L7: Implementation and Coordination

These flashcards cover key concepts related to cross-cultural negotiations, organizational structures, and marketing strategies in an international context.

Cross-Cultural Sales Negotiation

The process of reaching an agreement between buyers and sellers from different cultural backgrounds.

Cultural Distance

The impact of differences in cultural norms and values on negotiation success.

Rule-Based Negotiation Culture

Primarily found in Western cultures, emphasizing adherence to legal agreements and contracts.

Relationship Negotiation Culture

Found in Asian cultures, focusing on loyalty and obligations rather than legalistic agreements.

Non-Task-Related Interaction

Interactions based on relationship-building, such as status recognition and rapport formation.

Task-Related Interaction

Interactions focused on the negotiation process, including information exchange and persuasion strategies.

Uncertainty Avoidance

A cultural dimension indicating the degree to which a culture avoids uncertainty and ambiguity.

Long-Term vs. Short-Term Orientation

Cultural preference for future-oriented values versus immediate gains.

Power Distance

The extent to which less powerful members of a society defer to more powerful members.

Individualism vs. Collectivism

Cultural emphasis on personal goals versus group harmony and consensus.

Bureaucratic Control

Control system relying on organizational authority and regulations to govern employee behavior.

Market Control

Control system using external market mechanisms to establish performance benchmarks.

Clan Control

Control system based on shared values and norms to moderate employee actions.

Explicit Knowledge

Documented best practices and procedures based on experience and research.

Tacit Knowledge

Unspoken insights and cultural nuances gained from personal experience in a market.

Matrix Structure

Organizational structure that combines functional and divisional forms for global integration.

Virtual Organization

A dynamic arrangement among partners that adapts quickly to market changes.