Freelance journalist Dorsey offers an unsparingly detailed account of a year-long span in the professional lives of a four- man/three-woman group of high-caste hucksters who work out of Xerox Corp.'s district office in Cleveland. The author's thoroughly absorbing take suggests David Mamet and Arthur Miller may have pulled their punches. Dorsey's resonant title alludes not only to the seven-member major-accounts team headed by Fred Thomas, one of 67 regional sales operations, but also to the ultraconfident state of mind that can make a salesperson feel ``like an athlete playing in the zone.'' On the evidence of the author's anecdotal narrative—which follows Thomas and his crew as they attend staff meetings, take to heart the do-better lectures of superiors, call on clients, party among themselves, and entertain prospective machine buyers or lessors in carriage-trade watering holes—angst is the tie that binds sales reps at Xerox (and, in all likelihood, other major enterprises). Thomas, for example, worries constantly about meeting or exceeding budgeted revenue quotas, in large measure to win the approval of a manic boss he respects, while his materialistic subordinates fret about their commissions and such carrot/stick rewards as a three- day trip to Palm Springs. At a minimum, fear of failure appears to keep them focused, and they're obviously prepared to do whatever it takes to reach designated objectives. As it happens, a psyched-up Fred & Co. succeed in engineering enough consents to achieve virtually all individual and collective goals by year-end, albeit at no small cost to their personal relationships and peace of mind. At the close, most make the California cut, gain promotions, and otherwise get on with their rat-race careers. An acutely observed slice of commercial life that's consistently engrossing and ultimately depressing. Come May 18, Xerox Corp. could have second thoughts about the carte blanche given Dorsey. (First serial to Esquire; Fortune Book Club selection)
Pub Date: May 18, 1994
ISBN: 0-679-41030-9
Page Count: 320
Publisher: Random House
Review Posted Online: May 19, 2010
Kirkus Reviews Issue: March 15, 1994
BOOK REVIEW
These are not hard and fast rules, but Meyer delivers important reading for those engaged in international business.
A helpful guide to working effectively with people from other cultures.
“The sad truth is that the vast majority of managers who conduct business internationally have little understanding about how culture is impacting their work,” writes Meyer, a professor at INSEAD, an international business school. Yet they face a wider array of work styles than ever before in dealing with clients, suppliers and colleagues from around the world. When is it best to speak or stay quiet? What is the role of the leader in the room? When working with foreign business people, failing to take cultural differences into account can lead to frustration, misunderstanding or worse. Based on research and her experiences teaching cross-cultural behaviors to executive students, the author examines a handful of key areas. Among others, they include communicating (Anglo-Saxons are explicit; Asians communicate implicitly, requiring listeners to read between the lines), developing a sense of trust (Brazilians do it over long lunches), and decision-making (Germans rely on consensus, Americans on one decider). In each area, the author provides a “culture map scale” that positions behaviors in more than 20 countries along a continuum, allowing readers to anticipate the preferences of individuals from a particular country: Do they like direct or indirect negative feedback? Are they rigid or flexible regarding deadlines? Do they favor verbal or written commitments? And so on. Meyer discusses managers who have faced perplexing situations, such as knowledgeable team members who fail to speak up in meetings or Indians who offer a puzzling half-shake, half-nod of the head. Cultural differences—not personality quirks—are the motivating factors behind many behavioral styles. Depending on our cultures, we understand the world in a particular way, find certain arguments persuasive or lacking merit, and consider some ways of making decisions or measuring time natural and others quite strange.
These are not hard and fast rules, but Meyer delivers important reading for those engaged in international business.Pub Date: May 27, 2014
ISBN: 978-1-61039-250-1
Page Count: 288
Publisher: PublicAffairs
Review Posted Online: April 15, 2014
Kirkus Reviews Issue: May 1, 2014
Occasionally wonky but overall a good case for how the dismal science can make the world less—well, dismal.
“Quality of life means more than just consumption”: Two MIT economists urge that a smarter, more politically aware economics be brought to bear on social issues.
It’s no secret, write Banerjee and Duflo (co-authors: Poor Economics: A Radical Rethinking of the Way To Fight Global Poverty, 2011), that “we seem to have fallen on hard times.” Immigration, trade, inequality, and taxation problems present themselves daily, and they seem to be intractable. Economics can be put to use in figuring out these big-issue questions. Data can be adduced, for example, to answer the question of whether immigration tends to suppress wages. The answer: “There is no evidence low-skilled migration to rich countries drives wage and employment down for the natives.” In fact, it opens up opportunities for those natives by freeing them to look for better work. The problem becomes thornier when it comes to the matter of free trade; as the authors observe, “left-behind people live in left-behind places,” which explains why regional poverty descended on Appalachia when so many manufacturing jobs left for China in the age of globalism, leaving behind not just left-behind people but also people ripe for exploitation by nationalist politicians. The authors add, interestingly, that the same thing occurred in parts of Germany, Spain, and Norway that fell victim to the “China shock.” In what they call a “slightly technical aside,” they build a case for addressing trade issues not with trade wars but with consumption taxes: “It makes no sense to ask agricultural workers to lose their jobs just so steelworkers can keep theirs, which is what tariffs accomplish.” Policymakers might want to consider such counsel, especially when it is coupled with the observation that free trade benefits workers in poor countries but punishes workers in rich ones.
Occasionally wonky but overall a good case for how the dismal science can make the world less—well, dismal.Pub Date: Nov. 12, 2019
ISBN: 978-1-61039-950-0
Page Count: 432
Publisher: PublicAffairs
Review Posted Online: Aug. 28, 2019
Kirkus Reviews Issue: Sept. 15, 2019
SEEN & HEARD
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