交际文化在商务活动中的应用学位论文.docx

交际文化在商务活动中的应用学位论文.docx

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交际文化在商务活动中的应用学位论文

摘要

通过讨论在不同文化环境下,国际商务活动呈现的差异,从微观的角度分析文化差异在人际交流、商务洽谈、管理风格、商务决策和企业结构等方面对国际商务交流的影响。

有效地克服交际障碍是跨文化交际取得成功的关键。

这对促进国际间的文化、政治、经济交流有着极其重要的意义。

有效的商务沟通往往依赖于对不同文化和文化差异的理解与适应,依赖于对可能出现的文化差异的良好判断和方略调整。

因此,对国际商务交流活动中文化差异的影响的研究具有重大意义。

关键词：

国际商务活动;交际文化;影响

TableofContents

Abstracti

摘要ii

1.Introduction1

2.TheDefinitionofCross-culturalCommunication3

2.1Hofstede’stheoryofvaluedimension3

2.2Hall’shigh-contextandlow-context3

2.3Understandingcommunicativeculturedifferences3

2.3.1Orientationdifference4

2.3.2Individualismvs.collectivism4

2.3.3Sino-foreignmodesofthinkingdifference5

2.3.4Sino-foreignetiquettedifference6

3.DifferentBehaviorandReasonsintheSameBusinessSituation7

3.1Businessculturecommunicationissue7

3.1.1Theconflictsintheareaofdecision-making7

3.1.2Indirectcommunicationanddirectcommunication7

3.1.3Sourcesofconflicts7

3.1.4Casestudy8

3.2Theapplicationandeffectofcommunicationcultureonbusinesscontract8

3.3Theapplicationandeffectofcommunicationcultureonbusinessdecision-making9

3.3.1Theconflictsintheareaofdecision-making9

3.3.2Powerdistanceissue11

3.4Theapplicationandeffectofcommunicationcultureonmanagementstyle11

3.4.1Cross-culturemanagementstyle11

3.4.2ValuesorientationinHRM11

4.TheStrategyofCommunicativeCultureinInternationalBusinessActivities13

5.Conclusion14

References15

Acknowledgements16

The21stcenturyistheworldeconomyandcultureofthecentury,therapiddevelopmentoftheinternationalcommunicationandbusinesscontactsincreasinglyfrequent.Interculturalcommunicationhasbecomeinevitablereality.Peopleofdifferentbackgrounds,walktoarrivetogether,andcommunicationmustariseobstacles.Timelyandeffectivelyovercomethesecommunicativebarrierscross-culturalcommunicationisthekeytosuccess.Effectivebusinesscommunicationoftenreliesonthedifferentcultureandculturaldifferencesofunderstandingandadapts,reliesonpossibleculturaldifferencesofgoodjudgmentandstrategyadjustment.Therefore,theinternationalbusinesscommunicationactivityofculturaldifferencesaffectresearchisofgreatsignificance.

1.Introduction

Communicationcultureininternationalbusinessactivitiesofresearchathomeandabroad,theforeignbeganinthe1970s,andhasbeenrapidlydevelopmentinrecentdecades,withthemomentumofthesurgeininternationalbusinesscommunication,studytheissuestillexistsvastspace.In1976,Destler，Sato,ClappandotherbusinessnegotiationsintheUS-Japanculturaldifferencescausedifferentresultsofsuchstudiesopenedthefirstofitskind.Inthe1980s,Fisherinitsclassic!

Theinternationalnegotiations,pointedout:

“thegreatertheculturaldifferences,communicationbarriersandmisunderstandingsthatoccurthegreaterthepossibility”（GRICEHP.1975（3）：

41-58）.Inthe1990s,fromtheperspectiveofcross-culturalresearchcultureontheroleofinternationalbusinesscommunicationactivitiesbecomemoredeeplyandwidely.Culturaldiversityofbusinessactivities,Trompenaarseveruniversalismanduniquesocialistandindividualismandcommunitysocialism,neutralmaintendencyandemotionaltendencies,specialtypecultureandtheextensivetypeculture,achievementorientationandbelongingtoguide,timeofcontinuousandmeanwhileaspectstoillustrate.Intheearly21stcentury,thisbookhasbeenincreasing.Studyinforeigncountriesalreadyfromcultureisthefactorsaffectinginternationalbusinessdevelopmenttohowcultureinfluenceinternationalbusinesscommunicationandtheeffectsoftheaspects.

Thisaspectofthedomesticresearchstartsalthoughlate,butinafewshortyearsalsoappearsmanyachievements.ZhaoXianginthemulticulturalcontextofcross-culturalcommunicationandmanagementbackground,discusscultureincommercialcontract,businessnegotiationandbusinessetiquette,explainthedifferencesbetweenlearningandusingtherelatedknowledgeandskills,reduceoreliminateduetoculturaldifferencesandcausemisunderstanding,frictionandconflict,toeffectivelyengagedininternationalbusinessactivities,hasveryimportantpracticalsignificance.Communicativebehavior,YangQianandHuChunFeng（2006）analyzethreekindsofnon-verbalcommunication（visual,gestures,facialexpressionsoftheculturaldifferencesandtheinternationalbusinessnegotiation）,discussestheapplicationofnon-verbalcommunicationincross-culturalcommunicationofimportance.ZhaoYaoinlinguisticsbranchpragmaticsofimportantconcepts-contextasastartingpoint,fromcommunicativecontext,languagecontextandculturalcontextthreecross-culturalcommunication,usingadaptationofcontextfactorstheoryexplanationcross-culturalbackgroundofthecommunicatorincommunicationprocesshowtoconductcontextadaptation,inordertoachievesuccessfulcross-culturalcommunication.（2006（3）:

