Culture as a Normal Distribution US Culture 120 100 80 60 40 20 0 Norms and Values l Culture as a Normal Distribution US Culture French Culture 120 100 80 60 40 20 0 Norms and Values A model of culture Explicit Culture Implicit Culture About Culture Is a dynamic process of solving human problems/dilemmas in the areas of - Human Relationships - Time - Nature 01/ The Car Accident What happens to your friend? 01/ What Right has Your Friend? A. My friend has a definite right as a friend to expect me to testify to the lower figure. B. He has some right as a friend to expect me to testify to the lower figure. C. He has no right as a friend to expect me to testify to the lower figure. 02 Universalism普遍主義 対 Particularism個別主義 Individualism vs Communitarianism 03 Neutral versus Affective 01 04 Specific versus Diffuse 05 Achievement versus Ascription 06 Sequential versus Synchronic 07 Internal versus External Control 01/ Universalism vs Particularism 普遍主義 対 個別主義 • Consistency • Systems, standards & rules, • Uniform procedures • Demand clarity • • • • • Flexibility Pragmatic, Make exceptions “It depends” At ease with ambiguity 01/ Universalismー普遍主義 Friend has no/some right and would not help 97 Switzerland Canada USA Sweden United Kingdom Australia Netherlands Germany Iceland France Singapore Japan India China Russia Korea Venezuela % 93 93 92 91 91 90 87 86 73 69 68 54 47 44 37 32 20 40 60 80 100 01/ Dilemma Reconciliation ジレンマの調和 Copyright or Right to Copy ? 01/ Dilemma Reconciliation 12-APR 1996 CIBS AMSTELVEEN TEL 0206401151 TO CIBS(The Center for International Business Studies April 12, 1996 ATTN: Dr Fons Trompenaars RE: The Letter of Appreciation Dear Dr Trompenaars; I am very sorry for sending this letter of appreciation to you late We are very pleased to let you know that your book, ‘Riding the Waves of Culture’ has been successfully translated in Korean and it gives us big help for developing our Group’s Globalization. It is our great honor and thank you for letting us have an opportunity to use your masterpiece. Sincerely yours Mr. Kim Cheung Executive Director GLOBAL MANAGEMENT INSTITUTE 01/ Dilemma Reconciliation P U British Publisher = Universal Copyright Korean Organization = Particular Relationship 01/ Clashing Values Universal Copyright Particular relationship with organization 01/ Clashing Values Universal Copyright U P Particular relationship with organization 01/ Clashing Values Universal Copyright (1,10) Sue them and lose money No reconciliation Particular relationship with organization 01/ Clashing Values Universal Copyright No reconciliation Thank them for stealing! X (10,1) Particular relationship with organization 01/ Clashing Values Universal Copyright Split the difference (5,5) And irritate both Particular relationship with organization 02/ Individualism 個人主義 versus Communitarianism 共同体主義 a) One said: ‘It is obvious that if one has as much freedom as possible and the maximum opportunity to develop oneself, the quality of one’s life would improve as a result.’ b) Another said: ‘If the individual is continuously taking care of his or her fellows then the quality of life for us all will improve, even if it obstructs individual freedom and individual development.’ 02/ Individualism 個人主義の度合い Percentage opting for Individual Freedom 89 % Israel Canada USA Denmark Netherlands Finland Australia UK Russia Iceland Italy Indonesia Singapore China France Japan India Mexico Egypt 71 69 67 65 64 63 61 60 53 52 44 42 41 41 39 37 32 30 0 20 40 60 80 100 02/ Dilemma Reconciliation The Individual and the Team Reward Individual performance Stimulate Team Co-operation 02/ Dilemma Reconciliation The Individual and the Team Individual Motivation (1,10) Me, Myself and Withholding Information Team Motivation 02/ Co-Opetition The Individual and the Team Individual Motivation Team Mediocrity Team Motivation 02/ Co-Opetition The Individual and the Team Individual Motivation (5,5) Go for the Small team Team Motivation 02/ Co-Opetition The Individual and the