Mai Tiến Doanh (MBA)

UNIT 4: MANAGING ACROSS CULTURES

THE LEWIS MODEL
RICHARD LEWIS
LINEAR- MULTI-ACTIVE REACTIVE
ACTIVE CULTURES CULTURES
CULTURES
Attaching more
importance to
feelings, emotions,
intuition,
relationships and
connections.
- Flexible, good at -
changing plans and
happy to improvise
Believing in social
or company
hierarchy and
respecting status

EX:- For South

Africans, the buyer
is always in the
upper hand, but it
is the
responsibility of
both parties to
come to a final
agreement. South
Africans believe in
the principle of
"win-win" and
expect you to
return their respect
and trust.

-Entrepreneur Italy
is open-minded
and ready to let
partners know
about this tradition,
including other
information such
as: how many
employees, which
Mai Tiến Doanh (MBA)

country have been

doing business
with since when,
how much is the
annual sales, the
reason for wanting
to do business,...
and at the
beginning of
negotiations often
want to come to an
agreement as soon
as possible.

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