Unformatted text preview: Chapter 5 1. Imperatives: customs that must be recognized and accommodated-business customs and expectations that must be met and conformed to or avoided if relationships are to be successful-friendship: guanxi, ningen kankei, compadre-friendship motivates local agents to make more sales, and friendship helps establish the right relationship with end users, which leads to more sales over a longer period-in some cultures a person’s demeanor is more critical than in other cultures-what may be an imperative to avoid in one culture is an imperative to do in another electives: customs to which adaption is helpful, but not necessary-relate to areas of behavior or to customs that cultural aliens may wish to conform to or participate in but that are not required-the majority of customs fit into this category-a cultural elective in one country may be an imperative in another-cultural electives are the most visibly different customs and thus more obvious. Often, it is compliance with the less obvious imperatives and exclusives that is more critical exclusives: customs in which an outsider must not participate-those customs or behavior patterns reserved exclusively for the locals and from which the foreigner is barred 2. Sources and levels of authority Business size, ownership, public accountability, and cultural values that determine the prominence of status and position (PDI)...
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- Summer '08
- Foreign Corrupt Practices Act, visibly different customs, -High PDI countries, Low PDI countries