For Hasan Ozbekhan Because he started to give us the essence of organizational and system thinking Copyright©2003byFonsTrompenaarsandPeterWoolliams TherightofFonsTrompenaarsandPeterWoolliamstobeidentifiedasthe authorsofthisworkhasbeenassertedinaccordancewiththeCopyright, DesignsandPatentsAct1988 Firstpublished2003by CapstonePublishingLtd(aWileyCompany) TheAtrium SouthernGate Chichester WestSussexPO198SQ England www.wileyeurope.com Allrightsreserved.Exceptforthequotationofshortpassagesforthe purposesofcriticismandreview,nopartofthispublicationmaybe reproduced,storedinaretrievalsystem,ortransmitted,inanyformorbyany means,electronic,mechanical,photocopying,recordingorotherwise,without thepriorpermissionofthepublisher.Requeststothepublishershouldbe addressedtothePermissionsDepartment,JohnWiley&SonsLtd,The Atrium,SouthernGate,Chichester,WestSussexPO198SQ,England,or [email protected],orfaxedto(+44)1243770571. CIPcataloguerecordsforthisbookareavailablefromtheBritishLibraryand theUSLibraryofCongress ISBN1-84112-474-5 TypesetbyForewords,109OxfordRoad,Cowley,Oxford PrintedandboundbyT.J.InternationalLtd,Padstow,Cornwall Thisbookisprintedonacid-freepaperresponsiblymanufacturedfrom sustainableforestryinwhichatleasttwotreesareplantedforeachoneused forpaperproduction. SubstantialdiscountsonbulkquantitiesofCapstoneBooksareavailableto corporations,professionalassociationsandotherorganizations.Fordetails contactJohnWiley&Sons:tel.(+44)1243770441,fax(+44)1243770517, [email protected] Contents Introduction 1 1 Theorganizationasaculturalconstruct 11 2 Theorganizationofmeaning:introducingvaluedimensions 23 3 Furthervaluedimensions 61 4 Corporateculture 99 5 Managingchangeandcontinuityacrosscultures 153 6 Marketingacrosscultures 181 7 ManagingHRdilemmasacrosscultures 239 8 Financeandaccountingacrosscultures 273 9 Thequestforanewparadigmofinternationalleadership 291 10 Thereconcilingorganization 315 Notesandbibliography 349 Index 353 v INTRODUCTION INTRODUCTION A s business becomes more global and the workforce ever more diverse, the issue of “culture” becomes increasingly importantforleadersandmanagersandtheirorganizations. Ofcoursemanyresearchersandauthorshavealreadywrittenabout culture. Models and frameworks have been developed and described, ranging from early anthropological investigations throughtostudiesofnationalandorganizationalculture.However, mostexistingworkshavetendedtofocusonknowledgeofcultures. Thisbook,andothersintheseries,isconcernedwithknowledgefor cultures,andprovidesanewconceptualframeworkfordealingwith thebusinessimplicationsofculture.Ouraimistoprovideapractical toolkit for managers and leaders by helping them develop a new mindset for working with and across cultures. As readers will dis- cover, there is an entirely different logic flowing throughout this book, one breaking away from traditional management texts which are often overly influenced by Anglo-American research and think- ing. The readers of our previous books and publications, together with audiences from conference presentations, have told us that they needanorganizedbodyofknowledgebeyondsimplerecognitionof culturaldifferencesinabusinesscontext.Theadvantageoftheear- lier works was that they helped managers structure their own experiencesandunderstandthattheywereseeingtheworldnotasit is,butfromtheperspectiveofwhotheywere.Increasingly,however, they have demanded a generic-solution framework to help them develop their cross-cultural competence, and enable them to be moreeffectiveindoingbusinessandmanagingacrosscultures. The new thinking and knowledge presented in this book has resulted from a synergistic mix of a number of sources. The first is ourownrigorousresearch.Thishasincludedfundamental,applied, 3