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商务

Unit1

CultureIsSubjecttoChange

threecommonmechanisms:

innovation,diffusion,andacculturation.

Althoughmanyaspectsofculturearesubjecttochange,thedeepstructureofacultureresistmajoralterations.Innovation:

isusuallydefinedasthediscoveryofnewpractices,tools,orconceptsthatmanymembersofthecultureeventuallyacceptandthatmayproduceslightchangesinsocialhabitsandbehaviors

Diffusion:

istheborrowingbyoneculturefromanother.Historically,diffusionhasbeenpartofculturalcontactforaslongascultureshaveexisted.lAcculturation:

asatypeofculturalchange,occurswhenasocietyundergoesdrasticculturechangeundertheinfluenceofamoredominantcultureandsocietywithwhichithascomeincontact.

•Thefeaturesofstereotypes

•Overgeneralization,oversimplificationandtheoftennegativeevaluations.

•Inthesameculturalgroup,peopleseeminglybearconsistentstereotype.

•Thestereotypesarebothchangeableandunchangeable.

•Embeddedinsingleword,phraseoranimage,oracombinationofwordsandimages.E.g.“Negros”,“Japs”小日本

Unit2

TraitsofHighlyIndividualistCultures

⏹Emphasisonindividualinitiative,decisions,andachievement.

⏹ControlthebehaviorthroughSelf-generatedsanctionorguilt

⏹Rapiddecision-makingbutslowimplementation

⏹Thebeliefthatinsociety,everyoneissupposedtotakecareofhimselforherselfandhisorherimmediatefamily

⏹“I”consciousnessandself-orientation:

identitybasedintheindividual

⏹Emotionalindependenceoftheindividualfromorganizationsorinstitutions

⏹Beliefthateveryonehasarighttoaprivatelifeandopinion

⏹Theideathatthesamevaluestandardsshouldapplytoall:

universalism

TraitsofCollectivistCultures

⏹Emphasisonbelongingtogroupsandorganizationsthatmakedecisionsandprotectpeopleinexchangefortheirloyalty

⏹Valueconformityandseektocontrolthebehavioroftheindividualthroughexternalsanctionorgrouppressure

⏹Slowdecision-makingButrapidimplementation

⏹Expertise,order,duty,securityprovidedbytheorganizationorclan

⏹“We”consciousnessandcollectivityorientation:

identityrootedinthesocialsystem

⏹Emotionaldependenceoftheindividualonorganizationsandinstitutions

⏹Theinvasionofprivatelifebyorganizationsandclanstowhichtheindividualbelongs;opinionspredetermined

⏹Valuestandardsthatdifferforin-groupsandout-groups;particularism

⏹日本：

突出来的钉子，将会被打下去

InJapan,“thenailthatsticksupispoundeddown”

⏹前苏维埃：

最早长出来的草，最先被砍去。

IntheformerSovietUnion,“thehighestbladesofgrassisalwaysthefirsttobecut”thatgovernedtheattitudeofthe“have-nots”arevalidreflectionofcollectivistsocietalattitudes.

⏹枪打出头鸟

人怕出名猪怕壮

表现了社会对个人超过集体的不能容忍

Botheexpresssociety’sintoleranceoftheplacementofpersonalsuccessoverthatofthegroup.

⏹CaseStudy:

PraisingJapaneseinPublicWorkplaces在工作场所当众表扬日本人

⏹美国人：

苏奇木拓先生，我发现你工作干得很出色，希望其他员工能知道你是怎么做到的。

⏹日本人：

（有些不安）表扬就不必了，我只是做了自己该做的而已。

（他真希望其他同事没有听到他们的对话）

⏹美国人：

你是我们公司所见到的最优秀、最杰出、最勤奋的员工。

⏹日本人：

（他脸红了，不住地点头，仍然埋头工作。

）

⏹美国人：

苏奇木拓先生，你是该说“谢谢”呢，还是只是保持沉默？

⏹日本人：

对不起，约翰先生，我可以离开五分钟么？

⏹美国人：

当然可以。

（他有点不悦地看着苏奇木拓走出去）真不明白有些日本人怎么这么没礼貌，你表扬他们，他们好像会很不安，也不回答你，只是静静地听着。

⏹为什么约翰先生与苏奇木拓的谈话会不愉快？

⏹如果你是约翰先生，你会当众表扬苏奇木拓么？

⏹如果你是苏奇木拓，你会如何处理这种情景？

BeliefPatternsinHighP-DCultures

⏹Thereisandshouldbeanorderofinequalityinwhicheveryonehashisorherrightfulplace:

highandlowareofdifferentkindsandareprotectedbythishierarchicalorder.