108–110）BusinessEnglishteachingarediscussed,LiuSenLin（2005）internationalbusinessnegotiationofEnglishteachingcharacteristic,definethescopeofteaching,thispaperdiscussesinternationalnegotiationsbusinessEnglishteachingdevelopmenttrendanddirection,andpointedoutthebusinessnegotiationsintheEnglishteachingprofessionalteachers'training,originalauthenticbusinessnegotiationsimagingteachingmaterialselectionofaspectsneededtoresolvesomeproblems.

2.TheDefinitionofCross-culturalCommunication

Interculturalcommunicationreferstocommunicationamongpeoplewhoseculturalbackgroundsaredifferentfromeachother.Thereareseveraltypesofit,includinginter-racecommunication（which isamongdifferentraces）,inter-nationalitycommunication（whichis amongdifferentnationalities）andinter-groupcommunications（whichisamongdifferentgroupofpeopleofthesamemainstreamcultureorsameethnicculture）.Theculturalknowledgewhich effectsthecommunication ininter-groupcommunicationduetotheculturaldifferenceofpeopleiscalledcommunicativeculture.

Therearetwoimportanttheoriesaboutculturalpatternsininterculturalcommunication.OneisHall’stheoryofHigh-contextandLow-contextOrientation.TheotherisHofstede’stheoryofValueDimensions.

2.1Hofstede'stheoryofvaluedimension

Hofstedeapply“value”（theValueSurveyModule）SurveyrespondentsforIBMpresidedovertwiceinvestigationanddatacollectedinstatisticalanalysis,finallyisolatedcontrastValuesoffourvaluedimensions,namelytheindividualismandcollectivism;powerdistance;Uncertaintyavoidance;Masculineandfeminine.Peoplefromdifferentcultures,showingtheattitudes,ideas,beliefs,andbehaviorofthedifferencesinthesefourdimensionsreflected,andhasformedunderstandcertainsocialnormsfoundation.

2.2Hall’shigh-contextandlow-context

Hallwithhighcontextandlowcontextorientationtheorytoexplaintheindividualimplicitinformationdependson:

“high-textcommunicationreferstotheexchangeprocessimplicitmeaningmore,clearcodinginformationtransmittedless;lowcontextexchangeopposite,thevastmajorityofinformationshouldpassclearcodingrelay.”（HALLET,HALLMR.1990:

6）Specifically,inhigh-textculture,peoplearemorewillingtoindirect,goodtactfully,veiledexchanges,meaningoftencontainedininformation,needtobeunderstoodbyreasoning,straightforwardconsideredbrusqueandunwelcome.Theyareofnonverbalexpressionthanlowsensitivityofhigh-textculture.Theythinktheeyes,expression,action,orevensilencecanexpressinlanguagecannotexpressmeaning.Theytrytoavoiddirectconflictwithhints,usuallyexpressdissatisfaction.Inthecourseoftheexchange,theyalmostneversaydirectly.

2.3Understandingcommunicativeculturedifferences

Oneofthekeysforanycompanycompetingintheglobalmarketplaceistounderstandthediverseculturesoftheindividualsinvolved.Whethermanagingculturallydiverseindividualswithinasinglelocationormanagingindividualsatremotelocationsaroundtheglobe,anappreciationofthedifferencesamongculturesiscrucial.

2.3.1Orientationdifference

Culturealsodiffersintimeorientation;thatis,whethertheculture’svaluesareorientedtowardthefuture（long-termorientation）.Inchina,cultureswithalong-termorientation,valuessuchasthriftandpersistence,whichfocusonthefuture,areemphasized.InRussia,theorientationisshort-term.Valuessuchasrespectfortradition（past）andmeetingsocialobligations（present）areemphasized.

（i）.Time

Normsregardingpunctualitydiffersignificantlyfromcountrytocountry.IntheUniteStatespeopletendtobeverytime-conscious.ConscientiousAmericansarriveafewminuteslate.Inmanyothercountriesattitudestowardtimeareverydifferent.Itisnotnecessarilyabreachofetiquettetoarrivealittlelateforabusinessappointment;indeed,itmightbeconsideredimpolitetoarriveearly.Asfordinnerinvitations,arrivingontimemabeverybadmanners.InGreatBritain,forexample,whensomeonesays,“Comefordinneratseven”,whattheymeanis,“Comebetween7:

30and8:

00,”Theguestwhoarrivesat7:

00islikelytofindanunpreparedandembarrassedhost.Similarly,whenanArgentineansays“Comefordinneranytimeaftereight,”whattheymeanis,“Donotcomeat8:

00;thatwouldbefartooearly”.

（ii）.Giftgiving

Thenormsofgiftgivingalsovarysignificantlyfromcountrytocountry.InGreatBritainforexample,wheninvitedtosomeone’shomefordinneritisnotnecessarytobringagift,butitispolitetooffertobringabottleofwinetheywouldlike.Incontrast,inJapanitisconsideredrudenottobringagiftwheninvitedtosomeone’shome,a