Develop Your Career Potential

Building Cultural Bridges Inside American Business All savvy managers seem to be familiar with the Japanese custom of exchanging business cards, the French custom of the 2-hour lunch, and the South American custom of getting to know potential business partners on a personal level before discussing business.

But how many managers are aware of the cultural differences that exist within the United States? For example, how many Manhattanites know that in some parts of the country, businesses close down on the first day of hunting season? Political rhetoric often refers to "two Americas" and the differences between the heartland and the coasts, but many other oppositional geographic pairings also represent different sets of cultural norms.

Some other obvious examples are North-South, East- West, and the more general urban-rural. How many businesspeople know how to be effective in all these American cultures? Much has been made of the political and cultural implications of these divides, but not enough attention has been paid to what it means for business. Cultural differences were addressed in Chapter 3 and will be again in Chapter 15.

In the context of this chapter, however, it is important to note that many of the issues related to global management are applicable in any geographic context. Deciding whether to locate a firm in Alabama versus Oregon requires the same due diligence as deciding between Madrid and Madagascar. Managers need to assess the best business climate, identify and adapt to cultural differences, and prepare workers who will be transferred to the new location.

Activities

1. Think of yourself as a member of a particular geographic cultural group. (In the United States, we are conditioned to think of cultural groups based on ethnicity and race, but for this exercise, think in terms of location.) What are the characteristics of this group?

2. Once you have an outline of your geographic culture, try to identify the group most opposite to your own. For example, if you consider yourself a New Yorker, you may think of a Mississippian or a Californian.

3. Research regional and local periodicals to learn about the norms in the other culture. You might also talk with a friend who attends college in a different region or state to get a more personal understanding of norms in other parts of the country. List some of the norms in the other location, and compare them with the norms in your area of the country.