Afewshouldbeindependent:

mostshouldbedependent.

•Powerisabasicfactofsocietythatantedatesgoodorevil:

Itslegitimacyisirrelevant

•Thereisanunderlyingharmony-betweenthepowerfulandthepowerless.

•Cooperationamongthepowerlessisdifficulttobringaboutbecauseofthelowfaiththat

•peoplehaveineachother.

•Employeesseeknodecision-makingrole.

•Lessindividualistic

•BeliefPatternsinLowP-DCultures

•

•Inequalityandhierarchyinsocietyshouldbeminimized:

Allshouldbeinterdependentandshouldhaveequalrights.

•Anypowerthatisusedshouldbelegitimateandissubjecttothejudgmentbetweengoodandevil.

•Thewaytochangeasocialsystemisbyredistributingpower.

•Thewaytochangeasocialsystemisbydethroningthoseinpower.Therewillalwaysbeconflictbetweenthepowerfulandthepowerless.

•Cooperationamongthepowerlesscanbebroughtaboutbasedonsolidarity.

•Individualemployeeswillseekaroleindecisionmakingandquestiondecisionsandorders.

•Moreindividualistic

•BeliefPatternsinHighU-ACultures

•Highanxietyandstress:

Thereisaninherentuncertaintyinlifethatisacontinuousthreat.

•Weakersuperegosandlessshowingofemotions:

Assertivebehaviorisfrownedupon.

•Concernswithsecurityinlife:

Conservatism,law,andorderareessential.

•Achievementisdefinedintermsofsecurity.

•Searchforultimate,absolutetruthsandvaluesisongoing.

•Writtenrulesandregulationsareneeded.

•Beliefinexpertsandtheirknowledgeexists:

Ordinarycitizensareincompetentversustheauthorities.

•BeliefPatternsinLowU-ACultures

•Ease,lowerstress:

Theuncertaintyinherentinlifeismoreeasilyacceptedandeachdayistakenasitcomes.

•Strongsuperegosandmoreshowingofemotions:

Assertivenatureofselfandothersisaccepted.

•Moreacceptanceofdissent:

Conflictandcompetitioncanbecontainedontheleveloffairplayandusedconstructively.

•Devianceisnotfeltasthreatening;thereisgreatertolerance.

•Thereismorewillingnesstotakerisksinlifeandlessconservatism.

•Achievementisdeterminedintermsofrecognition.

•Relativismandempiricismexist.

•Thebeliefexiststhatthereshouldbeasfewrulesaspossible.

•Thereisabeliefingeneralistsandcommonsenseandthattheauthoritiesaretheretoservethecitizens.

•瑞典的宜家家具连锁遍布全球很多国家，德国占到了整个集团销售额的30%，但德国的员工却对宜家的管理模式颇有微词，这是为什么呢？

……

•在瑞典，宜家占有20%的市场份额，占据了家具销售的领先地位，而在过去的二十多年间宜家敢为天下先，成功地成长为一家跨国集团，在此之前，家具销售行业被普遍认为只能是一种“当地性”的产业。

•德国是宜家最大的市场之一，拥有20多家店面，销售额占到整个集团总销售额的30%。

自从1974年在慕尼黑开了第一家店面以来，宜家进入德国市场已经有十多年了，但德国的宜家员工仍然难以接受瑞典式的管理。

托马斯·拉尔森是科隆分店的经理，他说：

“一些资格较老的员工都不会直呼我的名字，不用德语du（对“你”非正式称呼），因为他们认为du是对上司的不敬。

”当地的人事经理海克·奥斯特埃希也说：

“有两种对‘你’的称呼，一种是宜家的“您”，另一种是用于朋友之间的‘你’。

”

