GMMCH04.ppt 56KB Jun 05 2011 09:30:25 PM

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John Wiley & Sons, c 1998

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GLOBAL CULTURAL

ENVIRONMENT

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Global Cultural Environment Chapter Four

 _{1. Defining Culture}

 _{2. Elements of Culture}

 _{3. Cross-Culture Comparisons}

 _{4. Adapting to Foreign Cultures}

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1. Defining Culture

 _{Exhibit 4-1 The A-B-C-D Paradigm}

 Defining Culture

 _learned

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2. Elements of Culture

 _{Material Life}

 _Language

 _{spoken, silent}

 _{Vocabulary, Idioms, Grammar, Cultural} references, Understanding the Foreigner

 _{Social Interactions}

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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

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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}

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4. Adapting to Foreign Culture

 _{self reference criterion (SRC)}

 four step connection mechanism

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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

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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}