Doing Business Internationally

DOING BUSINESS INTERNATIONALLY

DOING BUSINESS INTERNATIONALLY
The Guide to Cross-Cultural Success Second Edition

Danielle Medina Walker Thomas Walker Joerg Schmitz

McGraw-Hill
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Copyright 02003 by McGraw-Hill. All rights reserved. Printed in the United States of America. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a data base or retrieval system, without the prior written permission of the publisher.

ISBN 0-07-137832-4

McGraw-Hill books are available at special quantity discounts to use as premiums and sales promotions, or for use in corporate training programs. For more information, please write to the Director of Special Sales, Professional Publishing, McGraw-Hill, Two Penn Plaza, New York, NY 10121-2298. Or contact your local bookstore.

The Cultural Orientations Modelm, C O P , Cultural Orientations Indicate*, and COIB are all trademarks of Training Management Corporation; Registration 75-652669,75-652654, and 75-652670.

This book is printed on recycled, acid-free paper containing a minimum of 50% recycled de-inked fiber.

Contents

Foreword Avant-Propos Preface

vii ix

xi xv

Acknowledgments
1

The Global Environment Culture 33

1

2
3
4 5

The Cultural Orientations Model A Survey of Cultural Patterns
91

55

Cultural Orientations in Communication Cultural Competence in Marketing and Sales

201
247

6

7

Translating Global Vision into Local Action: Focus on 28 1 Multicultural Teamwork and Collaboration Notes Index
3 13

323

Foreword

I

n a world in which companies are increasingly global, understanding cultures has become a prerequisite for sustainable development.

The issue was not so acute when companies exported products that they... [continues]

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