MGT 304 Lecture Notes - Lecture 37: Relationship Marketing, Future Orientation, Risk Aversion
3 May 2018
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Department
Course
Professor
Culture
● Shared by almost all members of social group
● Older members of group pass it down
● Shapes behavior or structures one’s perception of the world
Culture as an Iceberg
● 10% observable
○ Dress, language, holidays, food rules
● 90% unobservable
○ Beliefs, acceptable body language, assumptions, myths
High-Context vs. Low-Context Cultures
● High-context
○ Rely heavily on situational cues for meaning
○ China
● Low-context
○ Written and spoken words carry burden of shared meanings
○ US
Hofstede’s Cultural Values
1. Power Distance
a. Deference to authority
b. US, Great Britain, Canada, Australia are low; China, Venezuela, Peru,
Mexico and Argentina are high
2. Collectivism-Individualism
a. Group orientation
b. US, Great Britain, Canada, Australia are high on individualism
3. Uncertainty Avoidance
a. Risk aversion
b. US is low; France is high
4. Relationship Orientation
a. Focus on people over material things
b. Masculinity-femininity
c. Us is low; Netherlands is high
5. Confucian Dynamism (long-term orientation)
a. Focus on future rather than past and present
b. US is low; Japan is high
● Cooperation and performance was higher in collectivist cultures
● Power distance is linked to leadership and team behavior
● Page 315 table
Global Leadership and Organizational Behavior Effectiveness (GLOBE)
find more resources at oneclass.com
find more resources at oneclass.com
● Described and predicted relationship of specific cultural variables to leadership
and organizational processes and their effectiveness
● Power distance
○ Degree to which members of a collective expect power to be distributed
equally
● Uncertainty avoidance
○ Extent to which a society, organization, or group relies on societal norms,
rules and procedures to alleviate unpredictability of future events
● Humane orientation
○ Degree to which a collective encourages and rewards individuals for being
fair, altruistic, generous, caring and kind to others
● Institutional collectivism
○ Degree to which organizational and societal institutional practices
encourage and reward collective distribution of resources and collective
action
● In group collectivism
○ Degree to which individuals express pride, loyalty and cohesiveness in
their organizations or families
● Assertiveness
○ Degree to which individuals are assertive, dominant and demanding in
their relationships with others
● Gender egalitarianism
○ Degree to which a collective minimized gender inequality
● Future orientation
○ Extent to which a collective encourages future-oriented behaviors such as
delaying gratification, planning and investing in the future
● Performance orientation
○ Degree to which a collective encourages and rewards group members for
performance improvement and excellence
Found certain attributes of leadership that are universal: culturally endorsed implicit
leadership theory (CLT)
● charismatic/value-based
○ Ability to inspire and motivate others to high performance
● Team-oriented
○ Effective team building and implementing a common goal
● Participative
○ Involving others in decisions and implementations
● Humane-oriented
○ Being supportive and showing consideration, compassion and generosity
● Autonomous
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
Shared by almost all members of social group. Older members of group pass it down. Shapes behavior or structures one"s perception of the world. Rely heavily on situational cues for meaning. Written and spoken words carry burden of shared meanings. Hofstede"s cultural values: power distance, deference to authority, us, great britain, canada, australia are low; china, venezuela, peru, Cooperation and performance was higher in collectivist cultures. Power distance is linked to leadership and team behavior. Described and predicted relationship of specific cultural variables to leadership and organizational processes and their effectiveness. Degree to which members of a collective expect power to be distributed equally. Extent to which a society, organization, or group relies on societal norms, rules and procedures to alleviate unpredictability of future events. Degree to which a collective encourages and rewards individuals for being fair, altruistic, generous, caring and kind to others.
