1. Sinem Küçükyılmaz
Gamze Saba
Berlin School of Economics and Law
Intercultural Communication
Cynthia Tilden-Machleidt
2. Who is Fons Trompenaars ?
What are the dimensions ?
Dimensions with examples
Dimensions in Turkey
3. •Fons Trompenaars is a Dutch author and consultant in the
field of cross-cultural communication.
•Trompenaars experienced cultural differences firsthand at
home, where he grew up speaking both French and Dutch.
Later at work with Shell in nine countries.
•is ranked in the Thinkers50 of the most influential
management thinkers alive
4. Individualism Specific Neutral Achievement Past Internal
Universalism
vs. vs.
vs. vs. vs. vs. vs.
Communitarian
Particularism Diffuse Affective Ascription Future External
ism
5. You are riding in a car driven by a close friend. He
hits a pedestrian. You know he was going at least
35 mph where the maximum allowed speed is 20
mph. There are no witnesses. His lawyer says that
if you testify under oath that he was only driving
20 mph it may save him from serious
consequences.
Fons Trompenaars
6. UNIVERSALISM PARTICULARISM
Seek fairness by treating all Seek fairness by treating all
like cases the same way cases on their special merits
Focus more on rules than Focus more on relationships
relationships than on rules
Business loyalty is based on
Business loyalty is based on personal relationship
general rules, standards Written contracts are less
Detail written legal contracts important; mutual trust in
are very important more important
Signed contracts are Signed contracts are not
irrevocable stipulations of always kept, particularly if the
commitments conditions of the
environment change
7. 100% South Korea
90% Venezuela
80% Russia
70% China
Mexico
60%
Japan
50%
France
40%
Denmark
30%
UK
20% Germany
10% USA
0% Canada
8. What is your observation about Coca Cola
commercial from Turkey ?
9. INDIVIDUALISM COMMUNITARISM
More frequent use of “I” More frequent use of “We”
Decisions made on the spot by Decisions referred back to
representatives organisation
Quicker decision-making Slow decision-making process
Assume personal responsibility Assume joint responsibility
The individual is compensated The group is compensated for
for high performance high performance
Job turnover and mobility high Job turnover and mobility low
Vacations in pairs Vacations in gruops of extend
family
10. NEUTRAL AFFECTIVE
Do not reveal what they are Reveal thoughts and feelings
thinking or feeling verbally and in face
Cool and well–controlled Heated, vital and animated
conduct is admired expressions are admired
Statements are monotonic and Statements are emotional and
lack an emotional ton dramatic
The entire negotiation is Negotiation is typically focused
typically focused on the object on the persons involved
Behaviour during negotiations Behaviour is warm, expressive
tends to be detached and cool
11.
12. Diffuse (China) Specific (USA)
If an European manager gets invited by his Chinese partner at
home ?
13. SPECIFIC DIFFUSE
Private and business Private and business issues
agendas are kept separate interpenetrate
Low communication context High communication context
Structure meetings with Let the meeting flow
time slots Study the history
Study the objectives Indirect, circuitous
Direct to the point Respect a person’s title, age,
Do not use titles background, connections
14.
15. ACHIEVEMENT ASCRIPTION
Respect for superior in Respect for superior in
hierarchy depends on his / hierarchy depends upon the
hers knowledge and skills employees commitment to
Titles are used to reflect the
the organisation
Titles are used to reflect the
competence of a person influence of a person or his /
Decisions are challenged by her organisation
anybody on technical and Decisions are only challenged
functional grounds by people with higher
In negotiations technical authority
advisers and knowledgeable In negotiations older and
people are used for hierarchically senior people
convincing are used for convincing
16.
17. INTERNALISTIC EXTERNALISTIC
Often dominating attitude Often flexible attitude, willing
and tendency to to compromise and keep the
aggressiveness peace.
Softness, persistence,
Playing “tough” is legitimate
politeness
Focus is on self, own group Focus is on “other”, that is
and own organisation customer, partner, colleague
Discomfort when Comfort with waves, shifts
environment seems “out of and cycles
control” or changeable
It is most important to
It is most important to win
maintain the relationship
the objective
18. Past Present Future
China, Britain, Japan and the rest of the spanish-speaking The United States and,
most spanish-speaking Latin Latin American countries and increasingly, Brazil,
American countries many African countries. Germany
talk about history, the past as passed optimism about future
origin of family and the future as planning and
Traditional values strategizing done
uncertain
respect shown for enthusiastically
Here and now
ancestors, older more abstract, more
short-term benefits
people imaginative, more
Conservative immediate results. creative
management Let the things flow the fresh to the old
19. SEQUENTIAL SYNCHRONIC
time as a series of passing ideas about the future and
events. memories of the past
the completion of each shape present action.
stage. interchangeable stepping-
hate to be thrown off their stones
schedule or agenda showing how they value
rude to be few minutes people by giving them time
late less insistent upon
punctuality
20. Individualism Specific Neutral Achievement Past Internal
Universalism
vs. vs.
vs. vs. vs. vs. vs.
Communitarian
Particularism Diffuse Affective Ascription Future External
ism
21.
22. Trompenaars, F. and Hampden-Turner, C. (2005) ‘Riding the waves
of culture: Understanding cultural diversity in business’ (Nicholas
Brealey, UK)
Trompenaars, F.and Woolliams, P. (2003) ‘Business across cultures’
(Capstone, UK)
Woolliams, Peter; Trompenaars, Fons. "Business weltweit: der Weg
zum interkulturellen Management“
Gutterman S. “Trompenaars’ and Hampden- Turner’s Seven
Dimensions of Culture”
Dr. Boeree ,G. “Culture Personalities”, 2007
Analyzing Cultural differences [Online]. Available:
http://www.europeansmeetchinese.com/#post55 Accessed 20
May 2012]