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MICHAEL KLEINALTENKAMP
VISITING PROFESSOR
Dipartimento di Economia "Marco Biagi"
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Insegnamento: Cross cultural management
International Management - Management internazionale (Offerta formativa 2022)
Obiettivi formativi
- Understand the importance and the fundamentals of cultural differences in international business settings.
- Know and apply theories of cross-cultural management to international business settings.
- Develop skills for adequate behavior in cross-cultural business settings.
- Master techniques needed for the successful management of cross-cultural teams.
Prerequisiti
None
Programma del corso
1. Culture and its impact on international business relationships
- Understanding the notion of culture and its impact on business relationships and sales
- Cultural differences frameworks, impact and limitations
- Profiling own and other cultures
- The CAGE Framework of distance
2. Managing interaction and business relationships across cultures
- Relationship building and maintenance
- Individual’s role, power and status
- Wining, dining, gift giving – compliance issues in business relationships
- Reliability, time management, planning
- Intercultural skills to build strong business relationships
3. Managing intercultural business partnerships
- Partner selection
- Building trust in an intercultural partnership
- Integrating around competence and community
- Intercultural skills to build partnerships
4. Leading intercultural, distributed teams
- Cultural differences in what is expected of leaders
- Situational leadership
- Setting specific, measurable, achievable, realistic, and timely. (SMART) goals
- Creating virtual closeness
- Intercultural skills to leading across cultures
Metodi didattici
The learning in this course is organized around lectures, case analysis, role plays and discussions. The lectures will cover various important aspects related to the topics of the course. In addition, students, by working within their chosen groups, will develop and discuss solutions for the assigned cases and role plays, thereby achieving and enhancing their capabilities for the proper application of their knowledge to specific problems of cross-cultural management especially in the field of international business relationships. Relatedly, this will allow the students to prepare, describe and illustrate complex issues in cross-cultural business settings in a structured manner. This provides the class with the opportunity to better understand the complexities and challenges of cultural diversity and the resulting individual behaviors. It also allows all of us to each learn from each other.
Testi di riferimento
The course is based on the following textbooks:
- Comfort, Jeremy; Franklin, Peter: The Mindful International Manager 2nd Ed.; Kogan Page 2014
- Meyer, Erin: The Culture Map; Public Affairs, US 2014
- Lane, Maznevski, DiStefano, Dietz: International Management Behavior; Wiley 2009
- Barmeyer, Franklin: Intercultural Management – A case based Approach to Achieving Complementarity and Synergy; Palgrave 2016
- Morrison, Terri: Kiss, Bow or Shake Hands Sales and Marketing, McGraw-Hill Education 2011
Handouts for obligatory readings will be provided.
Verifica dell'apprendimento
- Class participation: 20%
- Written assignments and quizzes: 20%
- Written exam 60%
Risultati attesi
This course develops cross-cultural competences especially related to international business relationships and sales. Students acquire both knowledge and skills to master the cross-cultural challenges when engaging with clients, partners, and collaborators from other cultures. The course applies intercultural theory to international business relationships and sales settings. The discussion of case studies and the conduct of role plays will help students to apply their learning to real life situations.