•德国人严格按照规章制度办事，他们服从上司的安排，只要是实现约定好的或者以书面形式规定的，他们都会认真去做，而宜家的企业文化核心却是“对自己负责”，模糊用语，目的是使员工在执行这些政策时可以有更多自由变通的余地，而为了适应德国人的工作习惯，在把宜家的文化翻译成德语时，大家认为有必要把瑞典语版本中的模糊用语变得更为清楚。

有一次，宜家创始人坎普拉德的继任者安德斯·莫伯格建议有些地方可以设立促销橱窗，而德国的宜家经理们把莫伯格的这个建议当成了一道命令，于是促销橱窗在德国的宜家商店随处可见。

•总的来说，德国员工认为瑞典人更加看重结果，会认真处理每一个问题，但他们觉得瑞典人在行动之前不会对风险进行充分的评估。

海克·奥特斯埃希甚至说：

“为了提高工作效率，瑞典人宁愿把我们的办公桌都扔到后院去。

”瑞典的随便也让德国人看不惯，他们甚至“可以在香烟盒背面做笔记。

”而德国人更喜欢正式的规章制度，“我们需要办事程序和形式，因为严格的管理模式使德国人感到安全。

”

•WhatkindofmanagementstyledoesIKEAhaveaccordingtothiscase?

•DoesitfitwellinGermany?

•DoyouthinktheIKEAwayshouldadapttotheGermanconventions?

Ifyes,whatmeasuresshouldbetaken?

•WhattrainingshouldtheGermanemployeestakeinordertoaccepttheIKEAway?

•BeliefPatternsinHighlyMasculineCultures

•Menshouldbehaveassertivelyandwomenshouldcare.

•Sexrolesinsocietyshouldbeclearlydifferentiated:

fatherusedasamodelbyboys;motherbygirls.

•Menshoulddominateinallsettings:

thereisamachismo（ostensivemanliness）ideal;womencanbekeptignorant.

•Weakerpositionofthemotherinthefamily:

male-dominatedfertilitydecisions.

•Appreciateaggressivenessandassertiveness,respectthegoalofmaterialacquisition

•Successisthefunctionofindividualandsocietyismadeupofleadersandfollowers

•BeliefPatternsinLess-MasculineCultures

•Menneednotbeassertivebutcanalsotakecaringroles.

•Sexrolesinsocietyshouldbefluid:

bothfatherandmotherusedasmodelsbyboysandgirls.

•Differencesinsexrolesshouldnotmeandifferencesinpower;moreequalpartnershipofmenandwomen.

•Strongerpositionofthefemale:

femaleleadershipinfertilitydecision.

•Valueinterpersonalrelationship,putqualitylifebeforematerialacquisition

•Slowpaceofbusiness;Businesspeoplearemorereservedandlesstime-driven;Buildlong-termrelationship

Timeisoneofthefundamentalbasesonwhichallculturesrestandaroundwhichallactivitiesrevolve.Understandingthedifferencebetweenmonochronictimeandpolychronictimeisessentialtosuccess.Monochronictimeischaracterizedaslinear,tangible,anddivisible.Polychronictime,onthecontrary,ischaracterizedby"thesimultaneousoccurrenceofmanythingsandbyagreatinvolvementwithpeople".

nHighandlowcontextreferstotheamountofinformationthatapersoncancomfortablymanage.Thiscanvaryfromahighcontextculturewherebackgroundinformationisimplicittolowcontextculturewheremuchofthebackgroundinformationmustbemadeexplicitinaninteraction.

high-contextcommunicationormessageisoneinwhichmostoftheinformationiseitherinthephysicalcontextorinternalizedintheperson,whileverylittleisinthecoded,explicit,transmittedpartofthemessage.

Alow-contextcommunicationisjusttheopposite;i.e.,themassoftheinformationisvestedintheexplicitcode.

Twinswhohavegrownuptogethercananddocommunicatemoreeconomically（HC）thantwolawyersinacourtroomduringatrial（LC）.

nRelationship—drivenfeminineculturehigh-contextculture

Chinese—placegreateremphasison“timepast”,valuethecontinuationoftraditionandestablishedpractices

Americans—livemoreinthepresentandhaveaviewtowardsthefuture

Japanese—valuetradition,havealongertimehorizon;willingtoabsorbshort-termlossesinexchangeforlong-termgains

SenseofTime

Past

Inpast-orientedsocieties,the