1. Introduction
Culture refers to “the human-made part of human environment—the sum total of knowledge, beliefs, art, morals, laws, customs, and any other capabilities and habits acquired by humans as members of society”
Importance of culture in international marketing
A successful marketer must be a student of culture
Culture is pervasive in all marketing activities— in pricing, promotion, channels of distribution, product, packaging, and styling
Understanding culture can determine success or failure in international marketing

2. Culture’s Pervasive Impact
Culture influences every part of our lives
Cultures impact on birth rates in Taiwan, Japan, and Singapore
Birthrates have implications for sellers of diapers, toys, schools, and colleges
Consumption of different types of food influence is culture: Chocolate by Swiss, seafood by Japanese preference, beef by British, wines by France and Italy
Even diseases are influenced by culture: stomach cancer in Japan, and lung cancer in Spain

3. Definitions and Origins of Culture
Culture is the sum of the “values, rituals, symbols, beliefs, and thought processes that are learned, shared by a group of people, and transmitted from generation to generation”
Culture has been conceptualized as:
“Software of the mind” culture is a guide for humans on how to think and behave; it is a problem-solving tool (Hofstede)
An invisible barrier… a completely different way of organizing life, of thinking, and of conceiving the underlying assumptions about the family and the state, the economic system, and even Man himself” (Hall)
A “thicket” (U.S. Ambassador Hodgson)

5. Origins of Culture: Geography
Geography, which includes climate, topography, flora, fauna, and microbiology, influences our social institutions
2. Two researchers suggest that geography influences everything from history to present-day cultural values
First, Jared Diamond states that historically innovations spread faster east-to-west than north-to-south
Second, Philip Parker reports strong correlations between the latitude (climate) and the per capita GDP of countries

6. Origins of Culture: History
The impact of specific events in history can be seen reflected in technology, social institutions, cultural values, and even consumer behavior
For e.g., American trade policy depended on tobacco being the original source of the Virginia colony’s economic survival in the 1600s
2. The military conflicts in the Middle East in 2003 bred new cola brands, Mecca Cola, Muslim Up, and Arab Cola

7. Origins of Culture: The Political Economy
For most of the 20th Century three approaches to governance competed for world dominance: fascism, communism, and democracy/free enterprise
2. Fascism fell in 1945; Communism crumbled in the 1990s
3. Necessary to appreciate the influence of the political economy on social institutions and cultural values and ways of thinking

8. Origins of Culture: Technology
Technological innovations also impact institutions and cultural
2. Jet aircraft, air conditioning, televisions, computers, and the internet have all influenced culture
3. Arguably the greatest impact is the pill that has allowed women to have careers and freed men to spend more time with kids

9. Origins of Culture: Social Institutions
Social institutions including family, religion, school, the media, government, and corporations all affect culture
The family, social classes, group behavior, age groups, and how societies define decency and civility are interpreted differently within every culture
(1) Family behavior varies across the world, e.g., extended families living together to Dad washing dishes
(2) Religious value systems differ across the world, e.g., Muslims not allowed to eat pork to Hindus not allowed to consume beef

10. Origins of Culture: Social Institutions
(3) School and education, and literacy rates affect culture and economic growth
(4) Media (magazines, TV, the Internet) influences culture and behavior
(5) Government policies influence the thinking and behaviors citizens of adult citizens, e.g., the French government offers new “birth bonuses” of $800 given to women as an incentive to increase family size
(6) Corporations influence culture via the products they market, e.g., MTV 学

11. Cultural Dynamics in Assessing Global markets
Theory– Culture is like an iceberg

12. Cultural Dynamics in Assessing Global markets
Venturing into difference cultures without adequate preparation can be just as dangerous as a ship maneuvering ice waters without charts, hoping to be lucky enough to avoid hitting an iceberg. The difference is that the ship will know immediately when it hits an iceberg. Unsuspecting companies may never realize they hit an iceberg but they will , nevertheless, feel the impact. It appears in the form of delayed and abandoned projects, misunderstanding communications, frustrated employees and a loss of business and reputation 没

13. Elements of Culture
International marketers must design products, distribution systems, and promotional programs with due consideration to culture, which was defined as including five elements:
Cultural values
Rituals
Symbols
Beliefs, and
Thought processes

14. Elements of Culture: Cultural Values
Differences in cultural values, which is found to exist among countries, affects consumer behavior
Hofstede, who studied over 90,000 people in 66 countries, found that the cultures differed along four primary dimensions:
Individualism/Collective Index (IDV), which focuses on self-orientation
Power Distance Index (PDI), which focuses on authority orientation
Uncertainty Avoidance Index (UAI), which focuses on risk orientation; and
Masculinity/Femininity Index (MAS), which focuses on assertiveness and achievement

