GMMCH04.ppt 56KB Jun 05 2011 09:30:25 PM
GLOBAL CULTURAL
ENVIRONMENT
Chapter Four
John Wiley & Sons,
1
Global Cultural Environment
Chapter Four
1.
2.
3.
4.
5.
Defining Culture
Elements of Culture
Cross-Culture Comparisons
Adapting to Foreign Cultures
Cross-Cultural Negotiations
John Wiley & Sons,
2
1. Defining Culture
Exhibit 4-1 The A-B-C-D Paradigm
Defining Culture
learned
interrelated
shared
John Wiley & Sons,
3
2. Elements of Culture
Material Life
Language
spoken, silent
Vocabulary, Idioms, Grammar, Cultural
references, Understanding the Foreigner
Social Interactions
Exhibit 4-2 “Mean Number of Purchase
Decisions by Type”
John Wiley & Sons,
4
2. Elements of Culture (cont)
Religion
Exhibit 4-3 Marketing in an Islamic
Framework
Education
Exhibit 4-4 Educational Statistics for a
Sample of Countries
Value Systems
John Wiley & Sons,
5
3. Cross - Cultural Comparisons
High- versus Low-Context Cultures
Cultural Homogeneity
homophilous vs heterophilous
Hofstrede’s Classification Scheme
power distance, uncertainty avoidance,
individualism, masculinity, longtermism
Exhibit 4-5A Uncertainty Avoidance vs
Power Distance
Exhibit 4-5B Masculinity United States
Individualism
John Wiley & Sons,
6
4. Adapting to Foreign Culture
self reference criterion (SRC)
four step connection mechanism
Exhibit 4-6 Twenty Seven Articles by T.
E. Lawrence, August 1917
John Wiley & Sons,
7
5. Cross Cultural Negotiations
Stages of Negotiation Process
non-task soundings
task-related information exchange
persuasion
concessions and agreements
Cross Cultural Negotiation Strategies
Exhibit 4-7 Culturally Responsive
Strategies and Their Feasibility
John Wiley & Sons,
8
5. Cross Cultural Negotiations (cont)
Employ an Agent or Advisor
Involve a Mediator
Induce the Counterpart to Follow
One’s Own Negotiation Script
Adapt to Counterpart Negotiation
Script
Coordinate Adjustment of Both Parties
Embrace the Counterpart’s Script
Improvise an Approach
Effect Symphony
John Wiley & Sons,
9
ENVIRONMENT
Chapter Four
John Wiley & Sons,
1
Global Cultural Environment
Chapter Four
1.
2.
3.
4.
5.
Defining Culture
Elements of Culture
Cross-Culture Comparisons
Adapting to Foreign Cultures
Cross-Cultural Negotiations
John Wiley & Sons,
2
1. Defining Culture
Exhibit 4-1 The A-B-C-D Paradigm
Defining Culture
learned
interrelated
shared
John Wiley & Sons,
3
2. Elements of Culture
Material Life
Language
spoken, silent
Vocabulary, Idioms, Grammar, Cultural
references, Understanding the Foreigner
Social Interactions
Exhibit 4-2 “Mean Number of Purchase
Decisions by Type”
John Wiley & Sons,
4
2. Elements of Culture (cont)
Religion
Exhibit 4-3 Marketing in an Islamic
Framework
Education
Exhibit 4-4 Educational Statistics for a
Sample of Countries
Value Systems
John Wiley & Sons,
5
3. Cross - Cultural Comparisons
High- versus Low-Context Cultures
Cultural Homogeneity
homophilous vs heterophilous
Hofstrede’s Classification Scheme
power distance, uncertainty avoidance,
individualism, masculinity, longtermism
Exhibit 4-5A Uncertainty Avoidance vs
Power Distance
Exhibit 4-5B Masculinity United States
Individualism
John Wiley & Sons,
6
4. Adapting to Foreign Culture
self reference criterion (SRC)
four step connection mechanism
Exhibit 4-6 Twenty Seven Articles by T.
E. Lawrence, August 1917
John Wiley & Sons,
7
5. Cross Cultural Negotiations
Stages of Negotiation Process
non-task soundings
task-related information exchange
persuasion
concessions and agreements
Cross Cultural Negotiation Strategies
Exhibit 4-7 Culturally Responsive
Strategies and Their Feasibility
John Wiley & Sons,
8
5. Cross Cultural Negotiations (cont)
Employ an Agent or Advisor
Involve a Mediator
Induce the Counterpart to Follow
One’s Own Negotiation Script
Adapt to Counterpart Negotiation
Script
Coordinate Adjustment of Both Parties
Embrace the Counterpart’s Script
Improvise an Approach
Effect Symphony
John Wiley & Sons,
9