跨文化商务交际第4章文化价值观比较

1、第第4 4章章 文化价值观比较文化价值观比较 Chapter 4 Comparing Cultural ValuesChapter 4 Comparing Cultural Values Contents of Chapter Three Comparing Cultural ValuesContents of Chapter Three Comparing Cultural Values 1. Cultural Values1. Cultural Values 1.1 Comparison Between Chinese Values and Western Values1.1 Compar

2、ison Between Chinese Values and Western Values 1.1.1 Differences in expressing gratitude1.1.1 Differences in expressing gratitude 1.1.2 Differences in symbolization1.1.2 Differences in symbolization 1.1.3 Differences in attitudes toward women1.1.3 Differences in attitudes toward women 1.2 Comparison

3、 Between Chinese Values and American Values1.2 Comparison Between Chinese Values and American Values 1.2.1 Differences in friendship1.2.1 Differences in friendship 1.2.2 Differences in time consciousness1.2.2 Differences in time consciousness 1.2.3 Differences in conception of the self1.2.3 Differen

4、ces in conception of the self 1.2.4 Differences in approaches to tasks1.2.4 Differences in approaches to tasks 1.2.5 Differences in social relationships1.2.5 Differences in social relationships 2. Cultural Dimensions2. Cultural Dimensions 2.1 A Brief Introduction of Influential Cultural Patterns2.1

5、A Brief Introduction of Influential Cultural Patterns 2.2 Geert Hofstede and His Value Dimensions2.2 Geert Hofstede and His Value Dimensions 2.2.1 A Brief Introduction of Geert Hofstede2.2.1 A Brief Introduction of Geert Hofstede 2.2.2 Geert Hofstedes Values Dimensions2.2.2 Geert Hofstedes Values Di

6、mensions 2.2.2.1 Power Distance2.2.2.1 Power Distance 2.2.2.2 Individualism Versus Collectivism2.2.2.2 Individualism Versus Collectivism 2.2.2.3 Masculinity Versus Femininity2.2.2.3 Masculinity Versus Femininity 2.2.2.4 Uncertainty Avoidance2.2.2.4 Uncertainty Avoidance 2.3 Halls High-Context and Lo

7、w-Context Cultures2.3 Halls High-Context and Low-Context Cultures 2.3.1 High-Context Cultures2.3.1 High-Context Cultures 2.3.2 Low-Context Cultures 2.3.2 Low-Context Cultures 2.4 Other Dimensions2.4 Other Dimensions 2.4.1 Formality Versus Informality2.4.1 Formality Versus Informality 2.4.2 Time: Pol

8、ychronic Versus Monochronic2.4.2 Time: Polychronic Versus Monochronic Warm-up: Read the following sayings aloud, and think it over: what do they mean to you? 性相近，习相远 -论语 God gave to every people a cup, cup of clay, and from this cup they drank life They all dipped in the water, but their cups were d

9、ifferent. - Ruth Benedict 上帝给了每个人一个杯子、一杯上帝给了每个人一个杯子、一杯 粘土，并且人们从这个杯子里面粘土，并且人们从这个杯子里面 啜饮人生啜饮人生.他们都是浸在水里面他们都是浸在水里面 的，只是他们的杯子不一样而已的，只是他们的杯子不一样而已 -本尼迪克特本尼迪克特 Ruth Benedict (18871948) was an American anthropologist and folklorist. 1.Cultural Values文化价值观 lGroups, societies, or cultures have values that Gro

10、ups, societies, or cultures have values that are largely shared by their members. The values are largely shared by their members. The values identify those objects, conditions or identify those objects, conditions or characteristics that members of the society characteristics that members of the soc

11、iety consider important; that is, valuable. In the consider important; that is, valuable. In the United States, for example, values might include United States, for example, values might include material comfort, wealth, competition, material comfort, wealth, competition, individualism or religiosit

12、y(individualism or religiosity(笃信宗教笃信宗教, , 虔诚虔诚) . The ) . The values of a society can often be identified by values of a society can often be identified by noting which people receive honor or respect. In noting which people receive honor or respect. In the US, for example, professional athletes at

13、 the the US, for example, professional athletes at the top levels in some sports are honored (in the top levels in some sports are honored (in the form of monetary payment) more than college form of monetary payment) more than college professors. Surveys show that voters in the professors. Surveys s

14、how that voters in the United States would be reluctant to elect an United States would be reluctant to elect an atheist as a president, suggesting that belief in atheist as a president, suggesting that belief in God is a value. God is a value. 1.Cultural Values文化价值观 lValues are related to the Value

