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Understanding cross-cultural sales manager-salesperson relationships in the Asia-Pacific rim region : a grounded theory approach
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Deeter-Schmelz, Dawn R., Lauer, Timothy P. and Rudd, John M. (2019) Understanding cross-cultural sales manager-salesperson relationships in the Asia-Pacific rim region : a grounded theory approach. Journal of Personal Selling and Sales Management, 39 (4). pp. 334-351. doi:10.1080/08853134.2019.1595635
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Official URL: https://doi.org/10.1080/08853134.2019.1595635
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.
| Item Type: | Journal Article | ||||||
|---|---|---|---|---|---|---|---|
| Subjects: | H Social Sciences > HF Commerce | ||||||
| Divisions: | Faculty of Social Sciences > Warwick Business School | ||||||
| Library of Congress Subject Headings (LCSH): | Sales management -- Research, Selling, Business communication -- Cross-cultural studies, Pacific Area -- Economic conditions | ||||||
| Journal or Publication Title: | Journal of Personal Selling and Sales Management | ||||||
| Publisher: | Taylor & Francis (Routledge) | ||||||
| ISSN: | 0885-3134 | ||||||
| Official Date: | 1 May 2019 | ||||||
| Dates: |
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| Volume: | 39 | ||||||
| Number: | 4 | ||||||
| Page Range: | pp. 334-351 | ||||||
| DOI: | 10.1080/08853134.2019.1595635 | ||||||
| Status: | Peer Reviewed | ||||||
| Publication Status: | Published | ||||||
| Publisher Statement: | “This is an Accepted Manuscript of an article published by Taylor & Francis in Journal of Personal Selling and Sales Management on 01/05/2019, available online: http://www.tandfonline.com/10.1080/08853134.2019.1595635 | ||||||
| Access rights to Published version: | Restricted or Subscription Access | ||||||
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