Team Individual Motivation (10,10) Reward Teams for Individual Creativity AND Reward Individuals for Team Work Team Motivation 01/ Co-Opetition 協争 1. Mass-Customization 2. Co-Opetition 3. It is Cool to be Emotional 4. Moments of Truth 5. Practice what you Preach 6. Just In Time Synchronizing Sequences 7. Pushing through the Pull 01 02 03 04 05 Universalism versus Particularism Individualism vs Communitarianism Neutral 感情中立主義 対 Affective 感情表出主義 Specific versus Diffuse Achievement versus Ascription 06 Sequential versus Synchronic 07 Internal versus External Control 03/ Neutral 感情中立型 対 Affective 感情表出型 In my society, it is considered unprofessional to express emotions overtly. Please select your position on the statement above: a) b) c) d) e) Strongly agree Agree Be undecided Disagree Strongly disagree 03/ 感情中立型の度合い Percentage not expressing emotions overtly 81 Ethiopia Japan Hong Kong China India Iceland Denmark Portugal Sweden UK USA Brasil Italy France Argentina Russia Spain Egypt Kuwait 74 % 64 55 51 49 48 47 46 45 43 40 33 30 28 24 19 18 15 0 20 40 60 80 100 Universalism versus Particularism 01 02 03 04 Individualism vs Communitarianism Neutral versus Affective Specific 関与特定型 対 Diffuse 関与融合型 Achievement versus Ascription 05 06 07 Sequential versus Synchronic Internal versus External Control 04/ Specific 関与特定型 versus Diffuse 関与融合型 Public Private 04/ Specific 関与特定型 versus Diffuse 関与融合型 Public Public Specific Relationship 04/ Specific 関与特定型 versus Diffuse 関与融合型 Public Private 04/ Specific 関与特定型 versus Diffuse 関与融合型 No Relationship 04/ Specific 関与特定型 versus Diffuse 関与融合型 Private Private Diffuse Relationship 04/ Encounter Specific and Diffuse 関与特定型と関与融合型の衝突 Public Private Private Danger Zone 04/ Specificity 関与特定型 A boss asking to paint his house The colleague argues: You don’t have to paint the house if you don’t feel like it.He is your boss in the company. Outside the company, he has little authority The subordinate argues: Despite the fact that I don’t feel like it, I will paint the house anyway. He is my boss and you cannot ignore it outside your work either. 04/ Specificity 関与特定型の度合い Would not paint the house Sweden Netherlands Denmark Iceland Canada USA Australia Japan Mexico Thailand Greece Belgium Korea Singapore Venezuela Kuwait Nigeria China 91 91 89 88 87 % 82 78 71 70 69 67 66 65 58 52 47 46 32 0 20 40 60 80 100 Universalism versus Particularism 01 Individualism vs Communitarianism 02 Neutral versus Affective 03 Specific versus Diffuse 04 05 Achievement 実績主義 対 Ascription 属性主義 Sequential versus Synchronic 06 Internal versus External Control 07 05/ Achievement 実績主義 対 Ascription 属性主義 Who You Are What You Do STATUS ? 05/ Achievement vs Ascription • Family • Age • Sex • Education 05/ Achievement vs Ascription ‘The most important thing in life is to act as really suits you, even if you don’t get things done’ 05/ Achievement 実績主義の度合い Percentage not agreeing with acting as really suits you 71 % 69 USA Australia Iceland UK Sweden Denmark Germany Switzerland France Hong Kong Mexico Russia China Japan Poland Korea Czech Republic Argentina Egypt 66 56 54 49 40 34 33 32 31 30 28 26 21 20 13 12 4 0 20 40 60 80 06/ Time Orientation 時間傾向 Think of the past, present and future as being in the shape of circles. Please draw three circles representing past, present and future. Arrange these circles in any way you want that best shows how you feel about the relationship of the past, present and the future. You may use different size circles. 06/ Time Orientation 時間軸 Past, Present and Future USA FRA JPN SPA UK ICE 07/ Internal vs External Control a. What happens to me is my own doing. b. Sometimes I feel that I do not have enough control over the direction my life is taking. 07/ 内的コントロール型 What happens to me is my own doing Israel Norway USA UK France NL Belgium Italy Korea Germany Japan India Iceland Singapore Kuwait Russia China Venezuela 88 86 % 82 77 76 75 75 72 72 66 63 63 59 57 55 49 39 33 0 20 40 60 80 100
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