Cross Cultural Differences

Differences in Cultures
Increasingly, managers must deal with multiple ethnic groups with very different cultures.
Thanks to globalization, you are likely to work with Japanese, French, Chinese, German and all
sorts of other nationalities. It is important to recognize that people from different cultures have
are different in a variety of ways, including
• different ways of looking at things

• different ways of dressing
• different ways of expressing personality/goodness
In an ideal world ...
• the policemen would be English

• the car mechanics would be German
• the cooks would be French
• the innkeepers would be Swiss,
• and the lovers would be Italian

In a living hell ...
• the policemen would be German

• the car mechanics would be French
• the cooks would be English
• the innkeepers would be Italian
• and the lovers would be Swiss

• These differences can cause problems interpreting what the other person is doing.
Some dimensions along which cultures vary:
A) High Context vs Low Context

A low context culture is one in which things are fully (though concisely) spelled out. Things are
made explicit, and there is considerable dependence on what is actually said or written. A high
context culture is one in which the communicators assume a great deal of commonality of
knowledge and views, so that less is spelled out explicitly and much more is implicit or
communicated in indirect ways. In a low context culture, more responsibility is placed on the
listener to keep up their knowledge base and remain plugged into informal networks.
Low context cultures include Anglos, Germanics and Scandinavians. High context cultures
include Japanese, Arabs and French.
Implications
• Interactions between high and low context peoples can be problematic.
o Japanese can find Westerners to be offensively blunt. Westerners can find
Japanese to be secretive, devious and bafflingly unforthcoming with information
o French can feel that Germans insult their intelligence by explaining the obvious,
while Germans can feel that French managers provide no direction
• Low context cultures are vulnerable to communication breakdowns when they assume
more shared understanding than there really is. This is especially true in an age of
diversity. Low context cultures are not known for their ability to tolerate or understand
diversity, and tend to be more insular.
B) Monochronic vs Polychronic
Monochronic cultures like to do just one thing at a time. They value a certain orderliness and
sense of there being an appropriate time and place for everything. They do not value
interruptions. Polychronic cultures like to do multiple things at the same time. A manager's office
in a polychronic culture typically has an open door, a ringing phone and a meeting all going on at
the same time.
Polychronic cultures include the French and the Americans. The Germans tend to be
monochronic.
Implications
• Interactions between types can be problematic. German businessman cannot understand

why the person he is meeting is so interruptible by phone calls and people stopping by. Is
it meant to insult him? When do they get down to business?
• Similarly, the American employee of a German company is disturbed by all the closed
doors -- it seems cold and unfriendly.
C) Future vs Present vs Past Orientation

Past-oriented societies are concerned with traditional values and ways of doing things. They tend
to be conservative in management and slow to change those things that are tied to the past. Past-
oriented societies include China, Britain, Japan and most spanish-speaking Latin American
countries.
Present-oriented societies include the rest of the spanish-speaking Latin American countries.
They see the past as passed and the future as uncertain. They prefer short-term benefits.
Future-oriented societies have a great deal of optimism about the future. They think they
understand it and can shape it through their actions. They view management as a matter of
planning, doing and controlling (as opposed to going with the flow, letting things happen). The
United States and, increasingly, Brazil, are examples of future-oriented societies.
D) Quantity of Time
In some cultures, time is seen as being a limited resource which is constantly being used up. It's
like having a bathtub full of water which can never be replaced, and which is running down the
drain. You have to use it as it runs down the drain or it's wasted. In other cultures, time is more
plentiful, if not infinite. In old agricultural societies, time was often seen as circular, renewing
itself each year.
Implications
• In societies where time is limited, punctuality becomes a virtue. It is insulting to waste

someone's time, and the ability to do that and get away with it is an indication of
superiority/status. Time is money. In cultures where time is plentiful, like India or Latin
American, there is no problem with making people wait all day, and then tell them to
come back the next day.
• Time-plentiful cultures tend to rely on trust to do business. Time-limited cultures don't
have time to develop trust and so create other mechanisms to replace trust (such as strong
rule-by-law).
E) Power Distance
The extent to which people accept differences in power and allow this to shape many aspects of
life. Is the boss always right because he is the boss, or only when he gets it right?
Implications
• In high power distance countries (most agrarian countries), bypassing a superior is

