Lecture 3

Question 1

Why do individuals, organizations and nations fail to communicate with each other?

Answer 1

Barriers of communication across-cultures:

Misperception

Misinterpretation

Misevaluation

Question 2

Why misperception, miscommunication and misevaluation behind miscommunication

Answer 2

Sender’s Culture affects Message

Message affected by Positive and Negative Noise

Receiver’s gets message with expectations from their own culture

Question 3

MISPERCEPTION

Answer 3

Consequences of a wrong assumption. We assume that we all see the world the same way. We forget that people who are brought up in different environments do select values, that are familiar to them(to their background)

Question 4

People’s perception are neither

Answer 4

innate nor absolute

Question 5

Perceptions of people about others are:

Answer 5

selective
learned
culturally determined
relatively constant

• as a result we might see things that do not exist, and fail to see things that do exist. (Read the box on page 72, analyze figure 3-2 on page74)

Question 6

Misinterpretation

Answer 6

the assumption we make about people’s perception without enough knowledge about the assumed matter.

Question 7

Cross cultural misinterpretation will lead to the adoption of two universally known attitudes:

Answer 7

1) Categorization

2) Stereotyping
The two generalization lead to misevalution

Question 8

Can stereotype attitude be helpful?

Answer 8

In general stereotyping is not helpful

Question 9

careful application of stereotype in business may be needed under conditions; that our stereotype is:

Answer 9

consciously held

descriptive and not evaluative

applied accurately

avoiding preconceived ideas

modifiable

Question 10

Generalization as sources of misinterpretation.

Answer 10

Inaccurate interpretation

Subconscious cultural blinders

Generalization

Question 11

Inaccurate interpretation

Answer 11

Americans like to be called by their first name, therefore Americans “being friendly” to others may call others by their first names or all Americans should be called by their first names.

Question 12

Subconscious cultural blinders

Answer 12

“The Germans are hard working people, therefore all Germans in the work force will always be productive. This comes from a general statement that is historically correct, but not necessarily applicable to all Germans. (General vs. Specific)

Question 13

Generalization

Answer 13

“All managers living in the Ex-communist bloc countries are communists or demonstrate collective behavior”. (stereotyping held constant)

Question 14

Projected Similarity

Answer 14

Assuming that people are more similar to you than they really are.

(parochial view to underline similarity)

There is no room for deviation or diversity, as a result, any slight “mistake “ will lead to a magnified disappointment. It doesn’t leave any room for negotiation or for fixing the problem.

Question 15

MISEVALUATION

Answer 15

It is the behavior of individuals or organizations that follow misperception and misinterpretation.

Question 16

Misevaluation is judging categorically something or somebody as

Answer 16

bad or good.

Question 17

Our own culture is used as a standard for

Answer 17

judgment.

Anything different will be considered not normal.

Question 18

(DELETE) Nations tend to stereotype each other: __ stereotyping

Answer 18

positive

Question 19

Developing Nations on U.S. (positive)

Answer 19

inventive

honest

sophisticated

intelligent

Question 20

Developed Nations on U.S (positive)

Answer 20

friendly

industrious

inventive

honest

energetic

sophisticated

Question 21

developing nations on U.S. (negative)

Answer 21

nationalistic

always in a hurry

workaholics

too curious

too direct

Question 22

developed nations on U.S (negative)

Answer 22

nationalistic

rude (not tactful)

self-indulgent

lazy

greedy

Question 23

EFFECTIVE WAY OF COMMUNICATION IN MANAGEMENT

Answer 23

1. Assume that the person you are trying to communicate with may not know your culture.
   2. Concentrate on substance and spend less time on interpreting and evaluating.
   3. If you have to interpret, avoid the notion: “I said so”; “I am right”; “I cannot be wrong”. Instead, you might say, “Is this my understanding?”, “Is this what you mean?”, “could this be right?”, etc.
   4. If you think you were able to explain the situation and you think you have the solution, consider it as a guess. Use the expression, “I may be wrong, but I have the feeling that..”

