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"Iss
ues
and
Str
ateg
ies
inM
anag
ing
Bus
ines
ses
in th
e E
U"
Man
agem
ent g
ames
in
Inte
rnat
iona
l Bus
ines
s.
Too
ls
to s
uppo
rt s
ucce
ssfu
l Int
erna
tiona
l Bus
ines
s
Gue
st L
ect
ure
by
Mr.
Wim
Hoy
er
MS
c
Uni
vers
ity o
f Ma
laya
11th
Apr
il 20
11
Con
tent
•In
tro
du
ctio
n
•In
terc
ultu
ral c
om
pet
enci
es
•M
anag
ing
Cu
lture
Diff
eren
ces
•In
terv
entio
n T
oo
ls
•G
ames
: Dem
o’s
•C
on
clu
sio
ns
Ir. W
im H
oyer
Gerw
ensew
eg 8
6b
5708 E
L H
elm
ond
The N
eth
erl
ands
�: 31 6
53761966/ 3
1 4
92 4
75659
e-�
: W
.Hoyer@
chello.n
l
Bac
kgro
und
•M
aste
r in
Met
al S
cien
ce (
ir)
•Le
adfr
ames
fo
r E
lect
ron
ics
–T
echn
ical
eng
inee
r
–O
pera
tions
man
ager
–M
anag
ing
Dire
ctor
Mec
o M
alay
sia
•P
arts
fo
r A
uto
mo
tive
–
Man
agin
g D
irect
or N
edsc
hroe
f H
elm
ond
(Bol
ts)
–M
anag
ing
Dire
ctor
Man
uli (
Airc
o pa
rts)
•E
ntr
epre
neu
r
–In
tera
ctio
n In
terim
Co
nsu
lta
ncy
•In
du
stry
•N
on
Pro
fit
•H
ea
lth
ca
re
Pe
rso
na
l C
oa
chin
g
Ma
na
ge
me
nt
Tra
inin
g
•M
BA
•P
roce
ss m
an
ag
em
en
t
•Le
an
/6 S
igm
a
•P
roje
ct m
an
ag
em
en
t
•S
tra
teg
ic H
RM
•C
ha
ng
e m
an
ag
em
en
t
Inte
rcul
tura
l Com
pete
ncie
s
•F
or
bu
sin
ess
succ
ess
in th
e in
tern
atio
nal
are
na,
inte
rcu
ltura
l co
mp
eten
cies
are
ind
isp
ensa
ble
.
•K
no
win
g h
ow
to m
anag
e in
cu
ltura
lly d
iffer
ent b
usi
nes
s en
viro
nm
ents
is c
ruci
al.
Inte
rcul
tura
l Com
pete
ncie
s
1.
Inte
rcu
ltura
l Sen
sitiv
ity
2.
Inte
rcu
ltura
l Co
mm
un
icat
ion
3.
Bu
ildin
g C
om
mitm
ent
4.
Man
agin
g U
nce
rtai
nty
5.
Inte
rnat
ion
al O
rien
tatio
n
Inte
rcul
tura
l Sen
sitiv
ity
On
e’s
ow
n p
refe
rred
way
of d
oin
g
thin
gs
is b
ut o
ne
of s
ever
al
po
ssib
le a
pp
roac
hes
Inte
rcul
tura
l Com
mun
icat
ion
Th
e ab
ility
to a
dju
st o
ne’
s co
mm
un
icat
ion
sty
le to
the
com
mu
nic
ativ
e n
eed
s o
f peo
ple
fr
om
oth
er c
ultu
res.
Bui
ldin
g C
omm
itmen
t
Bu
ildin
g c
om
mitm
ent
is t
he
abili
ty
to s
timu
late
inte
ract
ion
an
d
coo
per
atio
n b
etw
een
peo
ple
, an
d to
ta
ke th
e le
ad w
hile
at t
he
sam
e tim
e ke
epin
g o
ther
s o
n b
oar
d.
Man
agin
g U
ncer
tain
ty
•A
bili
ty to
man
age
the
gre
ater
u
nce
rtai
nty
of i
nte
rcu
ltura
l an
d
inte
rnat
ion
al s
ituat
ion
s.
•A
bili
ty to
res
po
nd
flex
ibly
an
d
wo
rk e
ffec
tivel
y w
ith n
ew p
eop
le
in in
terc
ultu
ral s
ituat
ion
s.
Inte
rnat
iona
l orie
ntat
ion
•A
bili
ty to
see
the
wo
rld a
s a
wo
rkp
lace
. To
act
ivel
y se
arch
for
inte
rnat
ion
al b
usi
nes
s an
d e
xplo
re
inte
rnat
ion
al m
arke
ts.
•T
he
abili
ty to
co
me
to b
usi
nes
s in
va
riou
s co
un
trie
s in
a r
elat
ivel
y sh
ort
per
iod
of t
ime.
The
art
of w
orki
ng t
oge
the
r e
ffect
ive
ly r
esp
ect
ing
ea
ch o
the
r va
lue
s
Inte
rnat
iona
l Bus
ines
s
Japa
nese
ver
sus
Eur
op’s
way
of
doi
ng b
usin
ess
Bo
ttom
up
un
der
stan
din
g a
nd
ag
reem
ent (
Jap
an)
inst
ead
of t
op
d
ow
n in
tro
du
ctio
n (
Eu
rop
e).
