1. Basic Cultural Orientations

3. Beauty ideal

4. Beauty ideal
En dit zijn reclames voor bruinmakende crèmes uit Noord Europa.
Aziaten willen witter zijn en Noord-europeanen bruiner. Hebben ze toch één schoonheidsideaal? 4

5. Six basic cultural orientations
Human nature good / bad / mix changeable or not
Relation to nature dominant / harmony / dominated
Relation with others individualist/collectivist /hierarchical
Aim of human activity to do/ to become /to be
Time orientation future / present / past
Space orientation private/ mixed / public

6. Om Versailles zo systematisch te kunne bouwen als gewenst, moest een deel van de bergen die je nog op dit plaatje ziet worden afgegraven worden. Het toppunt van de natuur willen beheersen. 6

7. Zo werd Versailles na de beheersing van de natuur.7

8. Geert Hofstede Culture’s Consequences
Dit plaatje staat op zijn website. Als je er op klikt kun je lezen wat er in zijn hoofd omgaat.

9. Culture Hofstede Layers of Culture national regional gender generation
social class
specific socialisation

10. Culture Hofstede Cultural Differences are programmed
ex. Interpretation of State Regulations
Every thing what is not forbidden is allowed
 FR
Every thing what is not allowed is forbidden
 D
Many things which are forbidden are allowed if not controlled
 B

11. Dimension Models: Hofstede
Power Distance
Uncertainty Avoidance
Individualism
Masculinity
Long Term Orientation (later added)

12. Fons Trompenaars
Riding the Waves of Culture

13. Charles Hampden Turner

14. Culture Trompenaars Relation orientation Time orientation
relationship of individuals to others
Time orientation
temporal focus of human life
Active orientation
modality of human activity

15. What is the nature of people?
Good Mixture Evil
Changeable Not changeable
McGregor: Theory X and Theory Y
Theory X: workers are lazy, need constant direction and supervision
Theory Y: workers are self-directed, willing to take initiative, to do what has to be done without external control

16. What is a person's relation to nature?
It would be good to try to control natural forces, such as the weather
    
Nature has to follow its course; we have to accept it and make the most of it

17. Relationship with nature
Dominant Harmony Subjugation
‘Just do it’ ‘Inch’allah’
The role of religion

18. What is the a person's relationship to other people?
Collectivism vs individualism
Power distance
Particularism vs universalism
Neutral vs emotional
Achievement vs attribution

19. Individualism vs collectivism
small group
independence
personality
‘ Western ’
Collectivism we
extended family, group
interdependence
harmony
Portugal, Greece, Spain, Africa, Asia, Latin America

22. Violin lesson in Japan
Ook andere straffen…...

23. Power distance
To what extent do we accept that some people have more power than others?
High Low
hierarchical egalitarian
top-down top-down / bottom-up
Latin Germanic

27. Achievement - Ascription
Respect is given according to what one has achieved
Ascription:
Respect is given according to one’s origins

28. Universalism - Particularism
Depending on circumstances, something is good or bad
Universalism:
What is good or bad is established

29. Particularism vs Universalism
The car and the pedestrian

30. Neutral vs emotional Expressive Reserved affective ermotional dramatic
relationsip-oriented
mutual-face
Latin American, Arab
Reserved
instrumental
neutral
explicit
goal-oriented
self-face
Scandinavian, Dutch, USA

31. Primary mode of activity
Doing vs Being:
Masculinity vs femininity: assertiveness vs modesty
Uncertainty Avoidance: risk taking vs risk avoiding
Achievement vs ascription

32. Doing vs Being:
Decisiveness: ‘Don ’t just stand there, do something!’ vs ‘ Allow things to do themselves’ or ‘It is better to do nothing than to disappoint.’
Quality of thinking (education) and of personal character vs what you do.

33. Masculinity vs femininity
be the best
ambition, competition
money, performance
success, technology
Italy, Germany, UK, Belgium, USA
Femininity
don ’t be different
sympathy for the weak
solidarity, caring
environment
Scandinavian countries, The Netherlands, Africa

34. Uncertainty Avoidance
Strong UA
uncertainty = threat
the unknown = danger,
risk averse
distrust, stress
Greece, Latin countries, German speaking countries, Finland
Weak UA
uncertainty = normal
the unknown = interesting
risk taking, ‘ open ’
relax, ‘ cool ’
Scandinavian, Anglo-Saxon, Dutch

36. How do people see space? Personal space: proximity
Public and private space: territory
Specific vs diffuse relationship

37. Public private space
private
public
public
private

38. Specific vs Diffuse
private
public
public
private

39. Figuur 2. 14 (Kees bovemnste twee rondjes
Figuur 2.14 (Kees bovemnste twee rondjes!) Specifieke relatie (uit Trompenars 1993:92)
Figuur (Kees onderste twee rondjes Diffuse relatie (uit Trompenaars 1993:92)