15、s are related to the normsnorms of a of a culture, but they are more global and culture, but they are more global and abstract than norms. Norms are rules for abstract than norms. Norms are rules for behavior in specific situations, while behavior in specific situations, while values identify what s

16、hould be judged as values identify what should be judged as good or evil. Flying the national flag on a good or evil. Flying the national flag on a holiday is a norm, but it reflects the value holiday is a norm, but it reflects the value of patriotism. Wearing dark clothing and of patriotism. Wearin

17、g dark clothing and appearing solemn are normative appearing solemn are normative behaviors at a funeral. In certain cultures behaviors at a funeral. In certain cultures they reflect the values of respect and they reflect the values of respect and support of friends and family. Different support of

18、friends and family. Different cultures reflect different values.cultures reflect different values. 1.1 Comparison Between Chinese Values and Western Values 中西价值观比较 l1.1.1 Differences in expressing gratitude. 1.1 Comparison Between Chinese Values and Western Values 中西价值观比较 l1.1.2 Differences in symbo

19、lization(象征， 符号表现) 20012001年年1010月月2121日日 APECAPEC上海非正式会议上海非正式会议 Red A few people have a lot of power; the vast majority has little.the vast majority has little. The Characteristics of High Power Distance Culture lThe characteristics of high power distance culture are basically reflected in the foll

20、owing facets: l. The Maintenance of High-Status and Prestige l.Formality l.Deference l. Authority Figures Reluctance to Admit Mistakes Case Analysis: High and Low Power Distance Cultures Different power distance orientations manifest themselves in interaction. In the dialogue below, Jim Neuman is a

21、U.S. high school exchange student in Guatemala(危地马拉). Coming from a lower power distance culture, Jim is accustomed to interacting with his teachers. Raising ones hand in a U.S. classroom is not only acceptable, but encouraged. In Guatemala, a higher power distance culture, the classroom is teacher-

22、 centered. In Mr. Gutierrezs classroom, there is to be strict order. Teachers are to be treated with deference. Mr. Gutierrez: This morning I will be discussing some points about Guatemalas geography. Guatemala is the northernmost country of Central America (Jim Neuman raises his hand). To the north

23、 it borders the countries of El Salvador and Honduras. To the west, its natural border is the Pacific Ocean. In the east is another natural border, the Atlantic Ocean, as well as the country of Belize. Jim Neuman: (Raising his hand and waving it slightly). Mr. Gutierrez? Mr. Gutierrez: Guatemala is

24、called the “Land of the Eternal Spring.” There are all of the same kinds of natural land forms as in Mexico, but are (Jim Neuman interrupts) Jim Neuman: Mr. Gutierrez, I have a question. Mr. Gutierrez: Jim, stop interrupting, please. Jim Neuman: May I ask a question? Mr. Gutierrez: No! If you contin

25、ue to disobey, I will punish you! Be quiet! Country or RegionRankingCountry or RegionRanking Argentina25Japan22 Australia29Mexico2 Austria40Netherlands28 Belgium12New Zealand37 Brazil7Norway34 Canada27Pakistan21 Chile15Peru13 Colombia10Philippines1 Denmark38Portugal16 Finland33Singapore6 France9Sout

26、h Africa24 Germany30Spain20 Great Britain31Sweden35 Greece17Switzerland32 Hong Kong8Taiwan19 India4Thailand14 Iran18Turkey11 Ireland36U.S.A26 Israel39Venezuela3 Italy23Yugoslavia5 Ranking of Forty Countries or Regions on Power Distance A low score means the country can be classified as one that pref

27、ers a high power distance; a high score is associated with cultures that prefer a low power distance. Source: Adapted from Geert Hofstede, Cultures Consequences: International Differences in Work-Related Values 2.2.2.2 Individualism Versus Collectivism 个人主义和集体主义 2.2.2.2 Individualism Versus Collecti

28、vism 个人主义和集体主义 lIndividualistic Culture个人主义文化 Individualistic Culture个人主义文化 Individualistic Culture个人主义文化 God helps those who help themselves. (Benjamin Franklin) (self-reliance) Pull yourself up by your own bootstraps(长统靴长统靴 的拔靴带的拔靴带 ). 靠自己的努力出人头地靠自己的努力出人头地 Do your own thing. (Independence) The squ

29、eaky wheel gets the grease. (Individual Expression) A mans home is his castle. (Privacy) Individualistic Culture个人主义文化个人主义文化 In cultures that tend toward individualism, an “I” consciousness prevails: competition rather than cooperation is encouraged; personal goals take precedence over group goals;

