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.     

Maternal adjustment during pregnancy and the infant''s first year

The study aimed at establishing the predictive validity of clinical observations and interview data collected during late pregnancy. 40 pregnant women from a Swedish non-risk population were interviewed about psychological and somatic well-being, significant relationships and delivery expectations. Pregnancy adjustment was also assessed by the maternal health clinic midwife. After the birth of the child, the mothers were interviewed in the delivery hospital and during home visits when the infants were 2 and 6 weeks, and 4, 8 and 12 months old. The results showed that pregnancy adjustment, as assessed by the mothers themselves, acted as a significant predictor of the early maternal adjustment and the adjustment towards the end of the infant's first year. The midwives' assessments significantly predicted maternal adjustment towards the end of the first year. Pregnancy data did not correlate with maternal delivery experiences.     

Children's choice: Sensitivity to changes in reinforcer density

Two experiments were carried out in which children's sensitivity to changes in reinforcer density (number of reinforcers per session) was measured in a choice paradigm. In Experiment 1, 24 girls (ages 6, 9, and 12 years) performed on concurrent-chain schedules of reinforcement. The initial links were variable-interval 10-s schedules. One terminal link always gave three tokens after 30 s, but the parameters associated with the other were varied. Independent manipulations of reinforcer size (two tokens or four tokens) and prereinforcement delay (25 s or 65 s) led to equal changes in the relative density of tokens that could be earned on the schedules. Subjects at all ages were sensitive to changes in reinforcer density brought about by changes in reinforcer size, whereas only 3 12-year-olds showed sensitivity to the changes brought about by manipulation of prereinforcer delay. In Experiment 2, titration procedures were used to test the extent of this insensitivity to delay in 32 6- and 12-year-old children. In these procedures, a repeated choice of the large reinforcer increased the delay to its delivery, and a repeated choice of the small reinforcer reduced the delay to the delivery of the large reinforcer. Whereas 6-year-old boys and girls tended to maintain a strong preference for the large reinforcer, so increasing the delay to its delivery, 12-year-olds tended to distribute their responses to both alternatives, thus producing a stable level of delay to the large reinforcer. The results from the two experiments support the idea of two stages in the development of adaptive intertemporal choice.     

A family of chance-corrected association coefficients for metric scales

A chance-corrected version of the family of association coefficients for metric scales proposed by Zegers and ten Berge is presented. It is shown that a matrix with chance-corrected coefficients between a number of variables is Gramian. The members of the chance-corrected family are shown to be partially ordered. The author is obliged to Jos ten Berge for helpful comments.     

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.     

The effect of the two-chair dialogue intervention on self-compassion - adding an emotional evocative component to a basic Rogerian condition

Objective

How people relate to themselves when facing distress or failure influences general psychological well-being and vulnerability to psychological disorders. The aim of the present study was to explore the effect of an emotionally evocative intervention on self-compassion.

Methods

The data were retrieved from a larger study of Emotion-Focused Therapy (EFT) utilising a multiple baseline design comparing two treatment phases. The baseline phase consisted of 5, 7 or 9 therapy sessions where the therapist solely adhered to Rogerian relational conditions, as prescribed in EFT. A two-chair dialogue intervention was then added for five sessions. The sample consisted of 18 self-critical clients with clinically significant symptoms of depression and/or anxiety. The “Self-Compassion Scale” (SCS) was administered pre, mid and post therapy.

Results

The baseline phase did not lead to significant changes in self-compassion. However, the addition of the two-chair dialogue was associated with a significant increase in self-compassion. This increase was due to reductions in the negative subscales, especially the isolation subscale.

Conclusion

The emotionally evocative two-chair dialogue was associated with a significant change in self-to-self relating, compared to relational conditions alone. The two-chair dialogue, thus, seems to be a promising intervention for promoting healthier self-to-self relating.     

Penalized optimal scaling for ordinal variables with an application to international classification of functioning core sets

Ordinal data occur frequently in the social sciences. When applying principal component analysis (PCA), however, those data are often treated as numeric, implying linear relationships between the variables at hand; alternatively, non-linear PCA is applied where the obtained quantifications are sometimes hard to interpret. Non-linear PCA for categorical data, also called optimal scoring/scaling, constructs new variables by assigning numerical values to categories such that the proportion of variance in those new variables that is explained by a predefined number of principal components (PCs) is maximized. We propose a penalized version of non-linear PCA for ordinal variables that is a smoothed intermediate between standard PCA on category labels and non-linear PCA as used so far. The new approach is by no means limited to monotonic effects and offers both better interpretability of the non-linear transformation of the category labels and better performance on validation data than unpenalized non-linear PCA and/or standard linear PCA. In particular, an application of penalized optimal scaling to ordinal data as given with the International Classification of Functioning, Disability and Health (ICF) is provided.     

初中生学业成就动机量表的编制

本研究根据我国初中生的实际编制了一套测量初中生学业成就动机的自陈式量表。该量表由外部行为表现和内部心理因素两个分量表构成。行为表现分置表包括主动性、行为策略和坚持性三个子量表,心理因素分量表包括能力、兴趣、目的、知识价值观四个子量表。测题分析和测验分析的结果表明此量表具有较高的信度和效度,能用于鉴别初中生学业成就动机的水平。     

A generalized family of coefficients of relational agreement for numerical scales

A family of coefficients of relational agreement for numerical scales is proposed. The theory is a generalization to multiple judges of the Zegers and ten Berge theory of association coefficients for two variables and is based on the premise that the choice of a coefficient depends on the scale type of the variables, defined by the class of admissible transformations. Coefficients of relational agreement that denote agreement with respect to empirically meaningful relationships are derived for absolute, ratio, interval, and additive scales. The proposed theory is compared to intraclass correlation, and it is shown that the coefficient of additivity is identical to one measure of intraclass correlation.The author thanks the Editor and anonymous reviewers for helpful suggestions.     

Dark adaptation of foveal cones during the cone-plateau period

Following substantial bleaching by "white" light, absolute threshold, relative spectral sensitivity and sensation of hue of monochromatic lights were measured at the central fovea during the cone-plateau period. The absolute-threshold level was found to increase and then decrease markedly, the relative spectral sensitivity remained invariant, while the sensation of hues of monochromatic lights from the long- and middle-wave regions of the spectrum changed toward hues of shorter wavelengths.