6.2: The Application of Cultural Dimension Theories to International Business Negotiations
Fons Trompenaars, a Dutch organizational theorist, management consultant, and author, has developed a model of national culture differences to use as a framework for cross-cultural communication.
This model has seven dimensions:
- Universalism vs. particularism;
- Individualism vs. communitarianism;
- Neutral vs. emotional;
- Specific vs. diffuse;
- Achievement vs. ascription;
- Sequential vs. synchronic; and
- Internal vs. external control.
Which of Trompenaars' five orientations describe a culture in which people are accorded status based on how well they perform their functions?
Now that you have read about Trompenaars' model of national culture differences, you may find it interesting to hear his perspective on social media. Trompenaars compares social media users by their age, country, and other demographics.
Read this article to learn about four models that provide a useful framework for managers. Geert Hofstede addressed six dimensions of culture in a study at IBM offices in 50 different countries to recognize the need to understand global differences in culture. These include power distance, uncertainty avoidance, individualism vs. collectivism, masculinity vs. femininity, long-term orientation, and restraint. Which of Hofstede's Cultural Dimensions describes an organization's comfort level with risk-taking?
To expand on Hofstede's six dimensions, this article offers scores for New Zealand. In each of the dimensions, the lowest possible score is 0, and the highest possible score is 100. The scores in this article are interpreted to describe people in New Zealand relative to the characteristics of a particular dimension. Look at the discussion questions at the end of the article. What answers would you give? Why?