8 Trompenaars, Hall, Lewis Flashcards
What are the 7 Dimensions of Trompenaars Research?
- Universalism vs Particularism
- Neutral vs Affective
- Achievement vs Ascription
- Individualism vs Communitarianism
- Specific vs Diffuse
- Sequential Time vs Synchronous time
- Internal Direction vs outer direction
Trompenaars: Universalism (5) vs Particularism (5)
Uni:
> Rules and systems applied objectively.
> can be applied everywhere (without
modification).
> Emphasis on formal rules.
> Business contracts followed very closely; “a deal is a deal”;
> rational and professional
> Germany, Canada, US, UK & Australia.
Parti:
> subjective approach
> Circumstances determine how ideas and practices should be evaluated.
> Focus on relationships and trust (not formal rules)
> Legal contracts often modified
> People are likely to pass on insider information to a friend.
> Examples: Asian countries, Latin America, Russia, Spain
Trompenaars | Neutral vs Affective
Neutral: People inhibit or do not show their emotions.
> acting stoically and maintain their composure.
> Expression of emotions considered unprofessional. > People are “hard to read”. > in business: lack of emotions does not mean boredom Examples: > Japan, UK.
Affective: Emotions are naturally and openly expressed. > People regularly smile, talk loudly when being excited; great deal of enthusiasm; in business respond warmly to emotions of others> Italy, Mexico, China
Trompenaars | Achievement vs Ascription
Achievement: status based on how well they perform their functions. > Women, minorities have equal opportunity to attain positions, || in business: collect enough data and knowledgeable people to convince other party> Examples: > Germany, Australia
Ascription: Status based on who or what a person is. > status on the basis of class, age, gender or social connections. > One is more likely to be born into a position of influence; in business, respect elders and seniors. > Example: > Indonesia.
Trompenaars | Individualism vs Communitarism
Individualism: People regard themselves as individuals. > These societies rather go for autonomy and focus on the enhancement of each individual; in business, make quick decisions and commit; the person on the other business side is a representative and is respected
Communitarianism: People regard themselves as part of a group. > These societies are all about consensus and advancement of the group; in business you need patience for the time taken to consult; aim is to build relationships
Trompenaars | Specific (5) vs Diffuse (6-7)
Specific:
> Work and private life separated
> People are direct
> Individuals have great public space
> They keep small private room they guard closely and share with only close friends
> ! in business be direct and on point, focus on objectives
> Examples: US, UK, France
Diffuse:
>Work spills over into personal relationships and vice versa.
> Public and private space are similar in size
> Individuals guard their public space carefully
> entry into public space = entry into private space
> Usually do not quickly invite people into their (open) public space.
> People tend to be indirect;
> in business, build relationships first, find out things about person, mix social and business
> Examples: Spain, China.
Trompenaars | Sequential Time vs Synchronous Time
Sequential: Time is a series of passing events. > More widespread. > Individuals are likely to do only one activity at a time. > They keep appointments strictly. > And show a strong preference for following plans as they are laid out and not to deviate from them; in business only do one at a time; appointments Important, fulfillment by achieving goals
Synchronous: Past, present and future are interrelated so that ideas about the future and memories of the past shape present action. > People have a tendency to do more than one activity at a time.> Appointments are only approximate. > Schedules in general are secondary compared to relationships; in business, emphasis history
Trompenaars | Internal Direction (6) vs Outer Direction (6)
Internal Control:
> Believe in ability to control outcomes. > dominating, aggressiveness towards environment
> Conflict means that you have convictions (Überzeugungen)
> Focus on self, function, own organisation.
> Discomfort when environment seems “out of control” -> wanting to control nature; e.g. Australia and US; organization as machine; play hard and WIN!
Exernal Control:
>Allowing things go their own way
> Often flexible attitude, willing to compromise
> Harmony and responsiveness, i.e. sensibility.
> Focus is on “other”, i.e. customer, partner, colleague.
-> people are part of nature, go with laws and forces; organization as product of nature; e.g. China & Russia -> softness will get rewards; win together, lose apart
Halls Culural Perspectives | High Context vs Low Context
High context
- hidden and implicit messages, methapors and reading between lines; lot of non verbal communication
- distinction between ingroup and outgroup; strong sense of family
- Japan, middle east, latin america
Low context
- open and direct messages, feeling said in words
- focus on verbal communication
- flexible groups
- fragile bonds between groups
- compartmentalizing business and personal relationships
- Switzerland, Germany, Scandinavia
Halls Cultural Perspectives | Monochromes vs Polychrome Time
Monochrome Time
- time limited
- time is money deadlines
Polychrome Time
- time is abundant
- harmony is money
Halls Cultural Persepctives | High contact vs low contact space
Space – high Contact
- standing close, sensory involvement
Space – Low contact
- less sensory involvement, less touch
Lewis Cultural Perspectives
- Linear Active
- Muli active
- Reactive
- linear active: factual, decisive planners
only one correct solution; confronting; decisions comparable to a contract
-> Germany, luxemburg - multi active: warm, emotional, impulsive
negotiations as social event, exposing capacities, no confront with south americans, can review decision later if sth changed; motivate
-> Mexico, Italy, spain - reactive: courteous, amiable, accommodating, good listener
harmony most important
ALL decisions need to be heard; should not necessarily stick to decisionif sth changed
-> Vietnam, china, Japan
The Globe Project | What is…
- Assertiveness?
- Humane Orientation?
- Gender Differentiation?
- how much are people in a society expected to be though, confrontational and competitive, as opposed to modest and tender?
- to which extent does a society encourage and reward people for being fair, altruistic, generous caring and kind?
- to what degree does a collective minimize gender inequality?
The Globe Project | What is….
- Uncertainty Avoidance?
- Power Distance?
- Institutional Collectivism?
- In-Group Collectivism?
- to what extent does a society, organization or group rely on social norms, rules, and procedures to alleviate the unpredictability of future events?
- to what degree do members of a collective expect power to be distributed equally?
- to what degree do organizational and societal practices encourage and reward the collective distribution of resources and collective action?
- to what degree do individuals express pride, loyalty and cohesiveness in their organisations or families?
