The Cultural Dimension of Global Business

343 Pages·2012·3.958 MB·English

by  Gary Ferraro, Elizabeth K. Briody

SEVENTH EDITION

THE CULTURAL DIMENSION OF
GLOBAL BUSINESS
Gary P. Ferraro
The University of North Carolina at Charlotte
Elizabeth K. Briody
Cultural Keys LLC
First published 2013, 2010, 2006, 2002 by Pearson Education, Inc.
Published 2016 by Routledge
2 Park Square, Milton Park, Abingdon, Oxon OX14 4RN
711 Third Avenue, New York, NY, 10017, USA
Routledge is an imprint of the Taylor & Francis Group, an informa business
Copyright © 2013, 2010, 2006, 2002 Taylor & Francis. All rights reserved
All rights reserved. No part of this book may be reprinted or reproduced or utilised in any form or by any
electronic, mechanical, or other means, now known or hereafter invented, including photocopying and
recording, or in any information storage or retrieval system, without permission in writing from the
publishers.
Notices:
Product or corporate names may be trademarks or registered trademarks, and are used only for
identification and explanation without intent to infringe.
Credits and acknowledgments borrowed from other sources and reproduced, with permission, in this
textbook appear on appropriate page within text on page 281.
ISBN: 9780205835591 (pbk)
Cover Designer: Suzanne Duda
Library of Congress Cataloging-in-Publication Data
Ferraro, Gary P.
 The cultural dimension of global business / Gary P. Ferraro, Elizabeth K. Briody.—7th ed.
  p. cm.
 Includes bibliographical references and index.
 ISBN-13: 978-0-205-83559-1 (alk. paper)
 ISBN-10: 0-205-83559-7 (alk. paper)
 1. International business enterprises—Social aspects. 2. Intercultural communication.
 3. Technical assistance—Anthropological aspects. I. Briody, Elizabeth Kathleen. II. Title.
 HD2755.5.F48 2013
 302.3′5—dc23
 2012013804
Please visit the companion website at w​w​w​.​r​o​u​t​l​e​d​g​e​.​c​o​m​/​9​7​8​0​2​0​5​8​3​5​5​9​1​
Contents
Preface
1. Cultural Anthropology and Global Business
Introduction: Global Connections
The Perspective of Cultural Anthropology
Cultural Anthropology and Business
Anthropology’s Major Concept: Culture
Culture Is Learned
Culture Influences Biological Processes
Cultural Universals Do Exist
Cultural Change
People from All Cultures Are Ethnocentric
Cultures Are Integrated Wholes
Corporations Also Have Cultures
Cultural Differences in Business: Challenges and Opportunities
Cross-Cultural Scenarios
2. Lenses for Understanding Culture and Cultural Differences
Contrasting Values
The Individual–Collective Dimension
The Equality–Hierarchy Dimension
The Change Orientation Dimension
The Time Orientation Dimension
Context
Metaphors
Change
Conclusion
Cross-Cultural Scenarios
3. Communicating across Cultures: The Nonverbal Dimension
The Nature of Nonverbal Communication
Types of Nonverbal Communication
Potential pitfalls in Studying Nonverbal Communication
Business Introductions
Business Card Exchange
Bowing
Gift Giving
Interactions Among Businesspeople
Body Posture
Gaze
Hand Gestures
Facial Expressions
Dress
Proxemics
New Technologies and Visual Media
Conclusion
Cross-Cultural Scenarios
4. Communicating across Cultures: Language
The Ideal of Linguistic Proficiency in Global Business
Linguistic Diversity
Language and Culture
The Influence of Culture on Language
The Influence of Language on Culture
Language Mirrors Values
Linguistic Style
Language and Social Context
Some Additional Complicating Factors
Slang
Euphemisms
Verbal Dueling
Humor
Conversational Taboos
Information And Communication Technologies in the 21St Century
Conclusion
Cross-Cultural Scenarios
5. Negotiating across Cultures
The Nature of Cross-Cultural Negotiation
Where to Negotiate
Effective Strategies for International Negotiators
Avoid Cultural Cluelessness
Concentrate on Long-Term Relationships, Not Short-Term
Contracts
Focus on the Interests behind the Positions
Avoid Overreliance on Cultural Generalizations
Be Sensitive to Timing
Remain Flexible
Prepare Carefully
Learn to Listen, Not Just Speak
Act Ethically and with Integrity
The Use of Interpreters
The Global Negotiator
Cross-Cultural Scenarios
6. Partnering across Cultures
Partnership Basics
Meetings as Opportunities for Collaboration
Meetings and National-Culture Differences
Meetings and Organizational-Culture Differences
Lessons Drawn from Meetings
Decision-Making Models to Advance the Partnership Work
Decision Making and Cultural Differences
Decision Making and Organizational-Culture Differences
The Impact of Decision-Making Differences
Lessons Drawn from Decision-Making Models
Partnering Relationships and Problem Solving
Partnering with On-Site Work Colleagues
Distinctions between Local and Global Partnerships
Global Virtual Partnerships
Partnership Life Cycle
Partnership Process Outcomes
Partnership Product Outcomes
Lessons Drawn from Partnering Relationships and Problem
Solving
Cross-Cultural Scenarios
7. Coping with Culture Shock
The Nature of Culture Shock
Definition
Impact While Abroad
Impact upon Repatriation
Minimizing Culture Shock
Weigh the Alternatives
Prepare Carefully
Additional Suggestions
Cross-Cultural Scenarios
8. Developing Global Leaders
Globally Oriented Firms
Creating a Globally Oriented Workforce
The Evolving Profile of the Overseas Assignment
Fluctuation in Expatriate Numbers
The Rise in Short-Term Assignments
Expatriate Strategy Pros and Cons
Selection
Technical Skills
Ability to Adjust
Useful Selection Criteria
Selection Models
Preparation
Language Training
Cross-Cultural Training
The Specifics of Overseas Life and the Job
In-Country Support
A Role for the Corporation
Accessing Local Networks
Repatriation
Repatriation Track Record
Global Strategy Reimagined
Global Leaders for the 21st Century
Cross-Cultural Scenarios
Appendix A Cross-Cultural Scenario Discussions
Appendix B Locating Relevant Cultural Information
The Traditional Anthropological Approach
Documentary Sources Useful in Developing a Cultural Profile
Culture-Specific Associations
Some Country-Specific Sources
U.S. Government Sources
Sources of Country-Specific News and Current Events
The Electronic Library
Human Resources for Culture-Specific Information
One’s Own Company
Academia
Foreign Trade Offices
Private-Sector Consultants and Trainers
The Search for Cultural Information Upon Arrival
In-Country Documentary Resources
In-Country Human Resources
Conclusion
References
Photo Credits
Index