"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

Fro

m in

dust

rial l

ife o

n th

e (s

afe)

pay

roll

of a

co

mpa

ny =

> s

elf-

supp

ortin

g in

200

1

Pro

file

of a

n en

trep

rene

ur

Exp

ress

ion

Res

ista

nce

Inte

ract

ion

In

teri

m o

n t

he

“w

eb

”

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

Lea

de

rsh

ip

Cu

ltu

reS

tru

ctu

re

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:

Goo

d en

ough

?

The

car

of t

he B

oss:

The

Bes

t!

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

Too

ls

to s

uppo

rt s

ucce

ssfu

l Int

erna

tiona

l B

usin

ess

Lea

de

rsh

ip

Cu

ltu

reS

tru

ctu

re

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:

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

)

Qui

nn: O

rgan

izat

iona

l Cul

ture

A

sses

smen

t Ins

trum

ent

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

Gra

ves’

Spi

ral D

ynam

ics

Driv

ing

Fac

tors

for

mot

ivat

ion

Val

ues

of G

rave

s

Exp

ress

ion

Re

sist

anc

e

Inte

rven

tion

s

Lea

de

rsh

ip

Cu

ltu

reS

tru

ctu

re

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)

Bus

ines

s S

imul

atio

ns

Sim

agin

e

Eas

e-it

Brid

ge-

it

Exa

mpl

es o

f Bus

ines

s ga

mes

•In

tro

du

ctio

n o

n E

ase-

it

•A

Hea

rt E

ffo

rt

Let’s

pla

y!

Tha

nk Y

ou fo

r yo

ur a

ttent

ion!