Cross-Cultural Business Behavior : a Guide for Global Management.

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Gesteland, Richard R.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Frederiksberg : Samfundslitteratur, 2012.
Edición:5th ed.
Temas:
Business etiquette.
Export marketing.
Intercultural communication.
Negotiation in business.
National characteristics.
Savoir-vivre > Affaires.
Négociations (Affaires)
Caractéristiques nationales.
Business etiquette
Export marketing
Intercultural communication
National characteristics
Negotiation in business
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Cross-Cultural Business Behavior
  • Copyright
  • Table of Contents
  • Cases
  • Foreword to the Fifth Edition
  • Part One
  • Introduction
  • The Sources
  • Part Two
  • 1. Patterns of Cross-Cultural Business Behavior
  • Two Iron Rules of International Business
  • Brief Introduction to the Patterns
  • Deal-Focused vs Relationship-Focused Business Behavior
  • Direct (low-context) vs Indirect (high-context) Communication
  • Informal (egalitarian) vs Formal (hierarchical) Business Behavior
  • Rigid-Time (monochronic) vs Fluid-Time (polychronic) Cultures
  • Emotionally Expressive vs Emotionally Reserved Business Behavior
  • 2. The Great Divide Between Business Cultures
  • Relationship-Focus vs Deal-Focus
  • Making Initial Contact
  • The Indirect Approach
  • Pulling Guanxi
  • But What If You Are the Buyer?
  • 3. Deal First or Relationship First?
  • Getting to Know Each Other
  • You Need to Develop a Personal Relationship
  • Bureaucracy in RF Markets
  • The Importance of Face-to-Face Contact
  • The Role of the Contract
  • 4. Communicating Across The Great Divide
  • Direct vs Indirect Language
  • Harmony vs Clarity
  • Nonverbal Negatives
  • The Myth of the "Inscrutable Oriental"
  • Communication and "Face"
  • Miscommunication Across Cultures
  • "Low-Context" and "High-Context" Communication
  • "Telling It Like It Is" vs "Saving Face"
  • 5. Hierarchical (Formal) and Egalitarian (Informal) Business Cultures
  • Status, Power and Respect
  • Culture Clash in Germany
  • Showing Respect to the Customer
  • Hierarchies and Status in Asia
  • Showing Respect in Asia
  • Nonverbal Ways of Showing Respect
  • Status Barriers
  • The Gender Barrier
  • The Youth Barrier
  • How to Overcome the Youth Barrier with Hierarchical Buyers
  • Other Status Factors
  • 6. Time and Scheduling
  • Rigid-Time vs Fluid-Time Cultures
  • Europe: The North/South Divide.
  • Where the Clock Slows Down
  • It's about Time ...
  • Culture Shock in a Time Warp
  • Punctuality
  • Agendas: Fixed vs Flexible
  • Schedules and Deadlines
  • 7. Nonverbal Communication (Body Language)
  • Emotionally Expressive vs Emotionally Reserved Cultures
  • Expressive vs Reserved Communication Behavior
  • Paraverbal Communication: Vocal Volume and Inflection
  • Paraverbal Communication: The Meaning of Silence
  • Paraverbal Communication: Conversational Turn-taking vs Conversational Overlap
  • The Four Key Elements of Nonverbal Communication
  • Interpersonal Distance: The Space Bubble
  • Space: When Worlds Collide
  • How Touching!
  • Touchingâ#x80;¦How?
  • Touch Behavior: Shaking Hands Across Cultures
  • The Eyes Have It
  • Eye Contact in Expressive Cultures
  • Eye Contact in East and Southeast Asia
  • Body Stance and Eye Contact
  • Nonverbal Communication: Kinesics
  • Facial Expression: Raised Eyebrows
  • Ambiguous Gestures
  • The Cultural Relativity of Business Behavior
  • 8. Global Business Protocol and Etiquette
  • Patterns of International Business Protocol
  • Meeting Protocol: Dress Code
  • Meeting Protocol: Punctuality
  • Nonverbal Greetings: Handshake, Bow, Salaam, Namaste or Wai?
  • Nonverbal Greetings Kissing: Hand, Cheek, Lips or None of the Above?
  • Meeting Protocol: Forms of Address
  • Verbal Greetings
  • Meeting Protocol: Exchanging Business Cards
  • Giving and Receiving Gifts
  • Business Gifts
  • Hostess Gifts: Europe
  • Meeting Protocol: Refreshments
  • Wining and Dining
  • 9. Culture, Corruption and Bribery
  • The Downside of Bribing Officials
  • Poverty and Corruption
  • Bureaucratic Red Tape Breeds Corruption
  • Offer Legal Travel Perks and Favors
  • Be Creative
  • Culture and Corruption
  • Relationship-Focused Cultures: The Importance of Contacts
  • Polychronic Cultures: The Meaning of Time.
  • Hierarchical Cultures: Status, Power and Respect
  • 10. Selling Across Cultures
  • Customer Focus in the Global Marketplace
  • Consumer Goods: Food and Beverages
  • Disaster at Euro Disney
  • Marketing the Big Mac
  • Chocolate
  • Coffee
  • Milk
  • Coca-Cola
  • Beer
  • There's No Accounting for Taste
  • A Chacun Son Gout (To Each His Own)
  • The Name Game
  • Globalize ... or Localize?
