1. Moto: Coming to America
Case Study 8
International Management
Moto: Coming to America
SAM – Summary of Case
Chris Allan
Sian Hughes
Samantha Kempthorne
Emily McIntyre

2. Definition of Topic Cultural Communication Internationalism Noise
Intercultural Negotiation
National Culture
Globalisation
Decision-Making Process
CHRIS

3. Contrasting Variables
Dimension
Japan
U.S.A.
GLOBE
Non-assertive
Assertive
Future-oriented
Less Future-oriented
Hofstede
Uncertainty Avoidance
Low Uncertainty Avoidance
Collectivist
Individualist
Trompenaar
Particularistic
Universalistic
Neutral
Affective
Diffuse
Specific
Ascription
Achievement
Context
High Context
Low Context
Communication
Ningensei
Adversarial
Feedback
Delayed
Immediate
CHRIS

4. QUESTION 1 What was Moto’s purpose & agenda for the first meeting with Crowell? How does he try to implement his agenda?
Contact
Building Trust
Gift giving
Building Relationships
Taking Negotiation to Next Step
Being Ambassador for KKD
CHRIS

5. QUESTION 2 What happened to introduce noise into the communication from Moto to Crowell, and vice versa?
SAM
Noise is defined as anything that serves to undermine the communication of the intended meaning.

6. Elements of Noise from Case Study
Noise transmitted from Crowell to Moto.
Introduction
Business card
Boasting
Interrupting Moto
First Name basis
Noise transmitted from Moto to Crowell.
Speech and Reflection
Language barrier
SAM

7. QUESTION 3 What was the significance of the dolls? What went wrong?
Unique cultural gift & kind gesture
Relationship Building
Symbolism
Cultural differences & cause for controversy
Common ground for courtesy
Example of differences in Japanese and American business EM

8. QUESTION 4 Why did Crowell’s remarks about Allmack threaten a loss of face from Moto’s perspective?
Relationship building vs. Status building
Humiliation
Threat of loss of face
American efficiency vs. Japanese negiotiations
Implications EM

9. QUESTION 5 How did Moto feel about Kubushevsky’s behaviour early on
QUESTION 5 How did Moto feel about Kubushevsky’s behaviour early on? How did their relationship change?
Initially, George was amiable & polite, but not interested in forming deeper relationship.
During their first drinking session, George & Moto opened up to each other.
Created mutual respect
Formed more intimate bond
Moto felt comfortable with George & thankful for his friendship & valuable lessons.
SIAN

10. George & Moto’s Relationship
Polite, Business-like
Awkward, One-sided
Friendly, Trusting, Respectful
SIAN

11. Negotiation
CHRIS

12. Cultural Variables in the Decision Making Process
CHRIS

13. CONCLUSION Ideal intercultural communication Applied to Case Study
Careful Encoding
Selective Transmission
Careful Decoding of Feedback
Follow-up Actions
Applied to Case Study
Managers must be aware of how culture is reflected in communication
Be culturally sensitive to avoid miscommunications.
Adjust own communication style to convey messages successfully to a receiver.
SIAN