1. International Marketing: Chapter 5 Key Concepts u Definitions of culture u Cultural context u Hall’s Framework of Cultural Context u Key characteristics of high context cultures u Key characteristics of low context cultures u Impact of culture on management styles u Bribery

2. Cultural Context u What is it? –Environment –Setting –Interrelated Conditions u What does it provide? –The meaning of the object, message, or situation –Metaphor: understanding cultural context is like peeling an onion F many, many subtle layers of meaning

3. Hall’s Framework of Cultural Context (Page 135) High Context Cultures Japanese Arabian Latin American Spanish Italian English (UK) French North American (US) Scandinavian German Swiss Low Context Cultures

4. Culture and Personal Orientation High Context Cultures: Group Orientation (Collectivist) High Context Cultures: Group Orientation (Collectivist) Low Context Cultures: Individual Orientation (Individualistic) Low Context Cultures: Individual Orientation (Individualistic)

5. Culture and Communication High Context Cultures: Indirect Communication Style High Context Cultures: Indirect Communication Style Low Context Cultures: Direct Communication Style Low Context Cultures: Direct Communication Style

6. The Silent Language: Non-Verbal Communication Time Orientation Social Status Proxemics Oculesics Postures Etc.

7. Culture and Time High Context Cultures: Polychronic Time (P-Time) High Context Cultures: Polychronic Time (P-Time) Low Context Cultures: Monochronic Time (M-Time) Low Context Cultures: Monochronic Time (M-Time)

8. Another Example: Bribery or Cultural Practices? u Bribery –Voluntary payment offered to gain unlawful advantage u Extortion –Payment made to an authority figure under duress –Authority figure is lawfully entitled u Subornation –Large payments made to entice an official to commit an illegal act u Lubrication –Small payment or gift made to a low-ranking official in a country in which such payments are not prohibited by law –To facilitate or expedite normal, lawful activities

9. Transparency International Corruption Perception Index (2008) u Low Corruption –Finland –New Zealand –Denmark –Iceland –Singapore –Etc. u High Corruption –Chad –Myanmar –Nigeria –Bangladesh –Haiti –Etc.

10. Three Ethical Principles: (If It Feels Wrong It Probably Is) Utilitarian Ethics Does the action optimize the "common good" or benefits of all constituencies? Rights of the Parties Does the action respect the rights of the individuals involved? Justice or Fairness Does the action respect the canons of justice or fairness to all parties involved? PrincipleQuestion