unsubordination. In low power distance countries (US, northern europeans, Israel),
bypassing is not usually a big deal.
• In the US, superiors and subordinates often interact socially as equals. An outsider
watching a party of professors and graduate students typically cannot tell them apart.
F) Individualism vs Collectivism
In individualist cultures, individual uniqueness, self-determination is valued. A person is all the
more admirable if they are a "self-made man" or "makes up their own mind" or show initiative or
work well independently. Collectivist cultures expect people to identify with and work well in
groups which protect them in exchange for loyalty and compliance.
Paradoxically, individualist cultures tend to believe that there are universal values that should be
shared by all, while collectivist cultures tend to accept that different groups have different values.
Many of the asian cultures are collectivist, while anglo cultures tend to be individualist.
Implications
• A market research firm conducted a survey of tourist agencies around the world. The
questionnaires came back from most countries in less than a month. But the agencies in
the asian countries took months to do it. After many telexes, it was finally done. The
reason was that, for example, American tourist agencies assigned the work to one person,
while the Filipinos delegated the work to the entire department, which took longer. The
researchers also noticed that the telexes from the Philippines always came from a
different person.
Problems Caused by Cultural Differences

• You greet your Austrian client. This is the sixth time you have met over the last 4 months.
He calls you Herr Smith. You think of him as a standoffish sort of guy who doesn't want
to get really friendly. That might be true in America, where calling someone Mr. Smith
after the 6th meeting would probably mean something -- it is marked usage of language --
like "we're not hitting it off". But in Austria, it is normal.
• A Canadian conducting business in Kuwait is surprised when his meeting with a high-
ranking official is not held in a closed office and is constantly interrupted. He starts
wondering if the official is as important as he had been led to believe, and he starts to
doubt how seriously his business is being taken
• A British boss asked a new, young American employee if he would like to have an early
lunch at 11 am each day. The employee said 'Yeah, that would be great!' The boss
immediately said "With that kind of attitude, you may as well forget about lunch!" The
employee and the boss were both baffled by what went wrong. [In England, saying
"yeah" in that context is seen as rude and disrespectful.]
• A Japanese businessman wants to tell his Norwegian client that he is uninterested in a

particular sale. So he says "That will be very difficult." The Norwegian eagerly asks how
he can help. The Japanese is mystified. To him, saying that something is difficult is a
polite way of saying "No way in hell!". Dave Barry tells the story of being on a trip to
Japan and working with a Japanese airline clerk on taking a flight from one city to
another. On being asked about it, the clerk said "Perhaps you would prefer to take the
train." So he said "NO, I want to fly." So she said "There are many other ways to go." He
said "yes, but I think it would be best to fly." She said "It would very difficult".
Eventually, it came out that there were no flights between those cities.
Some Perceptions of Americans
Europe & especially England. "Americans are stupid and unsubtle. And they are fat and bad
dressers."
Finland. "Americans always want to say your name: 'That's a nice tie, Mikko. Hi Mikko, how are
you Mikko'
Indian. "Americans are always in a hurry. Just watch the way they walk down the street."
Kenyan. "Americans are distant. They are not really close to other people -- even other
Americans."
Turkey. "Once we were out in a rural area in the middle of nowhere and saw an American come
to a stop sign. Though he could see in both directions for miles, and there was no traffic, he still
stopped!"
Colombia. "In the United States, they think that life is only work."
Indonesia. "In the United States everything has to be talked about and analyzed. Even the littlest
thing has to be 'Why, why why?'."
Ethiopia. "The American is very explicit. He wants a 'yes' or 'no'. If someone tries to speak
figuratively, the American is confused."
Iran. "The first time my American professor told me 'I don't know, I will have to look it up', I
was shocked. I asked myself 'Why is he teaching me?'"
******************************************************
I did not find foreign countries “foreign’ They have distinctive characterstics, but they are not
foreign. When people shop, they do not think very differently than Americains .
Alffred M. Zeien
Former Chairman, Gillet Company

Cross Cultural Differences

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Differences in Cultures

• different ways of looking at things

In an ideal world ...

• the policemen would be English

• and the lovers would be Italian

• the policemen would be German

• and the lovers would be Swiss

Some dimensions along which cultures vary:

A) High Context vs Low Context

• Interactions between types can be problematic. German businessman cannot understand

C) Future vs Present vs Past Orientation

• In societies where time is limited, punctuality becomes a virtue. It is insulting to waste

• In high power distance countries (most agrarian countries), bypassing a superior is

Problems Caused by Cultural Differences

• A Japanese businessman wants to tell his Norwegian client that he is uninterested in a

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