Intercultural Management

EENI- School of International Business

Subject: Intercultural Management. Cross-cultural Communication. Syllabus:

1. Introduction to the Intercultural Management
2. The culture and the global society
3. High and low context culture (Edward Hall)
4. Cultural dimension (Hofstede): Power distance, Individual, and Long-Term Orientation
5. The seven dimensions of culture
6. Cross-cultural communication and the International Marketing Plan
7. Intercultural Management and international business
8. Cultural patterns and markets
9. Countries classification
10. Key strategies for dealing with new cultures
11. Case Study:
    1. Ceramic tiles perception in different markets
    2. Hofstede dimensions and World's Religions
12. How to negotiate successfully in
13. Introduction to Religion and international business

The main objective of the subject “Intercultural Management” is to gain an understanding of the nature of different cultures and how to adapt our international marketing strategies to different countries.

In this subject, the student will learn about adapting our global marketing approach to different markets.

This will be achieved by:

1. Examining how the diversity of culture can influence the outcome of an International Marketing Plan
2. Outlining key strategies to dealing with new cultures
3. Detailing major theories on the subject
4. Highlighting critical errors to be avoided when dealing with different cultures

Sample of the subject - Intercultural Management:

Description of the Subject (Intercultural Management).

Intercultural Negotiation is one of the most important and challenging aspects of international trade.

The exporter negotiates with individuals from countries with very different cultures and habits. If the exporter does not adopt an open and respectful attitude towards these cultures; he will hardly achieve success in his business. He should try to learn the idiosyncrasies of each market.

Religion impacts on many areas of international marketing. It can restrict the types of products consumers may purchase or use. It also influences how the products are promoted.

The self-reference criterion (James A Lee) as an unconscious reference to one's cultural values, experiences, and knowledge as a basis for decisions. The self-reference criterion impedes the ability to assess a foreign market in its true light.

Edward Hall divides cultures into two types, according to its context:

1. High-context culture. Context rather than content is of significance. Fewer legal documents are used in these cultures, where one's word is one's bond, and this makes negotiations a lot slower
2. Low-context culture. With clear and explicit messages in which, written words transmit most of the information. Legal documents are considered essential. Europe and the United States are examples of these cultures. Social position is also a dominant factor and knowledge of it a must for negotiation. Japan and the Arab Countries are examples of these cultures.
   

Hofstede Theory is based on the assumption that countries can be compared to each other by rating the following parameters:

1. Power Distance Orientation (distance from power)
2. Individual vs. Collective Orientation
3. Dominant Values Orientation (Masculinity or femininity)
4. Uncertainty Avoidance Orientation (Distance from uncertainty)
5. Short-Term vs. Long-Term Orientation

How to negotiate successfully in:

1. America: Argentina, Brazil, Chile, Costa Rica, Ecuador, Mexico, Uruguay, or Venezuela
2. Africa: D.R. Congo, Morocco, Nigeria, or Senegal
3. MENA and the Middle East: Egypt, Saudi Arabia, or the United Arab Emirates.
4. Europe: Czech Republic, Portugal, or Russia
5. Asia: China, India, Indonesia, Hong Kong, Japan, Malaysia, the Philippines, Singapore, South Korea, Thailand, or Vietnam