15. Individualism/Collectivism Index
The Individualism/Collective Index refers to the preference for behavior that promotes one’s self-interest
High IDV cultures reflect an “I” mentality and tend to reward and accept individual initiative
Low IDV cultures reflect a “we” mentality and generally subjugate the individual to the group
Collectivism pertains to societies in which people from birth onward are integrated into strong, cohesive groups, which protect them in exchange for unquestioning loyalty

16. Power Distance Index Power Distance Index:
The Power Distance Index measures power inequality between superiors and subordinates within a social system
Cultures with high PDI scores tend to be hierarchical and value power and social status
High PDI cultures the those who hold power are entitled to privileges
Cultures with low PDI scores value equality and reflect egalitarian views

17. Uncertainty Avoidance Index
The Uncertainty Avoidance Index measures the tolerance of uncertainty and ambiguity among members of a society
High UAI cultures are highly intolerant of ambiguity, experience anxiety and stress, accord a high level of authority to rules as a means of avoiding risk
Low UAI cultures are associated with a low level of anxiety and stress, a tolerance of deviance and dissent, and a willingness to take risks

18. Cultural Dynamics in Assessing Global market
MAS
- React: Refer to the dominant values o a society.
- High MAS
- Low MAS
- Examples

19. 全

20. Elements of Culture: Rituals, and Symbols
Rituals are patterns of behavior and interaction that are learned and repeated vary from country to country, e.g., extended lunch hours in Spain and Greece
Language as Symbols: the “languages” of time, space, things, friendships, and agreements
French attempting to preserve the purity of their language

21. Elements of Culture: Rituals, and Symbols
In Canada, language has been the focus of political disputes including secession
Differences in language vocabulary varies widely
Aesthetics as Symbols: the arts, folklore, music, drama, and dance of a culture influences marketing

22. Fractured Translations
English Translations made by Japanese firm that were added to labels to increase prestige for their products being sold in China
Product
Equivalent to Japanese Spam
Toilet Paper
Ready to Eat Pancakes
Antifreeze Spray
Pediatrician’s Slogan
English Translation
Liver Putty
My Fanny Brand
Strawberry Crap Dessert
Hot Piss Brand
Specialist in Deceased Children
SOURCE: “Some Strawberry Crap Dessert, dear?” South China Morning Post, Dec 9,1996 p. 12.

23. Beliefs and Thought Processes
Elements of Culture:
Beliefs and Thought Processes
Beliefs, which stem from religious training, vary from culture to culture
The western aversion to the number 13 or refusing to walk under a ladder
Japanese concern about Year of the Fire Horse
The Chinese practice of Feng Shui in designing buildings
Examples:
Thought processes also vary across cultures
“Asian and Western” thinking
Examples:
In summary, marketers must consider larger cultural consequences of marketing actions

24. Factual versus Interpretive
Cultural Knowledge
There are two kinds of knowledge about cultures both of which are necessary
Factual knowledge
is usually obvious
and must be learned,
e.g., different
meanings of colors,
and different tastes;
it deals with a facts
about a culture
Interpretive knowledge is the ability to
understand and appreciate the nuances
of different cultural traits and patterns,
e.g., the meaning of time, and attitudes
toward people
Interpretive knowledge requires a
degree of insight
It is dependent on past experience for
interpretation
It is prone to misinterpretation if one’s
SRC is used

25. Cultural Change and Cultural Borrowing
International marketers should appreciate how cultures change and accept or reject new ideas
How cultures change, e.g., war (changes in Japan after World War II) or by natural disaster
Hofstede has shown that consumers’ acceptance of innovations varies across cultures – innovation was associated with higher individualism (IDV), and lower power distance (PDI) and uncertainty avoidance (UAI)
International marketers should be aware the extent to which cultures borrow ideas and learn from other cultures
Helps in the marketing of products from one culture to a different culture

26. Whose English?
United States
Trunk
Hood
Convertible Top
Elevator
Toilet
Bathroom
Vacuum
United Kingdom
Boot
2. Bonnet
Hood
4. Lift
5. W.C.
6. Tub or Shower
7. Hoover

27. Planned and Unplanned Cultural Change
Cultures that are resistant to change represent a major hurdle in marketing products
Cultural change can be accomplished by:
First, determine which cultural factors conflict with an innovation, thus creating resistance to its acceptance
Second, change those factors from obstacles to acceptance into stimulants for change
Third, marketers can cause change by introducing an idea or product and deliberately setting about to overcome resistance and to cause change that accelerates the rate of acceptance
Firms can use a strategy of planned change by deliberately changing those aspects of the culture offering resistance to predetermined marketing goals, e.g., introducing western foods and baseball into Japan