middle eastern business cultures and approaches to management varvara, iry, abhisit, rayhan, jack...
TRANSCRIPT
![Page 1: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/1.jpg)
MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT
Varvara, Iry, Abhisit, Rayhan, JackGroup 4
![Page 2: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/2.jpg)
TABLE OF CONTENTS
Introduction Relevant theory Example countries Approaches Comments Conclusion
![Page 3: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/3.jpg)
Introduction
The role of cultures in business:
Reflects of market Tool of communication Competitive advantage
![Page 4: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/4.jpg)
Middle East
![Page 5: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/5.jpg)
Edgar Schein's model of culture
Artifacts
Espoused Values
Assumptions
![Page 6: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/6.jpg)
Artifacts
Visible elements in a culture. Recognized by people. Might not be able to fully understand.
![Page 7: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/7.jpg)
Middle Eastern Business Culture
Understanding the Middle East’s Reality verses its Perception Business Referrals / Introduction Business is Personnel Time is NOT of the Essence Selecting a Local Partner
![Page 8: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/8.jpg)
Espoused values
Leading figures of a culture. General and shared assumptions. If espoused values are not in line might
cause trouble. Do not separate professional and
personal life. Small talk is more than just a courtesy Face to face Decisions can take a long time.
![Page 9: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/9.jpg)
Understanding the Middle East’s Reality verses its Perception
Business culture and Business etiquette. meeting protocol and Negotiation
techniques The Middle East is often perceived as
corrupt Risk of corruption.
![Page 10: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/10.jpg)
It is NOT What you Know, It is Whom you Know
The traditional Islamic greeting 'Asalamu alaykum' (peace be with you). 'wa alaykum salam' (and peace be with
you). Handshakes can last a long time. About Middle East: chaotic, disorganized
and frustrating.
![Page 11: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/11.jpg)
Turn-offs and/or Rude Moves
Do not eat or drink during Ramadan Do not use your left hand. Never cross your legs and display the
sole of your foot. Do not eat pork, drink alcohol. Workweeks may vary Never interrupt Muslims at prayer. Exceedingly generous, hospitality is
legendary.
![Page 12: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/12.jpg)
Assumptions
Shared values. Not be especially visible to everyone. Assumptions and espoused values are
possibly not correlated, Differences between espoused and
actual values may create frustrations.
![Page 13: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/13.jpg)
Respecting the Local Language:
A few Arabic Greetings Will Do: Arab Gulf Markets can be Difficult to
Penetrate Exceptionally proud of their language. The roles of men and women Do not try to shake hands. Avoid
touching and prolonged eye contact with women.
Arabic is written right-to-left.
![Page 14: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/14.jpg)
Prayer time Observations, Fasting, etc…
One cannot talk about the Middle East in a cultural sense without mentioning Islam.
It is best to avoid doing business on or near the two Eids.
Green is associated with Islam. Treat the flag of Saudi Arabia extremely
carefully.
![Page 15: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/15.jpg)
Middle East - National Culture
The set of norms, behaviors, beliefs and customs that exist within the population in the
country
Collectivist - "we" takes precedence over the "I“
The Family - the family or tribe takes central focus in daily life
Hierarchy - a hierarchical society it used to levels of authority
![Page 16: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/16.jpg)
Middle East – National Culture
Honors/Shame/Face - relationship driven cultures
Networks - due to such cultures relying on bonds and relationships
Consensus - in hierarchical societies decisions are usually made on a group basis
![Page 17: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/17.jpg)
Hofstede’s cultural dimensions
Power Distance Individualism versus Collectivism Uncertainty Avoidance Masculinity versus Femininity (Male vs.
female) Short-Term Orientation
![Page 18: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/18.jpg)
Trompenaars’ Seven Dimensions of Culture
Universalism versus Particularism Individualism versus
Communitarianism Specific Versus Diffuse Neutral Versus Emotional Achievement versus Ascription Sequential Time versus Synchronous
Time Internal Direction Versus Outer
Direction
![Page 19: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/19.jpg)
Saudi Arabia – Jordan - Lebanon
![Page 20: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/20.jpg)
National Culture
Power
Dista
nce
Indi
vidu
alism
Mas
culin
ity
Unc
erta
inty
Avo
idan
ce
Long
Ter
m O
rien
tation
0102030405060708090
100
Saudi ArabiaJordanLebanon
![Page 21: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/21.jpg)
Saudi Arabia’s Culture
National Culture : people accept a
hierarchical order collectivistic society masculine society preference for
avoiding uncertainty
normative in their thinking
Core Culture Values : Islam Relationships, Trust,
Wasta Hospitality and
Generosity
![Page 22: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/22.jpg)
Jordan’s Culture
National Culture : hierarchical society collectivistic society feminine society high preference for
avoiding uncertainty strongly normative
culture
Core Values: Islam Family Hospitality
![Page 23: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/23.jpg)
Lebanon’s Culture
National Culture : accepts a
hierarchical order collectivistic
society masculine society Normative culture
Core Values: Family Personal
Relationships Islam Power/Education/
Prestige
![Page 24: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/24.jpg)
Saudi Arabia - Business Culture
Face-to-face meetings Mutual benefit Reciprocity of favors Hierarchical Modesty is highly
valued Meetings are often
lengthy Negotiations may be
tough
![Page 25: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/25.jpg)
Jordan-Business Culture
Open, progressive and well educated
Relationships are important
Invitation of friendship
Know simple Arabic words and phrases
![Page 26: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/26.jpg)
Lebanon - Business Culture
Employ an interpreter local agent - agent
commissions : 5 to 8% Build a Solid Relationship Developing a strong personal
relationship Exchange of mutual favors Build some flexibility into your
schedule Lebanese are not used to
seeing women in business
![Page 27: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/27.jpg)
Conclusion
Cultural Characteristics of Middle Eastern business : Strong affected by traditional religion Emphasizing relationship between people Hierarchical
Advices for operation in Middle Eastern: Learning and understanding local religion and
habit Strengthen communication in various aspects Clarify the hierarchy in business Combination local culture and own product and
service
![Page 28: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/28.jpg)
References
http://www.maronite-heritage.com/Lebanese%20Culture.php http://www.kwintessential.co.uk/resources/global-etiquette/saudi-arabia-
country-profile.html http://www.everyculture.com/Sa-Th/Saudi-Arabia.html http://geert-hofstede.com/index.php http://www.kwintessential.co.uk/resources/global-etiquette/lebanon.html http://www.everyculture.com/Ja-Ma/Lebanon.html http://www.ghazi.de/society.html http://www.roughguides.com/destinations/middle-east/jordan/culture-eti
quette/ http://www.everyculture.com/Ja-Ma/Jordan.html http://www.roughguides.com/destinations/middle-east/jordan/culture-eti
quette/ http://www.jordanembassyus.org/page/culture-and-religion
![Page 29: MIDDLE EASTERN BUSINESS CULTURES AND APPROACHES TO MANAGEMENT Varvara, Iry, Abhisit, Rayhan, Jack Group 4](https://reader035.vdocuments.us/reader035/viewer/2022062518/56649e0f5503460f94af95cf/html5/thumbnails/29.jpg)