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GATE Frameworks

Explore the impact of culture, stereotypes, and bias on global business practices. Learn relational models and cultural dimensions to prepare for global interactions effectively. Understand the importance of cultural context in business decisions.

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GATE Frameworks

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  1. GATE Frameworks Dean Bill Boulding Prof. Tony O’Driscoll

  2. Agenda Describing Fuqua’s Global Perspective Defining Culture, Stereotypes and Bias Understanding and Applying Relational Models Understanding and Applying Cultural Dimensions Preparing for GATE

  3. Embedded and Connected

  4. Agenda Describing Fuqua’s Global Perspective Defining Culture, Stereotypes and Bias Understanding and Applying Relational Models Understanding and Applying Cultural Dimensions Preparing for GATE

  5. A Brief History of Time (Not to Scale) Revolution 150 Years We are Living in Exponential Times 250Years Nation 6,000 Years Civilization/Empire Ice Age 13,000 Years 7 Million Years People 4.5 Billion Years Planet

  6. Civilizations, Culture, Institutions, Markets Hunter Gatherers Farming/Agriculture Civilizations and Empires Nation States Food Surpluses & Food Storage Division of Labor LeisureTime BureaucraticInstitutions PropertyOwnership PropertyProtection MarketExchangeMechanisms Large, Dense Sedentary, Stratified Civilizations NationalCultural Residue

  7. GATE FOCUS: Why not How GATE experience should NOT focus solely on HOW to do business in a given region, but also on WHY business is conducted the way it is in the region.

  8. 2012 Leadership Transitions

  9. Experiencing Culture Think of an experience you had in during a visit to another country: A moment where you were surprised, embarrassed, frustrated confused or annoyed. Source: Peace Corps Culture Matters p.12

  10. Defining Culture Culture is the collective programming of the mind which distinguishes the members of one category of people from another. Hofstede. Culture has been defined in a number of ways, but most simply, as the learned and shared behavior of a community of interacting human beings. Useem & Useem Culture is a shared system of meaning, ideas and thought. It is the code through patterns of conduct are communicated and deciphered through the use of words, gestures and objects. Rosenzweig Our culture is what is familiar, recognizable and habitual. It is “what goes without saying.” Von Maanen and Laurent

  11. Activity: Universal, Cultural, Personal? Three Categories of Human Behavior: Universal refers to the ways in which all people in all groups are the same Cultural refers to what a particular group of people have in common with each other and how they are different from every other group Personal describes the ways in which each one of us is different from everyone else Source: Peace Corps Culture Matters p.16

  12. Activity: Universal, Cultural, Personal? • Complete the U,C,P activity 3m Source: Peace Corps Culture Matters p.16

  13. Activity Key P U C C C P P U C C C U U C P Source: Peace Corps Culture Matters p.16

  14. Culture: Definition, Structure & Universals Culture is the collective programming of the mind that distinguishes the members of one category of people from another. Hofstede • Dealing with Inequality • The role of the Individual versus the Collective • Dealing with Gender Differences • Dealing with Uncertainty • Looking towards the Future

  15. Culture: CSIS Framework Communication Style, Relationship Context, Space Context and Time Context comprise Communication and Social Interaction Style (CSIS) which we define as the standard operating procedures for communication and social interaction characterized by a culture’s reliance on direct or indirect messages and attention to information in the relationship, temporal, and spatial contexts of interactions. Buchan, Adair & Chen

  16. Culture: Inter Cultural Edge (ICE) Profile Hall’s conceptualization of communication as culture can be distilled into four key correlated components: Communication Style, Relationship Context, Space Context and Time Context. Buchan, Adair & Chen ICE PROFILE SUB-SCALE

  17. Activity: Compare and Contrast ICE • Review your ICE Profile • Pair up and compare profiles (US/RoW) • Identify areas of similarity and difference 5m

  18. Generalizations versus Stereotypes

  19. Categories: Benefits and Costs • Categories simplify recognition and memory processes • Typical properties • Easy to “label and store” any new instance • Their ease of use comes at a cost • Can be too simple • Assimilation to category properties • Instances in category are seen as highly similar • Contrast with other categories • Instances across categories are seen as very different

  20. Reality • Significant overlap What If There Are Differences? • Perception • Exaggerated difference in means • Out-group homogeneity • In-group bias on desirable traits • Consequence: Small perceived overlap

  21. Agenda Describing Fuqua’s Global Perspective Defining Culture, Stereotypes and Bias Understanding and Applying Relational Models Understanding and Applying Cultural Dimensions Preparing for GATE

  22. Activity: Relational Models • Form a team of four • Complete the activity below 5m Consultant? Boss? Source: Peace Corps Culture Matters p.30

  23. Social Relations: Relational Models (RMs) There are only four fundamental RMs that generate coordination systems in every domain of sociality in every culture….Just as four basic forces generate the complex and varied structures of the physical universe, four basic social bonds generate the complex and varied structures of the social universe Fiske and Haslam RM Domains Relational Model (RM)

  24. Relational Model Domains Each culture implements the four RMs in many distinct ways and in different combinations. In a particular culture, a given aspect of a given domain of sociality may be organized by any of the RMs, and the way each aspect is organized may change historically. Fiske and Haslam

