring an assertive response to both pleasant and angry males. After viewing each scene, each woman completed three questionnaires: (a) receiving information, (b) processing-generation of alternatives and decision making, and (c) processing-generation of consequences. High- and low-assertive participants were found to differ in their evaluation of consequences, for response options, particularly how a male would likely to behave to them. High-assertive participants were judged to evaluate more correctly than low-assertive participants the likely behavior of males if response options were implemented. All participants generated more complex alternatives and more assertive responses to situations involving an angry male as compared to a pleasant male. No differences were found between groups in their ability to receive information accurately. Correlational results were supportive of a cognitive-behavioral systems approach of assertion, that is, the emission of a skilled response depends on a chain of preceding responses.Thanks are due to Vida Dyson and Lenard Jason for their comments on an early draft of this paper.     

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.     

Too hot to help or too cold to care? On the links between ambient temperature,volunteerism, and civic engagement

We investigated the relationship between ambient temperature and prosocial behaviour in real-life settings. It was guided by two mechanisms of opposite predictions, namely (1) higher temperatures decrease prosociality by harming well-being, and (2) higher temperatures increase prosociality by promoting the embodied cognition of social warmth. In Study 1, U.S. state-level time-series data (2002–2015) supported the first mechanism, with higher temperatures predicting lower volunteer rates through lower well-being. Study 2 furthered the investigation by probing the relationship between neighbourhood temperature and civic engagement of 2268 U.S. citizens. The data partially supported the well-being mechanism and reported findings contradictory to the social embodiment mechanism. Higher temperatures predicted lower interpersonal trust and subsequently lower civic engagement. The unexpected finding hinted at a cognitive effect of heat and a compensatory mechanism in social thermoregulation. We discussed the findings regarding their methodological strengths and weaknesses, with cautions made on ecological fallacies and alternative models.     

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.     

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.     

Examining Safety Behavior Subtypes Across Distinct Social Contexts in Social Anxiety Disorder and Major Depression

People with social anxiety disorder (SAD) use different types of safety behaviors that have been classified as avoidance vs. impression management. The current study investigated differences in safety behavior subtype use in 132 individuals with principal diagnoses of social anxiety disorder (SAD, n = 69), major depressive disorder (MDD, n = 30), and nonpatient controls (n = 33) across two social contexts: an interpersonal relationship-building task (social affiliation) and a speech task (social performance). We examined whether diagnostic groups differed in safety behavior subtype use and whether group differences varied by social context. We also explored relationships between avoidance and impression management safety behaviors, respectively, and positive and negative valence affective and behavioral outcomes within the social affiliation and social performance contexts. Safety behavior use varied by diagnosis (SAD > MDD > nonpatient controls). The effect of diagnosis on impression management safety behavior use depended on social context: use was comparable for the principal SAD and MDD groups in the social performance context, whereas the SAD group used more impression management safety behaviors than the MDD group in the social affiliation context. Greater use of avoidance safety behaviors related to higher negative affect and anxious behaviors, and lower positive affect and approach behaviors across contexts. Impression management safety behaviors were most strongly associated with higher positive affect and approach behaviors within the social performance context. These findings underscore the potential value of assessing safety behavior subtypes across different contexts and within major depression, in addition to SAD.