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US Business Culture

US Business Culture. World’s leading economy Leaders in business theory American management theory dominant Problems in Far-East consolidate US lead in business. Quantitative approach. focus on profits cost-benefit analysis the bottom line quarterly management

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US Business Culture

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  1. US Business Culture • World’s leading economy • Leaders in business theory • American management theory dominant • Problems in Far-East consolidate US lead in business

  2. Quantitative approach focus on profits cost-benefit analysis the bottom line quarterly management focus on cutting costs to remain competitive Asian business culture tends to focus on market share prefers qualitative approach

  3. Company loyalty Contrasts combination of loyalty & self-interest surplus staff often laid-off but employees “identify” with company willingness to work overtime yet readiness to switch jobs staff rarely criticize the company

  4. Leadership style Chief Executive Officer has power & salary to match takes responsibility for success or failure delegates tasks - not responsibility functions as a coach (directive style) colleagues tend to compete

  5. Decision making Top-down not based on consensus ideas chosen on their merit Meetings - rarely for decision making held on a “need to know” basis participants: prepared & professional

  6. Status depends on income generated for company how much business is under your control status given to those who achieve most reflected by “perks” system achievement-oriented culture based on performance what you do counts not who you are judged on track record

  7. Deal-focused • Contract determines relationship • Legalistic approach • Business precedes relationship • Focus on price & quality

  8. Behavior & Etiquette “go for it” mentality risk-taking encouraged communication style fairly informal but dress-code formal humor used extensively ”low-context” communication style laid back style but tough & precise extremely service minded

  9. Masculine culture long workday: start early & finish late highest annual workload in western world accessible at home work invades private life main subject of conversation on social occasions job overshadows family “live to work” strong work ethic

  10. Negotiating with Americans • make a direct approach • be precise • dress formally, behave informally • don’t beat around the bush • expect display of emotions • be positive • remember names • be prepared, have figures ready • expect rapid decisions • read the contract carefully

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