GM - Chapter 5 - Managing Across Cultures Flashcards
Strategic Predispositions
Four distinct predispositions toward doing things in a particular way:
- Ethnocentric
- Polycentric
- Regio-centric
- Geocentric
Ethnocentric predisposition
-A nationalistic philosophy of management whereby the values and interests of the parent company guide strategic decisions.
Polycentric predisposition
A philosophy of management whereby strategic decisions are tailored to suit the cultures of the countries where the MNC operates.
Regio-centric predisposition
A philosophy of management whereby the firm tries to blend its own interests with those of its subsidiaries on a regional basis.
Geocentric predisposition
A philosophy of management whereby the company tries to integrate a global systems approach to decision making.
The Globalization Imperative:
- Belief that one worldwide approach to doing business is key to efficiency and effectiveness.
- Many factors facilitate the need to develop unique strategies for different cultures:
- –Diversity of worldwide industry standards
- –Continual demand by local customers for differentiated products
- —Importance of being insider as in case of customer who prefers to “buy local”
- —Difficulty of managing global organizations
- –Need to allow subsidiaries to use own abilities and talents unconstrained by headquarters
Globalization vs. National Responsiveness-Advertising (for example)
French
-Avoid reasoning or logic
-Advertising predominantly emotional, dramatic, symbolic
-Spots viewed as cultural events – art for sake of money – and reviewed as if they were literatures or films
British
-Value laughter above all else
-Typical broad, self-deprecating British commercial amuses by mocking both advertiser and consumer
Germans
-Want factual and rational advertising
-Typical German spot features standard family of 2 parents, two children, and grandmother
Globalization vs. National Responsiveness-How to add value to marketing:
- Tailor advertising message to particular culture
- Stay abreast of local market conditions; don’t assume all markets basically same
- Know strengths and weaknesses of MNC subsidiaries; provide them assistance in addressing local demands
- Give subsidiary more autonomy; let it respond to changes in local demand
Cross-Cultural Differences and Similarities-Parochialism and Simplification
- Parochialism: view world through own eyes and perspectives
- Simplification: exhibit same orientation toward different cultural groups
Similarities across cultures:
- Not possible to do business same way in every global location
- Procedures and strategies that work well at home can’t be adopted overseas without modifications
- Some similarities have been found
- -Russia and U.S. (for example)
- —Traditional management
- —Communication
- —Human resources
- —Networking activities
- —OB Mod
Differences across cultures
- Far more differences than similarities found in cross-cultural research
- Wages, compensation, pay equity, maternity leave
- Importance of criteria used in evaluation of employees
Doing Business in China
1) The Chinese place values and principles above money and expediency.
2) Business meetings typically start with pleasantries such as tea and general conversation about the guest’s trip to the country, local accommodations, and family.
3) The Chinese host will give the appropriate indication for when a meeting is to begin and when the meeting is over.
4) Once the Chinese decide who and what is best, they tend to stick with these decisions. Although slow in formulating a plan of action, once they get started, they make fairly good progress.
5) In negotiations, reciprocity is important. If the Chinese give concessions, they expect some in return.
6) Because negotiating can involve a loss of face, it is common to find Chinese carrying out the whole process through intermediaries.
7) During negotiations, it is important not to show excessive emotion of any kind. Anger or frustration is viewed as antisocial and unseemly.
8) Negotiations should be viewed with a long-term perspective. Those who will do best are the ones who realize they are investing in a long-term relationship.
Doing Business in Russia
1) Build personal relationships with partners. When there are contract disputes, there is little protection for the aggrieved party because of the time and effort needed to legally enforce the agreement.
2) Use local consultants. Because the rules of business have changed so much in recent years, it pays to have a local Russian consultant working with the company.
3) Ethical behavior in the United States is not always the same as in Russia. For example, it is traditional in Russia to give gifts to those with whom one wants to transact business.
4) Be patient. In order to get something done in Russia, it often takes months of waiting.
5) Russians like exclusive arrangements and often negotiate with just one firm at a time.
6) Russians like to do business face-to-face. So when they receive letters or faxes, they often put them on their desk but do not respond to them.
7) Keep financial information personal. Russians wait until they know their partner well enough to feel comfortable before sharing financial data.
8) Research the company. In dealing effectively with Russian partners, it is helpful to get information about this company, its management hierarchy, and how it typically does business.
9) Stress mutual gain. The Western idea of “win–win” in negotiations also works well in Russia.
10) Clarify terminology. The language of business is just getting transplanted in Russia so double-check and make sure that the other party clearly understands the proposal, knows what is expected and when, and is agreeable to the deal.
11) Be careful about compromising or settling things too quickly because this is often seen as a sign of weakness.
12) Russians view contracts as binding only if they continue to be mutually beneficial, so continually show them the benefits associated with sticking to the deal.
Doing business in India
1) It is important to be on time for meetings.
2) Personal questions should not be asked unless the other individual is a friend or close associate.
3) Titles are important, so people who are doctors or professors should be addressed accordingly.
4) Public displays of affection are considered to be inappropriate, so one should refrain frombackslapping or touching others.
5)Beckoning is done with the palm turned down; pointing often is done with the chin.
6) When eating or accepting things, use the right hand because the left is considered to be unclean.
7) The namaste gesture can be used to greet people; it also is used to convey other messages, including a signal that one has had enough food.
8( Bargaining for goods and services is common; this contrasts with Western traditions, where bargaining might be considered rude or abrasive.
Doing business in France
1) When shaking hands with a French person, use a quick shake with some pressure in the grip.
2) It is extremely important to be on time for meetings and social occasions. Being “fashionably late” is frowned on.
3) During a meal, it is acceptable to engage in pleasant conversation, but personal questions and the subject of money are never brought up.
4) Visiting businesspeople should try very hard to be cultured and sophisticated.
5) The French tend to be suspicious of early friendliness in the discussion and dislike first names, taking off jackets, or disclosure of personal or family details.
6) In negotiations the French try to find out what all of the other side’s aims and demands are at the beginning, but they reveal their own hand only late in the negotiations.
7) The French do not like being rushed into making a decision, and they rarely make important decisions inside the meeting.
8) The French tend to be very precise and logical in their approach to things, and will often not make concessions in negotiations unless their logic has been defeated.
