Trompenaars 2 - Forelesningsnotater 3 PDF

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Trompenaars • Started • his research in the 1990s • Interviwed managers in a variety of companies in 23 countries • First arrived at seven dimensions of culture and then applied them to the 23 countries Trompenaars´3 dimensions of culture: 1. Universalism vs. Particularism Rules vs. Relationships 2. Achievement-based vs. Ascription-based How we accord status 3. Inner-directed vs. Outer-directed How we relate to nature

1. Universalism vs. Particularism • Are rules or relationships most important for decision-making?

Universalist cultures: •

Rules and laws apply to everyone

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Equal treatment the ideal

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One universal truth regardless of whom you are dealing with

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Stick to the contract

US, Norway, UK, Germany, (France)

Particularist cultures: •

Relationships more important than rules

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Preferential treatment common and acceptable

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Willingness to change procedures depending on the particular person one is dealing with

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May try to change the contract

China, Japan 2. Achievement-based vs. ascription-based •

How is status accored?

Trompenaars’ definition (use on exam!): «While some societies accord status to people on the basis of their achievements, others ascribe it to them by virtue of age, class, gender, education, and so on. The first kind of status is called achieved status and the second ascribed status. While achieved status refers to doing, ascribed status refers to being.» (Trompenaars, 2012, p. 125)

Status in achievement-based cultures •

Status achieved by competent and industrious people

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Young, competent employees often promoted

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Good academic results

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Status depends on merit, not gender, age or family

US, Norway, UK, Germany Status in ascription-based cultures •

Status ascribed to you based on who you are

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Old men with long seniority

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Having attended prestigious schools

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Status depends on gender, age and family background

Japan, China, (France) 3. Inner-direction vs. outer-direction •

Reflect attitudes to nature and your surroundings

Inner-directed cultures: •

Try to control the surroundings

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“Can-do” spirit

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Product-centered: Create demand through massive advertising

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Man in charge of his own destiny

US, Norway, Germany, UK, France

Outer-directed cultures

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Try to adjust to or act with the surroundings

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Passive approach; “you go with the flow”

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Customer-centered: Make products catering to customers

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Fatalistic and often superstitious

China, Japan...