Business Communication - Overview of the Cultural Dimensions

Hofstede Trompenaars Gesteland/Hall The GLOBE-study

Individualism vs. Collectivism Universalist vs. Particularist Deal-Focus vs. Relationship-Focus Performance Orientation
How different cultures view the individual in relation to The speed and willingness to get down to business with
Are rules or relationships more important? How excellent performance is rewarded and encouraged
the group new business partners
Individualism Collectivism Universalist Particularist Deal-Focus Relationship-Focus High Low
Independence Seek group-consensus Rules Relationships Task-oriented People-oriented Reward great results Social skills important
Self-reliance Depend on others Equality Rule bending Direct initial contact Indirect initial contact What you do Who you are

Power Distance Achievement- vs. Ascription-based High- vs. Low-Context Communication Gender Egalitarianism
Explains how the hierarchy in different cultures is built The extent to which cultures place importance of
How is status accorded? Do people have a direct or indirect language?
up and who´s delegated authority equality between men and women
High Low Achievement-based Ascription-based High Low High Low
Hierarchical Egalitarian Competent people Who the person is Context important Context unimportant Equality Inequality
Top-down Two-way Merits Seniority Messages given implicitly Messages given explicitly More female leaders Fewer female leaders

Uncertainty Avoidance Inner- vs. Outer-directed Informal vs. Formal Assertiveness

The extent to which people are forceful and
Explains the level of stress people in a culture
How do people relate to nature? Explains how informal or formal a business culture is confrontational when communicating, as opposed to
experiences when faced with uncertainty
empathetic and cooperative
High Low Inner-directed Outer-directed Informal Formal High Low
Sceptical to new ideas Open to new ideas Control surroundings Adjust to surroundings Flat structure Hierarchies Confident personality Modest behaviour
Avoid risk-taking Encourage risk-taking Product-centred Customer-centred Relaxed style Politeness and respect Not afraid to stand out Avoid standing out

Monochronic vs. Polychronic

How the culture relates to time

Monochronic Polychronic
Punctuality Tardiness
One thing at the time Multitasking

Reserved vs. Expressive

How accepted it is to show emotions in the workplace

Reserved Expressive
Mask emotions Show emotions
Prøv eksamenskurset i Business Communication helt gratis - på EnkelEksamen.no Limited use of gestures Use of gestures