Ruchi Kumari

Doing business in India, Japan & US :

A Cross-Cultural Perspective

Presented By:

What is Culture?

Customary beliefs, social norms, values, material traits and behavior patterns

Transmitted from generation to generation

Distinguish groups of people Influences productivity, attitude and

action

1) High-Context Culture

Infer information from message context, rather than from content.

Prefer indirectness, politeness & ambiguity.

Convey little information explicitly.

Rely heavily on nonverbal signs.

Groups are preferred for learning and problem solving

Asia Latin America Middle East

Low-Context Culture Rely more on content rather than on context. Explicitly spell out

information. Value directness. See indirectness as

manipulative. Value written word more than

oral statements. An individual is preferred for

learning and problem solving

Europe North

America

2) Monochromic Culture

One task at a time Work time is clearly

separable from personal time

Committed to the job Adhere religiously to

plans Accustomed to short-

term relationships

Germany Canada Switzerland U.S. Scandinavia

Polychronic Culture

Many tasks are handled simultaneously

Work time is not clearly separable from personal time

Committed to people and human relationships

Change plans often and easily

Saudi Arabia Egypt Mexico India Japan

3) Past orientation

Traditional Slow to change Conservative in

management

China Britain Japan India

Present orientation

• Past as passed• Future as uncertain• Prefer short term

benefits

• Some part of Spanish-

speaking Latin American countries

Future Orientation

Understand and shape the future

Management – planning, doing, controlling

U.S. Brazil

4) Individualism

Individual uniqueness

Self-determination

“Self-made man" “Makes up their

own mind" Universal values

shared by all U.S. Australia U.K.

Collectivism

People to identify with and work well in groups

Protect the individuals in exchange for loyalty and compliance

Different groups have different values

India Japan Indonesia

Power Distance

Individualism vs collectivism

Masculinity Vs Femininity

Uncertainty avoidance Long term

orientation

Hofstede’s

Cultural

Factors

High : Korea, Japan, Mexico

Low: India, Australia, US,

Germany

High Individualism : US, Australia, Great Britain, CanadaLow Individualism: Japan, Venezuela, Thailand, Japan, Mexico, China

Feminine: Netherlands, France,

SwedenMasculine: Japan, Mexico, Britain,

Germany

High : France, Japan, Mexico

Low: India, Hong Kong, US,

Great Britain

Long Term: Hong Kong, Japan

Short Term: Great Britain, US, Germany

Hofstede’s Cultural Factors

Parameter World Average

U.S. India Japan

Power Distance 55 40 77 54

Individualism 43 91 48 46

Masculinity 50 62 56 95

Uncertainty avoidance

65 46 40 92

Long term orientation

45 29 61 80

“No culture can live if it attempts to be exclusive” – M. K. Gandhi

“The reasonable person adapts himself to the world, while the unreasonable one persists in trying to adapt the world to himself.” –George

Bernard Shaw

Greeting - India

Religion, education and social class all influence greetings in India. 

Greet the eldest or most senior person first.

Shaking hands is common- Large cities, Educated

Handshakes -Men to Men, Women to Women

Seldom Handshakes between men and women

Greeting - Japan

Formal and Ritualized.  Respect and deference based upon their

status relative to your own.  If possible, wait to be introduced.  Can be seen as impolite to introduce

yourself, even in a large gathering. Traditional form – Bow, Bend depends

upon relationship and situation. The deeper you bow, the more respect

you show. 

Greeting - US

Greetings are casual. A handshake, a smile, and a 'hello'

are all that is needed. Smile! Use first names, and be sure to

introduce everyone to each other.

Gift Giving

India – not very crucial, not expected open infront of the giver.

Japan – very crucial, wrapping is even more important.

US - not very crucial, but we are expected to open infront of the giver.

Meetings and Negotiations-India

Time flexibility is accepted Agenda is not strictly fixed Meetings are frequent

Meetings and Negotiations-Japan

Meetings usually take place for only one of three reasons- To build rapport To exchange information To confirm previously made

decisions. Decisions are rarely made

in a meeting. Group consensus is

important. Every meeting ends with

food.

Meetings and Negotiations- US

Punctuality and time constraints Sticks to agenda Oral communication – Common Individual characteristics are criteria

for selection

Business Cards-India

Exchanged after the initial handshake and greeting. 

University degree/Honour - put it. Use the right hand to give and receive

business cards.  Always present your business card so

the recipient may read the card as it is handed to them.

Business Cards-Japan

Always keep your business cards in pristine condition. Treat the business card you receive as you would the

person. You may be given a business card that is only in

Japanese. Make sure your business card includes your title. Business cards are given and received with two hands

and a slight bow. Examine any business card you receive very carefully.  During a meeting, place the business cards on the

table in front of you in the order people are seated.  When the meeting is over, put the business cards in a

business card case or a portfolio.

Business Cards-US

Business cards are exchanged without formal ritual.

Common for the recipient to put your card in their wallet(even back pocket).

Snapshot - India

Relationships & Communication Titles Indians are non-confrontational. Decision making is a slow process. If you lose your temper you lose face and

prove you are unworthy of respect and trust.  Do not disagree publicly with members of

your negotiating team.  Successful negotiations are often celebrated

by a meal.

Snapshot - Japan They are extremely sensitive to and

concerned about relationships. “The nail that sticks out is hammered

down” (Russo, 2003-05) - Individualism is negatively viewed in Japanese society.

First names are reserved for family and close friends.

Use courtesy titles such as "Mr.", "Ms.", or the suffix "san", in addition to last names.

Japanese - Implicit communicators, "Say one, understand ten,”

Snapshot US

Use a title, such as Dr, Ms, Mr, or Mrs. “Please” and “Thank you” always expected. Be punctual. Be professional. Treat women as equals. Be explicit in your views American frequently change jobs and move. Americans take pride in job achievements;

i.e. my son the doctor.

Conclusion

• Cross-cultural communication• Cultural sensitivity• Acculturation• Cultural synergy

Think Globally. Act Locally.

~ Derek Torrington, 1994

References

Managing Cultural Differences - Harris, Moran and Moran (Butterworth-

Heinemann) Effective Business Communication - Krizan, Merrier, Logan and Williams

(Cengage Learning) http://web.ebscohost.com/ehost/pdfviewer/pdfv

iewer?vid=4&hid=125&sid=6ca3f1fd-a084-4b6e-b9cd-5bf82e652023%40sessionmgr111

http://thinkexist.com/quotations/culture/4.html http://www.ci.uri.edu/ciip/CIIPLeadership/Docs_

2007/Monochronic%20and%20Polychronic%20Cultures.pdf

http://www.analytictech.com/mb021/cultural.htm

THANK YOU