The
car
of t
he B
oss
Th
e B
oss
of t
he
com
pan
y w
e ar
e w
ork
ing
for,
sh
ou
ld d
rive
the
very
b
est c
ar (
My
Mal
aysi
a ex
per
ien
ce)
Bec
ause
peo
ple
wan
t to
sh
ow
p
rou
dly
to o
ur
frie
nd
s: “
Th
at is
the
car
of m
yB
OS
S(a
nd
my
com
pany
is d
oin
g w
ell)”
!
The
car
of t
he B
oss
InT
he
Net
her
lan
ds
you
can
exp
ect
the
follo
win
g r
esp
on
ds:
“He
gu
ys, o
ur
Bo
ss g
ot a
new
car
. S
o, s
ince
ou
r co
mp
any
can
eff
ort
it:
Wha
t is
in it
for
us?
Con
clus
ions
•D
ealin
g w
ith d
iffer
ent c
ultu
res
req
uire
s m
anag
em
ent
skill
s an
d c
om
pet
ence
s
•R
esp
ect i
s an
imp
ort
ant
man
age
men
t sk
ill
•It
all s
tart
s w
ith r
ealiz
ing
diff
eren
ces
in
driv
es, m
otiv
atio
n f
acto
rs a
nd
sty
les.
Con
clus
ions
•D
ealin
g w
ith d
iffer
ent c
ultu
res
req
uire
s m
anag
em
ent
skill
s an
d c
om
pet
ence
s
•R
esp
ect i
s an
imp
ort
ant
man
age
men
t sk
ill
•It
all s
tart
s w
ith r
ealiz
ing
diff
eren
cesin
d
rives
, mo
tivat
ion
fact
ors
an
d styl
es.
Mas
low
Pyr
amid
(19
43)
Ph
ysio
log
ical
nee
ds
Saf
ety/
Sec
urit
y
Sel
f Est
eem
Bel
on
gin
gn
ess
Sel
f
Act
ual
isat
ion
How
to c
hara
cter
ize
cultu
re
and
mot
ivat
ion?
•H
ofs
ted
e(C
ou
ntr
ies)
•Q
uin
n (
Org
aniz
atio
ns)
•G
rave
s (I
nd
ivid
ual
s an
d te
ams)
Hof
sted
e
•P
DI:
Po
wer
Dis
tan
ce In
dex
•ID
V: I
nd
ivid
ual
ism
•M
AS
: Mas
culin
ity
•U
AI:
Un
cert
ain
ty A
void
ance
Ind
ex
•LT
O: L
on
g-T
erm
Orie
nta
tion
http
://w
ww
.ge
ert
-ho
fste
de.c
om
/ho
fste
de_
ma
lays
ia.s
htm
l
PD
I: P
ow
er D
ista
nce
Inde
xID
V: I
ndiv
idu
alis
mM
AS
: Mas
culin
ityU
AI:
Unc
erta
inty
Avo
ida
nce
Inde
xLT
O: L
ong
-Ter
m O
rient
atio
n
PD
I: P
ow
er D
ista
nce
Inde
xID
V: I
ndiv
idu
alis
mM
AS
: Mas
culin
ityU
AI:
Unc
erta
inty
Avo
ida
nce
Inde
xLT
O: L
ong
-Ter
m O
rient
atio
n
PD
I: P
ow
er D
ista
nce
Inde
xID
V: I
ndiv
idu
alis
mM
AS
: Mas
culin
ityU
AI:
Unc
erta
inty
Avo
ida
nce
Inde
xLT
O: L
ong
-Ter
m O
rient
atio
n
PD
I: P
ow
er D
ista
nce
Inde
xID
V: I
ndiv
idu
alis
mM
AS
: Mas
culin
ityU
AI:
Unc
erta
inty
Avo
ida
nce
Inde
xLT
O: L
ong
-Ter
m O
rient
atio
n
PD
I: P
ow
er D
ista
nce
Inde
xID
V: I
ndiv
idu
alis
mM
AS
: Mas
culin
ityU
AI:
Unc
erta
inty
Avo
ida
nce
Inde
xLT
O: L
ong
-Ter
m O
rient
atio
n
Qui
nn (
1988
) C
ompe
ting
Valu
es
Fra
mew
ork
•H
uma
n R
ela
tions
Mod
el (
Cla
n)
•O
pen
Sys
tem
s M
ode
l (A
dhoc
racy
)
•R
atio
nal G
oal M
ode
l (M
ark
et)
•In
tern
al P
roce
ss M
ode
l (H
iera
rchy
)
OC
AI Q
uinn
http
://w
ww
.oca
i-onl
ine.
com
/abo
ut-t
he-
Org
aniz
atio
nal-
Cu
lture
-Ass
ess
me
nt-
Inst
rum
ent-
OC
AI/
OC
AI-
Ass
essm
ent
Sim
ula
tion
s o
r M
anag
emen
t g
ames
•A
Hea
rt E
ffort
(D
ynam
ic Q
ues
tion
Gam
es:
Fo
cus)
•E
ase-
it (P
roce
ss m
anag
em
ent,
Team
bu
ildin
g,
Tro
ub
lesh
oo
ting
, Cu
sto
mer
fo
cus)
•B
ridg
e-it
(Pro
jec
tman
age
men
t)
•M
erca
tor
(Bu
sin
ess
Inte
llig
ence
)
•In
sid
e-O
uts
ide
(Pro
cess
an
d C
ust
om
er)