30、people tend not to be emotionally dependent on organizations and institutions; every individual has the right to his or her private property, thoughts, and opinions. lCase study: At the negotiating table, differences in this dimension can clearly cause serious conflict. Americans too often expect th

31、eir Japanese counterparts to make decisions right at the negotiating table, and the Japanese are constantly surprised to find individual members of the American team promoting their own positions, decisions, and ideas, sometimes openly contradicting one another. Americaindividualism Japancollectivis

32、m Individualistic Culture个人主义文化个人主义文化 2.2.2.2 Individualism Versus Collectivism 个人主义和集体主义 lCollectivistic Culture集体主义文化 Collectivistic Culture集体主义文化 lCollectivistic culture places greater emphasis on lthe views, needs, and goals of the in- group(内部集团内部集团) rather than oneself; lsocial norms and duty

33、defined by the in- group rather behavior to get pleasure; lbeliefs shared with the in-group rather than beliefs that distinguish self from in- group; lgreat readiness to cooperate with in-group members. Collectivistic Culture集体主义文化 The Nail that sticks up will be pounded down. (Japanese Proverb) 突出来

34、的钉子会被敲下去。（日本谚语）突出来的钉子会被敲下去。（日本谚语） 枪打出头鸟。（中国谚语）枪打出头鸟。（中国谚语） It is the duck that squawks that gets shot. 叫得最大声的鸭子最先被打下去。（日本谚语）叫得最大声的鸭子最先被打下去。（日本谚语） The highest blade(叶片叶片) of grass is always the first to be cut. (长得最高的一片草叶总是最先被剪掉。长得最高的一片草叶总是最先被剪掉。) (前苏联谚语前苏联谚语) Case One: One British consultant visitin

35、g a small family-owned Saudi Arabian manufacturer investigating the possibility of becoming a public company was both impressed and exasperated by the familys devotion to the businesss loyal employees. “The companys ownership faced some hard choices if they wanted to go public and tap into overseas

36、capital,” the consultant said. “The workforce was terribly bloated(膨胀的，傲慢的) and inefficient. Output and revenue per employee was embarrassingly low. When I explained this situation to the owners, they only shrugged. “There is not much we can do. Most of our employees have been here for many years， t

37、hey said.” “They balked at (畏缩，回避) the idea of layoffs and firings. Their solution: cut pay across the board and reduce everybodys hours. The workers understood. No one complained and many even thanked the owners for saving their jobs. I was stunned. I mean could you imagine that sort of idea flying

38、 with a German union or an American manufacturer?” The lesson learned: when dealing in a highly collectivized culture it may be wiser to trim the pay of all workers in a downturn rather than lay off individuals. The workers themselves may actually want it that way. The case is an excellent example o

39、f how a different cultural mind-set can present creative solutions to universal business problems. Case Two:Case Two: In the following exchange, Mr. Patterson, an American In the following exchange, Mr. Patterson, an American manager working in Korea, is meeting with his manager working in Korea, is

40、 meeting with his supervisor, Mr. Wyman, who is also American. The United supervisor, Mr. Wyman, who is also American. The United States is considered an individualistic culture whereas States is considered an individualistic culture whereas Korea is considered collectivistic. In this scenario, Mr.

41、Korea is considered collectivistic. In this scenario, Mr. Patterson reports to Mr. Wyman about some changes he Patterson reports to Mr. Wyman about some changes he has made within several of his sales teams. Later, Park has made within several of his sales teams. Later, Park Young Sam, their Korean

42、counterpart, enters into the Young Sam, their Korean counterpart, enters into the dialogue.dialogue. Mr. Patterson: Good morning Mr. Wyman, thanks for Mr. Patterson: Good morning Mr. Wyman, thanks for meeting with me this morning. As you know, our division meeting with me this morning. As you know,

43、our division has been doing very well this quarter. In fact, our has been doing very well this quarter. In fact, our numbers are up across the board. numbers are up across the board. Mr. Wyman: Yes, Ive seen your quarterly reports. Nice Mr. Wyman: Yes, Ive seen your quarterly reports. Nice job! job!

