CROSS CULTURAL

MANAGEMENT
 Concept of
Culture

• Culture is the configuration of learned behavior

and result of behavior whose component
elements are shared and transmitted among the
members of a particular society.

Culture is Relative that guide the behavior of people in a society /

community and that are passed on from one generation to the next.
 Elements of
Culture

• Culture has normative value. It prescribes

Do’s and Don’ts which are binding on the
members of a society.
• Culture is a group Phenomenon.
• Cultural practices are passed on from
generation to generation
• Example: Women in Indian Society wear
‘Kumkum/Sindur’ on their foreheads because their
parent told them to wear. The parents did the same
because their parents had done so.
• Eating cow’s meat is viewed critically by Hindu
Society. While drinking liquor is common in the US,
the same is prohibited in Saudi Arabia and is a
punishable offence
 Characteristics of
Culture

• Culture is learned
• Culture is unconscious
• Culture is shared
• Culture is integrated
• Culture is Symbolic
• Culture is a way of life
• Culture is Dynamic
• Culture is Relative
• Culture is universal
 Education
Political
Language
philosophy

Determinants Social
Religion of Culture structure
 level of culture
pervasive and extends to the whole of a
Dominant Culture country

practices of Punjabies are different from

Sub Culture those obtain in Karnataka.

TATA is different from that of INFOSYS while

Organizational that of INFOSIS is not the same as that of
WIPRO.

Occupational An Account for example speaks the same

financial language whether he or she is an
Indian or an American. So is the case with a
medical practitioner or an attorney.
 Characteristics
of Organization
Culture

• Centralized vs. decentralized decision making:

• Safety vs. risk: in some so
• Individual vs. group rewards
• Informal vs formal procedures:
• High vs. low organizational loyalty:
• Cooperation vs. competition:
• Short term vs. long term horizons
• Stability vs. innovation
 Cultural Sensitivity
Every international manager need to know about cultural differences among nations in
order to be able to:

•Communicate effectively with customers, suppliers, business associates and

partners in other countries and foreign employees (expatriates).
•Conduct negotiations and understand the nuances of the beginning postures of the
other parties into a negotiation.
• Predict trends in social behavior likely to affect the firm’s foreign operations.
•Understand the ethical standards and concepts of social responsibility in various
countries.
• Build Foster relationships between union confederations and employee
associations
require cultural empathy.
• Understand local Government policies and influences it for business promotion.
•Conduct efficient meetings in different countries and encourage employees
participation in management.
• Understand how people interpret market research an other information.
 Why needed ?

1.In global businesses, activities such as leading, motivating, decision making,

problem solving, exchanging ideas and information depends on the ability of
proper communication from one culture to another.

2.Mistakes in cross-cultural communication often go unnoticed by the

communicators, but these mistakes have the potentials to cause damage
to international relationships and negotiations.

3.Mistakes or misinterpretations of the subtle gestures of the hands, and face,

the use of silence, what is said or not said, and the intricacies of dealing with
age and status often provide PITFALLS for International Business.
 Critical dimensions in
Intercultural
communication are:

1. Language and Culture

2.Difference between high and low context
cultures
3. The use of interpreters
4. non-verbal communication
Dressing
Food Culture
 Food Culture –
No No

• Pork
Muslims are prohibited from eating pork so it is not included in Arab
menus. There are substitutes for the same.

• Alcohol
Alcohol is generally only served in hotel restaurants and
bars. Exceptions are some clubs (e.g. golf clubs) and associations.
 Doing Business in
the UAE

Working Companies Working

Practice Structure Relation

Business Social
Customs
Practices
 Working

Practice

• Saturday – Wednesday (Traditional Working Week)

• Meetings should be scheduled advanced with extra

time allocation
• Attitude to time is comparatively relaxed
 Working

Relation

• Prefer to do Business in Person

• Prefer to do Business with those who they know

• Family & Friends come before anything else

 Business

Practice

• Customary greeting is “As-salam alikum” with reply “Wa alaikum as-

salam”
• Initial business meeting – Way to become acquainted with
your
counterparts
• Business Cards are common but not essential. If intended ensure
English and Arabic printed information.
 Social Custom

• Gifts • Left Hand

– Sign of Generosity – Do not use or offer
• Dining item with your left
hand
– Sign of respect –
starts eating last • Shoes
– Host pays for it – Follow the lead of your
host

Do’s
 Address Emirati counterpart with
appropriate titles
 Dress Conservatively
 Accept Invitation to a meal or
social events
 Politeness and courtesy
Business
Etiquette
Don’t
• Expect a one-on-one meeting to only
include yourself and the other person.
• Assume that the person who asks the
most questions in meetings holds the
most Responsibility.
• DON’T ask about a person’s wife or
daughters.
• Don’t speak Loud and with laughter
 Tips for effective
communication

• Be clear and concise

• Speak more slowly
• Reinforce your message
• Make presentations effective
• Double-check understanding
• Be open-minded
 Differences between Indian Culture & Western Culture

Basis Indian Culture Western Culture

Belief in Faith & Strong believers Believe in hard work & efforts
Luck
Belief in Spiritualism Strong believers Believe in Materialism
Public Appearance No body Fashionable clothes the in
exposures. thing
Considered obscene.

Care of Old People Sons are expected to Old parents are not cared for.
take care of their
Parents.

Respect for Women No religious ceremony is Relegated to Old Homes

held without wife. Women looked as objects of
Women given respect in pleasure. Women are free
traditional sense in every aspect
 Corporate Gifts /
Greetings

• Africa A light warm handshake is acceptable form of greeting when anyone

meet and anyone leave
• Asia Bow down to each other
• Australia & New Zeeland- During parties, host will introduce to the other
guests, do not expect gifts from foreigners doing business with them
• Europe Shake hands with a firm grip when any one meet and anyone
depart
• Middle East & Gulf Countries- Gift should be presented publicly to the
group after a deal is closed. In addition to hand shake , they may touch
other arms & shoulder, and embrace when they are so close
• Canada & USA Hand shake is a full – hand grip
 Meetings and presentations
• Africa Be prepared for a large no. of people

• Asia Decide before hand what tech. information they are willing to
share and be sure everyone on your team knows

• Australia & New Zeeland- To the point, specific and punctual

• Europe Class conscious good manners are critical and ignorance is

no excuse for bad manners

• Middle East & Gulf Countries- Maintain Royalty and detail

discussion, prefer local language or English

• Canada & USA Meeting begin and end as scheduled. There is very
little
Thank You