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.     

Discriminability between alternatives in a switching-key concurrent schedule

Six pigeons were trained to discriminate between two intensities of white light in a symbolic matching-to-sample procedure. These stimuli were then used to signal which schedule was available on the main key in a switching-key concurrent schedule. The concurrent schedules led to a symbolic matching-to-sample phase in which the subject identified the concurrent schedule to which it last responded before a reinforcer could be obtained. The concurrent schedules were varied across conditions. Discriminability, measured during the symbolic matching-to-sample performance, was high throughout and did not differ across the two procedures. Performance in the concurrent schedules was like that typically obtained using these schedules. Delays were then arranged between completion of the concurrent schedules and presentations of the symbolic matching-to-sample phase. A series of conditions with an intervening delay of 10 s showed that both concurrent-schedule performance and symbolic matching-to-sample performance were affected by the delay in a similar way; that is, choice responding was closer to indifference.     

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.     

Effects of modelling on children''s pretend play

The effects of modelling on pretend play were studied in children between 2.6 and 3.6 years of age by examining changes both in the action and language-based expressions of pretending. Three modelled scenes were demonstrated with the same realistic toys used by the child in the pre-modelling phase. The results gave support to the idea of the effectiveness of modelling. The effects of the modelled scenes were clearest among children whose pre-modelling play consisted of object-centred actions including few of pretending. The post-modelling play of this subgroup showed better quality of action and language categories and integration measures. Among the decentred players no significant action benefit could be achieved. This might have been an outcome of the contextual limits of the toy material and of the drop of play motivation caused by the model interruption. However, these children expressed verbal pretending revealing significant pre-post effects for inventive utterances.     

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.     

Working with patients with disruptions in symbolic capacity1

This article focuses on understanding and working with patients who have poorly developed symbolic capacity, or for whom symbolic capacity has been disrupted due to trauma, particularly as it pertains to the use of reverie and interpretation in the analytic process. Many patients who present for Jungian analysis will initially present with deficits in symbolic functioning. This situation results in necessary limitations or modifications in utilizing traditional Jungian techniques such as dream analysis, active imagination, sand tray and other expressive art techniques. The initial phase of analytic work with these patients requires a focus on developing their symbolic capacity before traditional Jungian techniques can be utilized effectively. During the paper Jung's concept of ‘the symbolic attitude’ will be examined as well as the conceptual models of Wilfred Bion and other post-Bionians who outline theories and method for cultivating symbolic capacity and reflective functioning in patients for whom these capacities are impaired or poorly developed.     

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 relationship between numerical mapping abilities,maths achievement and socioeconomic status in 4- and 5-year-old children

Background

Early numeracy skills are associated with academic and life-long outcomes. Children from low-income backgrounds typically have poorer maths outcomes, and their learning can already be disadvantaged before they begin formal schooling. Understanding the relationship between the skills that support the acquisition of early maths skills could scaffold maths learning and improve life chances.

Aims

The present study aimed to examine how the ability of children from different SES backgrounds to map between symbolic (Arabic numerals) and non-symbolic (dot arrays) at two difficulty ratios related to their math performance.

Sample

Participants were 398 children in their first year of formal schooling (Mean age = 60 months), and 75% were from low SES backgrounds.

Method

The children completed symbolic to non-symbolic and non-symbolic to symbolic mapping tasks at two difficulty ratios (1:2; 2:3) plus standardized maths tasks.

Results

The results showed that all the children performed better for symbolic to non-symbolic mapping and when the ratio was 1:2. Mapping task performance was significantly related to maths task achievement, but low-SES children showed significantly lower performance on all tasks.

Conclusion

The results suggest that mapping tasks could be a useful way to identify children at risk of low maths attainment.