40. Relationship-focus vs deal-focus
Relationship-focus: intricate networks of personal contacts
deal with family, friends, individuals and groups known to them, who can be trusted
want to know their prospective business partners before talking business with them
majority of world ’s markets:
Arab world
most of Africa
Latin America
Asia/pacific region

41. Relationship-focus vs deal-focus
Deal-focus: task-oriented
open to doing business with strangers
direct contact with potential buyers
small part of the world:
northern Europe
North America
Australia
New Zealand

42. RELATIONSHIP-FOCUSED
DEAL-FOCUSED CULTURES
Nordic and Germanic Europe
North-America
Australia and New-Zealand
MODERATELY DEAL-FOCUSED
Great Britain
South Africa
Latin Europe
Central and Eastern Europe
Chile, southern Brazil, northern Mexico
Hong Kong, Singapore
RELATIONSHIP-FOCUSED
The Arab World
Most of Africa, Latin America and Asia

43. Deal first Rapport first Western India, China
Initial approach
DF: direct contact, brochures, letter, phone, meeting
RF: indirect contact, trade shows, official trade mission, trusted intermediary
The indirect approach
third-party introduction
high-status person
Pulling «guanxi »: useful connections

44. DF and RF DF RF getting down to business contract: written agreement
getting to know each other: talk, food, drink, golf
building trust and rapport
develop a personal relationship
bureaucratic inertia
importance of face-to-face contact
contract can be renegotiated

45. How do people see time? Monochrony vs polychrony Past, present, future
Short and long term orientation

46. Monochrony - Polychony
Polychronic
simultaneous activities
circular
renewable
relationships
interruptions
exchanging
punctuality relative
lack of patience
Monochronic
one thing at the time
linear use
scarce resource
programme, ‘ money ’
do not disturb
property defined
punctuality extreme
slow, systematic

47. Short and long term orientation
Adapt traditions
Status obligations within limits
Economical, thrifty
Perseverance
Search for Virtue
Short term
Hold on to traditions
Status obligations,
Overspending
Wish for fast results
Wish to possess Truth

48. The stabilizing of Culture Patterns (Geert Hofstede 2001:12)
Outside influences
Forces of nature
Forces of man
Trade, conquest
Scientific discovery
Consequences
Structure and functioning of institutions:
Family patterns
Role differentiation
Social stratification
Socialization emphases
Education
Religion
Political structure
Legislation
Architecture
Theory development
Origins
Ecological factors:
Geographic
Economic
Demographic
Genetic/hygienic
Historical
Technological
Urbanization
Societal norms
Value systems
of major
proups of
population
Volgens Hofstede vinden cultuurveranderingen dus alleen plaats door behoorlijke ingrepen van buitenaf: klimaatveranderingen MAI!), Oorlog en overmeestering (WO 2, Zuid-Afrika, IJzeren gordijn), havens die droog komen te liggen (Brugge) en de economische gevolgen daarvan, belangrijke vondsten (Gas en olie) en ontdekkingen.
Dat heeft effect op wat onder origins staat (daar beginnen Lustig en Koester) en dat op de normen in de maatschappij en dat weer op tal van zaken als familiestructuur, structuur van organisaties, wetgeving. Aan de andere kan bestendigen die gevolgen (wetgeving, familiestructuur, erfrecht, organisatie ziekenzorg) weer de normen in de maatschappij en die weer de Origins.
Aardgas in Nederland. Kon ontdekt worden door wetenschappelijke ontwikkelingen en doordat Amerika *Marshall-hulp!) zich meer met ons bemoeide na WO 2 (zonder WO2 was dat misschien minder geweest).
Dat leidde tot rijkdom-->Versterking individualisme-->
Studiebeurzen -->Door een studiebeurs kun je onafhankelijker zijn van je ouders-->
Verandering in norm in society: je bent een individu, zelfstandig-->Verandering in bouwen-- meer individualistisch, maar er worden ook meer eisen aan je gesteld.
Vgl uitspraak Chruchill: We build our houses and our houses build us.
Reinforcement

49.   Country PDI IDV MAS UAI LTO
Arab World  
Belgium  
China
Czech Republic
Denmark  
East Africa
Estonia  
Finland
France  
Germany
Hong Kong
Hungary
India
Iran  
Ireland  
Israel  
Italy
Japan
Netherlands
Norway
Russia  
Singapore
Slovakia
Spain  
Sweden
Thailand
United Kingdom
United States

50. Rules of International Business
In International Business, the seller is expected to adapt to the buyer
In International Business, the visitor is expected to observe local customs