Case Study 8

Moto: Coming to America

Chris AllanSian Hughes

Samantha KempthorneEmily McIntyre

International Management

Definition of Topic

Cultural Communication Internationalism Noise Intercultural Negotiation National Culture Globalisation Decision-Making Process

Contrasting VariablesDimension Japan U.S.A.

GLOBE Non-assertive Assertive

Future-oriented Less Future-oriented

Hofstede Uncertainty Avoidance

Low Uncertainty Avoidance

Collectivist Individualist

Trompenaar Particularistic Universalistic

Neutral Affective

Diffuse Specific

Ascription Achievement

Context High Context Low Context

Communication Ningensei Adversarial

Feedback Delayed Immediate

QUESTION 1What was Moto’s purpose & agenda for the first meeting with Crowell? How does he try to implement his agenda?

Contact Building Trust Gift giving Building Relationships Taking Negotiation to Next Step Being Ambassador for KKD

QUESTION 2What happened to introduce noise into the communication from Moto to Crowell, and vice versa?

Noise is defined as anything that serves to undermine the communication of the intended meaning.

Elements of Noise from Case Study

Noise transmitted from Crowell to Moto.- Introduction- Business card- Boasting- Interrupting Moto- First Name basis

Noise transmitted from Moto to Crowell.- Introduction- Business card- Speech and Reflection- Language barrier

QUESTION 3What was the significance of the dolls? What went wrong?

Unique cultural gift & kind gesture Relationship Building Symbolism Cultural differences & cause for controversy Common ground for courtesy Example of differences in Japanese and

American business

QUESTION 4Why did Crowell’s remarks about Allmack threaten a loss of face from Moto’s perspective?

Relationship building vs. Status building Humiliation Threat of loss of face American efficiency vs. Japanese

negiotiations Implications

QUESTION 5How did Moto feel about Kubushevsky’s behaviour early on? How did their relationship change?

Initially, George was amiable & polite, but not interested in forming deeper relationship.

During their first drinking session, George & Moto opened up to each other.– Created mutual respect– Formed more intimate bond

Moto felt comfortable with George & thankful for his friendship & valuable lessons.

George & Moto’s Relationship

Polite, Business-like

Awkward, One-sided

Friendly, Trusting, Respectful

Negotiation

Cultural Variables in the Decision Making Process

CONCLUSION

Ideal intercultural communication– Careful Encoding– Selective Transmission– Careful Decoding of Feedback– Follow-up Actions

Applied to Case Study– Managers must be aware of how culture is reflected in

communication – Be culturally sensitive to avoid miscommunications. – Adjust own communication style to convey messages

successfully to a receiver.