Management Style and Adaptation in International Marketing

Management Style

• Management style is influenced by business culture, values, methods, and behavior in a country, requiring adaptation to accommodate differences.
• Adaptation is a key concept in international marketing and involves a willingness to adapt.

Business Custom Grouping Imperatives

• Imperatives: business customs and expectations that must be met and conformed to or avoided.
• Electives: behavior or customs that cultural aliens may wish to conform to or participate in, but not required.
• Exclusives: customs or behaviors that foreigners are barred from and must not participate in.

Impacts of American Culture on Management Style

• American culture views managers as "masters of destiny".
• Independent enterprise is seen as an instrument of social action.
• Personnel selection and reward are based on merit.
• Decisions are based on objective analysis.
• There is a never-ending quest for improvement.
• Competition produces efficiency.
• Decision-making is characterized by wide sharing.

Typical Decision-Making Patterns

• Top-level management decisions are common.
• Decentralized decisions are also typical.
• Committee or group decisions are used.

Gender Bias

• Bias against female managers poses significant challenges in cross-cultural negotiations.

Management Objectives and Aspirations

• Personal security and job mobility are important.
• Personal life and affiliation are valued.
• Social acceptance and power are sought.
• Achievement is a key objective.

Communication

• Face-to-face communication is preferred over internet communication.
• Management style mistakes include formality, tempo, and high or low context.

Business Ethics

• Corruption is viewed differently around the world.
• The Foreign Corrupt Practices Act prohibits American firms from bribing foreign government officials.
• Bribery is a legal issue with cultural context.
• Extortion, lubrication, and subornation are distinct forms of corruption.
• Ethical decisions involve employment practices, consumer protection, environmental protection, political payments, and basic human rights.

Ethical Principles

• Utilitarianism: actions that optimize the "common good" or benefits of all constituencies.
• Rights of the Parties: actions that respect the rights of individuals involved.
• Justice or Fairness: actions that respect justice or fairness to all parties involved.

Strategic Philanthropy

• A charitable activity that supports a business strategy and brings benefits back to the organization.
• Providing expertise or products to sponsorship projects.
• Targeted at local communities or specific segments of the population.
• Impacts managers' thinking about business strategy.