  25. Social Relations: RMs and Domains Behavior acceptable in one relationship type may be highly anomalous in the context of another. Pinker Eating Shrimp from Someone Else’s Plate Communal Sharing Authority Ranking Wife Of Boss Wife “What’s mine is yours, what’s yours is mine” “Don’t mess with me” Reciprocal Exchange People give what they can and take what they need Superiors appropriate or preempt what they wish Social Influence Conformity: Desire to be similar to others and not stand out as different Authority: Obedience to authority or deference to prestigious leaders 26

  26. Social Relations: RMs and Domains Divergent understanding based on mismatched relationship types can be emotionally costly and is experienced as awkwardness. Pinker Offering to Pay Your Share to Host after a Dinner Party Communal Sharing Market Pricing “Bounded group of people, equivalent and undifferentiated” “Market transactions based on proportionality” Reciprocal Exchange What you get does not depend on what you contribute, only on belonging to the group Pay for what you get in proportion to what is received as a function of market price or utility Contribution Everyone gives what they have without keeping track of what individuals contribute To each in due proportion. Each person is allotted a quota proportionate with some standard

  27. Activity: US Relational Models • Form teams of 3-4 (US/RoW) • Allocate 100 points across CS, AR, EM, MP • Identify Key Domain for top two RMs • Explain rationale for Allocation and Domains 10m 100 90 80 70 60 50 40 30 20 10 CS AR EM MP Source: CCMBA 2010, 2011 Aggregate Responses (Shanghai, London, Dubai, Delhi, St. Petersburg).

  28. Average for Non-US CCL Regions Source: CCMBA 2010, 2011 Aggregate Responses (Shanghai, London, Dubai, Delhi, St. Petersburg).

  29. Agenda Describing Fuqua’s Global Perspective Defining Culture, Stereotypes and Bias Understanding and Applying Relational Models Understanding and Applying Cultural Dimensions Preparing for GATE

  30. Culture: Defining Cultural Dimensions Culture is the set of beliefs and values about what is desirable and understandable in a community of people, and a set of formal or informal practices to support those values Javidan and House Cultural Dimensions (CD) CD Descriptors Source: Culture Leadership and Organizations, The GLOBE Study

  31. Activity: US Cultural Dimensions • Form teams of 3-4 (US/RoW) • Identify where the US would differ from Avg. • Explain rationale for your CD Profile 10m Source: Globe Study of 62 Societies, Sage 2004

  32. US CDs Source: Globe Study of 62 Societies, Sage 2004

  33. Agenda Describing Fuqua’s Global Perspective Defining Culture, Stereotypes and Bias Understanding and Applying Relational Models Understanding and Applying Cultural Dimensions Preparing for GATE

  34. Activity: GATE Country RMs • Form teams of 3-4 (GATE Locations) • Develop RM Profile for each country • Explain rationale for your RM Profile 6m

  35. Regional RM Template 100 90 80 70 60 50 40 30 20 10 CS AR EM MP

  36. China RM

  37. Composite Relational Models

  38. Activity: GATE Country CDs • Form teams of 4 (GATE Locations) • Develop a CD Profile for each country • Explain rationale for your CD Profile 10m Source: Globe Study of 62 Societies

  39. China, Taiwan, US CDs

  40. South Africa(B), South Africa(W), US CDs

  41. Thailand, US CDs

  42. Activity: Preparing for Gate • Form teams of 3-4 (GATE Locations) • Identify CDs that have high variability • What can you do to prepare for this? 10m Source: Globe Study of 62 Societies

  43. Examining GATE Experience ICE Individual Predispositions GATE Relational Interactions CulturalDimensions CD RM

  44. GATE Assignment Prepare and submit a 600 word paper that answers the following questions: • Describe a cultural encounter you experienced during the GATE trip that you perceived to be particularly unique or significant. • Describe why people from this region might view what you perceived to be unique or significant as regular or normal in their culture • Use your ICE Profile, the Relational Model Framework and the Cultural Dimensions to explain the difference between your perception and the regional reality.

  45. GATE Course Commons China: https://cebeapps.fuqua.duke.edu/coursecommons/index.jsp?topic=1300 https://cebeapps.fuqua.duke.edu/coursecommons/index.jsp?topic=1303 https://cebeapps.fuqua.duke.edu/coursecommons/index.jsp?topic=1304 South Africa: SE Asia:

  46. GATE Journal Reviews (3)

  47. Additional Reading The Rise and Fall of Civilizations: https://cclblog2012.fuqua.duke.edu/blog/2011/06/27/the-rise-and-fall-of-civilizations/ Defining and Categorizing Culture: https://cclblog2012.fuqua.duke.edu/blog/2010/07/15/defining-and-categorizing-culture/ Social Relational Models: https://cclblog2012.fuqua.duke.edu/blog/2010/07/15/civilizations-and-relational-models-theory/ The Globe Project and Cultural Dimensions: https://cclblog2012.fuqua.duke.edu/blog/2010/07/15/the-globe-project-cultural-dimensions/ China: Facts, History, Societal, Political and Economic Transitions: https://cclblog2012.fuqua.duke.edu/china/

  48. Session on UAE (April 11)

  49. Thank You !

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