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.     

Employee–supervisor political skill congruence and work outcomes: The mediating role of leader–member exchange quality

This study aims to investigate the effect of employee–supervisor political skill congruence on the quality of leader–member exchange (LMX), which in turn influences employees' job satisfaction and turnover intention. For this purpose, two survey studies were conducted. The first study examined the relationship between employee–supervisor political skill congruence and LMX using multi-source data collected from 287 employee–supervisor dyads. The second study examined the indirect effect of congruence in political skill on work outcomes through LMX by using time-lagged multi-source data collected from 142 employee–supervisor dyads. The findings indicate that compared with incongruence, congruence in political skill is associated with higher employee-rated LMX. Moreover, among dyads with congruent political skills, congruence at high levels of political skill is associated with higher employee-rated LMX compared with congruence at low levels of political skill. Moreover, in case of incongruency, low employee–high supervisor political skill combination was related to higher supervisor-rated LMX compared with high employee–low supervisor political skill combination. Lastly, employee–supervisor political skill congruency indirectly influences job satisfaction and turnover intention through employee-rated LMX. This research significantly contributes to the political skill literature by examining potential consequences of employee–supervisor congruence in political skill in the workplace.     

My Country,Right or Wrong: Education,Accumulated Democratic Experience,and Political Socialization of Blind Patriotism

Although educational attainment has been identified as a significant factor that reduces uncritical positive attachment to one's country (i.e., blind patriotism), little is known about whether the remedial effect of education on uncritical patriotism is universal across countries with different histories of democratic rule. This article examines the extent to which democracy stock (the accumulated amount of democratic traditions, legacies, and experiences consolidated over time) conditions the relationship between education and blind patriotism. Using international data from 33 countries, the article shows that the remedial effect of education is more pronounced in countries with larger stocks of democracy than in countries with higher levels of democracy (current or recent). The results imply that the political socialization of critical patriotism is a cumulative process in which citizens internalize their potentially democratic competencies (e.g., knowledge, skills, and dispositions) and develop a sense of national attachment based on critical reflection on government policy and practice (i.e., critical loyalty) over an extended period of time.     

Waving the Flag: National Symbolism,Social Identity,and Political Engagement*

This research examined the psychological underpinnings of concern for national symbols and ritualistic‐ceremonial activities or “symbolic involvement.” We propose and test a distinction between symbolic and “instrumental” involvement or concern for the functionality of national institutions and their capability to provide instrumental benefits to citizens. Items comprising the two constructs were found to be empirically distinct, evidenced by statistically reliable and orthogonal dimensions in exploratory factor analysis. Moreover, evidence based on divergent patterns of relations with various forms of national membership indicates that symbolic and instrumental involvement are rooted in distinct motivational concerns related to identity expression and object appraisal, respectively. These findings suggest that national symbolism evokes a psychological attachment to the nation as an abstracted social entity, but not as a concrete functional system.     

Facing ambiguity with action

An insurrection, threats to our election system, and widespread distrust have spurred a national conversation about civic engagement. Many people of faith are responding with a desire to take action. However, the path to action is often deeply ambiguous. How we choose to take action that counts. This article is a personal reflection on how political engagement can animate faith and faith can guide political engagement. It suggests constant reflection on the subtle ways we can be led into complacency or inaction when interacting with political institutions. By reflecting on these mechanisms and connecting with our faith communities, this article posits that people of faith can thoughtfully and boldly make the daily decisions that make up our civic engagement.     

Comparing Pentecostal and Charismatic Christians’ Religious and Political Beliefs Across Latin America and Sub-Saharan Africa

This article compares the political correlates of Renewalist Christianity in Latin America and sub-Saharan Africa (N = 44,832). Renewalists include Pentecostals and Charismatic members of Mainline Protestant and Catholic churches. Though rarely studied comparatively, Latin America and Sub-Saharan Africa boast the largest Renewalist populations worldwide. Scholars have noted that the religious and political beliefs of Renewalists differ from other Christians, but existing studies either treat Renewalists as a single category or focus on Pentecostals while pooling Charismatic and non-Charismatic Catholics and Protestants as denominational blocks. Using multilevel mixed-effects models, this article first confirms that Renewalists’ religious and political beliefs differ from those of non-Renewalist Christians. Importantly, this cautions against the ubiquitous aggregation of Charismatic and non-Charismatic Catholics (and Protestants) in statistical analyses. Additionally, we theorize and evaluate differences between Renewalists and the role of regional context. Religious differences between Pentecostals and Charismatics, we show, are much larger in Latin America than in Sub-Saharan Africa.     

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.     

Personality and the Policy Positions of Politicians

Politicians’ support of or opposition to concrete policies is uniquely consequential for policymaking, public opinion, and a host of other societal outcomes. Explaining their policy positions is therefore a major research agenda in political science. Here, we evaluate the role of politicians’ personality traits, measured with the Big Five typology, in shaping how liberal or conservative their economic and social policy positions are. While existing research establishes this link among nonelites, it is far from obvious that the same holds for politicians, who have systematically different personality profiles, and whose positions are constrained by party lines. Using an in-person study of 893 legislators in five countries who completed personality questionnaires and provided detailed issue positions, we find that Openness to Experience is strongly and positively predictive of politicians’ liberal positions on both economic and social policies, but a null relationship for Conscientiousness. We also find that Extraversion predicts more conservative economic (but not social) policy positions. We discuss implications for the role of elites’ individual characteristics in policymaking.     

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.