44、 Mr. Patterson: Thanks. In order to recognize their hard Mr. Patterson: Thanks. In order to recognize their hard work, Ive made some changes in our sales teams. Ive work, Ive made some changes in our sales teams. Ive created team leaders in each group. In our product created team leaders in each gro

45、up. In our product group, I promoted Lee Young-sam. In the marketing group, I promoted Lee Young-sam. In the marketing group, I promoted Chun Tae-woo, and in the technology group, I promoted Chun Tae-woo, and in the technology group, I promoted Choi Mino. All of them have been real group, I promoted

46、 Choi Mino. All of them have been real leaders. I think this idea will really motivate them. In leaders. I think this idea will really motivate them. In fact, I met with the groups individually and announced fact, I met with the groups individually and announced the promotions. the promotions. Mr. W

47、yman: Good job, Patterson. I can see youre Mr. Wyman: Good job, Patterson. I can see youre really on top of things. Good work.really on top of things. Good work. Two Months Later Mr. Patterson, Mr. Wyman, and Park Two Months Later Mr. Patterson, Mr. Wyman, and Park Young Sam, a Korean manager, are d

48、iscussing the Young Sam, a Korean manager, are discussing the poor performance of Mr. Pattersons sales teams. poor performance of Mr. Pattersons sales teams. Mr. Wyman: Well, just look at these dismal results. Mr. Wyman: Well, just look at these dismal results. The numbers for this quarter are way d

49、own from last The numbers for this quarter are way down from last quarter. Whats happened? quarter. Whats happened? Mr. Patterson: I dont know. Ever since I introduced Mr. Patterson: I dont know. Ever since I introduced the team leader concept the groups productivity has the team leader concept the

50、groups productivity has really plummeted. I thought it was a great idea. I really plummeted. I thought it was a great idea. I guess I chose the wrong people to lead the teams. Ill guess I chose the wrong people to lead the teams. Ill assign new leaders tomorrow. assign new leaders tomorrow. Park You

51、ng Sam: Well you may select new leaders Park Young Sam: Well you may select new leaders if you desire, but the men you chose were all very if you desire, but the men you chose were all very capable. However, by elevating them you made them capable. However, by elevating them you made them stand out

52、and disrupted the harmony of each group. In stand out and disrupted the harmony of each group. In Korea, we all work hard for the group not just one Korea, we all work hard for the group not just one person. person. Mr. Patterson: I guess I should have just left things as Mr. Patterson: I guess I sh

53、ould have just left things as they were.they were. Country or RegionRankingCountry or RegionRanking Argentina23Japan22 Australia2Mexico29 Austria18Netherlands5 Belgium8New Zealand6 Brazil25Norway13 Canada4Pakistan38 Chile33Peru37 Colombia39Philippines28 Denmark9Portugal30 Finland17Singapore34 France

54、11South Africa16 Germany15Spain20 Great Britain3Sweden10 Greece27Switzerland14 Hong Kong32Taiwan36 India21Thailand35 Iran24Turkey26 Ireland12U.S.A1 Israel19Venezuela40 Italy7Yugoslavia31 Ranking of Forty Countries or Regions on Individualism and Collectivism A high score means the country can be cla

55、ssified as collective; a lower score is associated with cultures that promote individualism. Source: Adapted from Geert Hofstede, Cultures Consequences: International Differences in Work-Related Values 2.2.2.3 Masculinity Versus Femininity 男性气质和女性气质男性气质和女性气质 lMasculine Culture男性气质文化男性气质文化 lMasculini

56、ty is the extent to which the dominant values in a society are male oriented and is associated with such behaviors as ambition, differentiated sex roles, achievement, the acquisition of money, and signs of manliness. Masculine Culture男性气质文化男性气质文化 l The Division of Labor in Japan Provider (养家糊口的人) Ho

57、memaker (主妇) Most Japanese Men Most Japanese Women Case Study:Case Study: Jane, an American, had a very good Japanese friend Suki Jane, an American, had a very good Japanese friend Suki living in Japan. Suki was a talented designer working for living in Japan. Suki was a talented designer working fo

58、r a famous company. Suki decided to get married and a famous company. Suki decided to get married and invited Jane to her wedding. Thus, Jane flew to Japan to invited Jane to her wedding. Thus, Jane flew to Japan to her wedding. Suki wanted to introduce her fiancher wedding. Suki wanted to introduce

59、 her fianc to Jane, to Jane, so they all had dinner together. During dinner, they began so they all had dinner together. During dinner, they began a pleasant conversation, and Sukis fianca pleasant conversation, and Sukis fianc was nice and was nice and polite to Jane. Then Suki told Jane that she w

60、ould quit polite to Jane. Then Suki told Jane that she would quit her job and be a housewife after marriage. Jane was her job and be a housewife after marriage. Jane was surprised. She told Suki that she should not waste her surprised. She told Suki that she should not waste her talent and that she