Question 24

How to Effectively to Communicate When Individuals Do not Command Your Language

Answer 24

IMPROVE YOUR VERBAL COMMUNICATION

USE NON-VERBAL EXPRESSIONS

CHECK IF THERE IS MUTUAL UNDERSTANDING

DESIGN A TIME FRAME

MOTIVATE YOUR PARTNERS

Question 25

IMPROVE YOUR VERBAL COMMUNICATION

Answer 25

clear, simple and slow communication style. However, speaking very slowly and loudly can be seen as an insult to the listener.

Question 26

USE NON-VERBAL EXPRESSIONS

Answer 26

visual explanation, gestures, demonstration, pauses and summaries (every country has specific gestures that may have the opposite meaning)

Question 27

CHECK IF THERE IS MUTUAL UNDERSTANDING

Answer 27

facial expression, double checking by asking others

Question 28

DESIGN A TIME FRAME

Answer 28

allow frequent breaks, deliver the information piece by piece allow more time for information processing.

Question 29

MOTIVATE YOUR PARTNERS

Answer 29

encourage the non-native to speak, don't make any judgment by their participation levels. (consider the environment)

Question 30

Culture today is in constant change, therefore the mainstream culture may not always represent the culture of __- __ due to the interaction of the three layers of culture

Answer 30

sub-groups

Question 31

Research indicates that within a country, there are specific cultural behavior of demographic groups when one controls for:

Answer 31

Gender age education profession region organization Such cultural study also suggests that, there is more cultural convergence among similar demographic groups, who have similar categories.

Question 32

High-context culture

Answer 32

Is where the social context in which what is said strongly affects the meaning of the message? Examples: Japan and Saudi Arabia are HCCs

Question 33

Low-context culture

Answer 33

is where the meaning of the messageis explicitly expressed by the words and is less affected by the social context. Example: North America, Denmark, Sweden, Norway are examples of LCCs

Question 34

Understand the Elements of Culture

Answer 34

``` Language - verbal and non-verbal Religion Values and Attitudes Manners and Customs Material Elements Aesthetics Education Social Institutions ```

Question 35

Understand Language in Cultural Context Verbal

Answer 35

How words are spoken Gestures made Body position assumed Degree of eye contact

Question 36

Understand Language in Cultural Context Local language capability’s important role in international marketing

Answer 36

Aids in information gathering and evaluation Provides access to local society Important to company communications Allows for interpretation of contexts

Question 37

Understand Language in Cultural Context Non-verbal Language

Answer 37

Hidden language of cultures Time flexibility and sensibility Social acquaintance and rapport Personal physical space and personal touching Non-verbal gestures and signaling

Question 38

Why Knowing The Major World Religionsand Their Impact on Business is Helpful

Answer 38

Christianity - 2.0 billion followers Islam - 1.2 billion followers Hinduism - 860 million followers Buddhism - 360 million followers Confucianism - 150 million followers* (Confucianism is a philosophy and not a religion)

Question 39

Values

Answer 39

are shared beliefs or group norms that have been internalized by individuals.

Question 40

Attitudes

Answer 40

are evaluations of alternatives based on these values.

Question 41

Potential problem areas for marketers arise from an insufficient understanding of:

Answer 41

different ways of thinking. the necessity of saving face. knowledge and understanding of the host country. the decision-making process and personal relations. the allocation of time for negotiations.

Question 42

Material culture

Answer 42

Results from technology is directly related to how a society organizes its economic activity.

Question 43

Material culture is manifested in

Answer 43

``` Economic infrastructure Social infrastructure Financial infrastructure Marketing infrastructure Cultural convergence ```

Question 44

Aesthetics

Answer 44

What is or is not acceptable as good taste varies widely in cultures. The symbolism of colors, forms, and music carries different meanings in different cultures.

Question 45

Assessing the educational level of a culture

Answer 45

formal and informal education literacy rates enrollment in secondary or higher education qualitative aspects ofemphasizing science

Question 46

Education affects

Answer 46

employee training competition for labor product characteristics

Question 47

Kinship relationships

Answer 47

immediate and extended family

Question 48

Social Institutions

Answer 48

Kinship relationships Social stratification Reference groups