  • Part Three Forty Negotiator Profiles
  • Group A Relationship-focused
  • Formal, Polychronic, Reserved
  • Indian Business Behavior
  • Indian Body Language
  • Indian Business Protocol
  • Indian Negotiating Behavior
  • Bangladeshi Business Behavior
  • Bangladeshi Protocol and Etiquette
  • Burmese Business Behavior
  • Burmese Business Protocol and Etiquette
  • Cambodian Business Behavior
  • Cambodian Business Protocol and Etiquette
  • Cambodian Negotiating Behavior
  • Laotian Business Behavior
  • Laotian Business Protocol and Etiquette
  • Laotian Negotiating Style
  • Vietnamese Business Behavior
  • Vietnamese Business Protocol and Etiquette
  • The Vietnamese Negotiating Style
  • Thai Business Behavior
  • Thai Negotiating Behavior
  • Thai Business Protocol and Etiquette
  • Malaysian Business Behavior
  • Malaysian Nonverbal Communication
  • Malaysian Business Protocol and Etiquette
  • Malaysian Negotiating Behavior
  • Indonesian Business Behavior
  • Indonesian Nonverbal Behavior
  • Indonesian Business Protocol
  • Indonesian Negotiating Behavior
  • Filipino Business Behavior
  • Filipino Nonverbal Communication
  • Filipino Business Protocol
  • Filipino Negotiating Style
  • Group B Relationship-Focused
  • Formal, Monochonic, Reserved
  • Japanese Business Behavior
  • Japanese Business Protocol
  • Chinese Business Behavior
  • Face Issues
  • Chinese Nonverbal Communication
  • Chinese Business Protocol
  • Chinese Negotiating Behavior
  • South Korean Business Behavior.
  • Korean Paraverbal and Nonverbal Communication
  • Korean Business Protocol
  • South Korean Negotiating Style
  • Singaporean Business Behavior
  • Singaporean Verbal Communication
  • Singaporean Paraverbal Communication
  • Singaporean Nonverbal Communication
  • Singaporean Business Protocol
  • Group C Relationship-Focused
  • Formal, Polychronic, Expressive
  • Business Behavior in the Arab World
  • Communicating with Arabs
  • Arab Verbal Language
  • Arab Nonverbal Language
  • Arab Orientation to Time
  • Arab Hierarchy, Status and Honor
  • Arab Business Protocol and Etiquette
  • Arab Negotiating Behavior
  • Egyptian Business Behavior
  • Egyptian Verbal Communication
  • Egyptian Nonverbal Communication
  • Egyptian Business Protocol
  • Turkish Business Behavior
  • Turkish Business Communication
  • Turkish Nonverbal Communication
  • Turkish Hierarchies, Status and Gender
  • Turkish Time and Scheduling
  • Turkish Business Protocol and Etiquette
  • Turkish Negotiating Behavior
  • Greek Business Behavior
  • Greek Nonverbal Communication
  • Greek Business Protocol
  • Brazilian Business Behavior
  • Business Customs and Protocol
  • Mexican Business Behavior
  • Mexican Nonverbal Behavior
  • Mexican Business Protocol
  • Mexican Negotiating Behavior
  • Group D Relationship-Focused
  • Formal, Polychronic, Variably Expressive
  • Russian Business Behavior
  • Russian Business Protocol and Etiquette
  • Russian Negotiating Style
  • Polish Business Behavior
  • Polish Paraverbal and Nonverbal Behavior
  • Polish Business Protocol and Etiquette
  • Polish Negotiating Behavior
  • Romanian Business Behavior
  • Romanian Expressive Paraverbal and Nonverbal Behavior
  • Romanian Business Protocol and Etiquette
  • Romanian Negotiating Behavior
  • Slovak Business Behavior
  • Group E Moderately Deal-Focused, Formal, Variably Monochronic, Emotionally Expressive
  • French Business Behavior.
  • Relationship-Focus
  • Orientation to Time
  • Hierarchical Behavior
  • Business Communication Style
  • French Negotiating Style
  • French Business Protocol and Etiquette
  • Belgian Business Behavior
  • Belgian Business Protocol and Etiquette
  • Belgian Nonverbal Communication
  • Italian Business Behavior
  • Italian Nonverbal Communication
  • Italian Business Protocol and Etiquette
  • Spanish Business Behavior
  • Spanish Nonverbal Communication
  • Spanish Business Protocol
  • Hungarian Business Behavior
  • Hungarian Paraverbal and Nonverbal Behavior
  • Hungarian Business Protocol and Etiquette
  • Hungarian Negotiating Style
  • Group F Moderately Deal-Focused, Formal, Variably Monochronic, Reserved
  • The Business Behavior of the Baltic States
  • Baltic Negotiating Behavior
  • Baltic Paraverbal and Nonverbal Communication
  • Baltic Business Protocol and Etiquette
  • Group G Deal-Focused, Moderately Formal, Monochronic, Reserved
  • British Business Behavior
  • British Nonverbal Communication
  • British Business Protocol
  • British Social Etiquette
  • British Negotiating Style
  • Irish Business Behavior
  • Irish Business Protocol
  • Irish Social Etiquette
  • Irish Negotiating Behavior
  • Danish Business Behavior
  • Language of Business
  • Deal-Focused Business Behavior
  • Verbal Directness
  • Egalitarian Business Behavior
  • Monochronic Time Behavior
  • Emotionally Reserved Communication Style
  • Danish Business Protocol
  • Danish Negotiating Behavior
  • Norwegian Business Behavior
  • Emotionally Reserved Communication Style
  • Norwegian Business Protocol and Etiquette
  • Norwegian Negotiating Behavior
  • Swedish Business Behavior
  • Egalitarian Business Behavior
  • Deal-Focus
  • Verbal Directness
  • Emotionally Reserved Communication Style
  • Nonverbal Language
  • Swedish Business Protocol and Social Etiquette
  • The Swedish Negotiating Style.

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