TROMPENAARSTROMPENAARS DIMENSIONDIMENSION

The seven dimensions The seven dimensions of cultureof culture

INTRODUCTION:INTRODUCTION:

TrompenaarsTrompenaars, views culture as , views culture as a way in which a a way in which a group of people solve problemsgroup of people solve problems. . From the solutions toFrom the solutions tothree types of problems (relationship with others; three types of problems (relationship with others; time; and the environment), he identifies seven time; and the environment), he identifies seven fundamental dimensions of cultures. fundamental dimensions of cultures.

Trompenaars’ definition of culture is generic across Trompenaars’ definition of culture is generic across national and organisational cultures and there national and organisational cultures and there therefore often confounds the two. therefore often confounds the two.

1.1. Universalism vs Universalism vs Particularism Particularism

‘What is more important – rules or relationship?’ People in People in UniversalisticUniversalistic cultures share the belief that general cultures share the belief that general

rules, codes, values and standards take precedence over rules, codes, values and standards take precedence over particular needs and claims of friends and relations. In a particular needs and claims of friends and relations. In a universalistic society, the rules apply equally to the whole universalistic society, the rules apply equally to the whole "universe" of members. Any exception weakens the rule. "universe" of members. Any exception weakens the rule.

Universalism is the belief in:Universalism is the belief in:-rules or laws that can be applied to everyone;-rules or laws that can be applied to everyone;-agreements and contracts are used as the basis for doing -agreements and contracts are used as the basis for doing

business;business;-rules are used to determine what is right;-rules are used to determine what is right;-contracts should not be altered-contracts should not be altered U.S, Germany, Sweeden , UK, AustraliaU.S, Germany, Sweeden , UK, Australia

ParticularisticParticularistic cultures see the ideal culture in cultures see the ideal culture in terms of human friendship, extraordinary terms of human friendship, extraordinary achievement and situations; and in intimate achievement and situations; and in intimate relationships. relationships.

Particularism is the belief in:Particularism is the belief in:-placing emphasis on friendships and looking at the -placing emphasis on friendships and looking at the

situation to determine what is right or ethicallysituation to determine what is right or ethically-acceptable-acceptable-deals are made based upon friendships;-deals are made based upon friendships;-agreements are changeable;-agreements are changeable;-different people hold different views about reality.-different people hold different views about reality. China, Indonesia, Korea, Spain, Japan, Italy, China, Indonesia, Korea, Spain, Japan, Italy,

FranceFrance

2.2. Individualism vs Individualism vs Communitarianism Communitarianism

‘Do we need to function as a group or as individual?’ IndividualismIndividualism is characterized by: is characterized by:--frequent use of frequent use of ““II””,,

-decision are made on the spot by representatives,-decision are made on the spot by representatives,-people ideally achieve alone and emphasize personal -people ideally achieve alone and emphasize personal

responsibility & decision making (made decision on the spot) responsibility & decision making (made decision on the spot) -vacations taken in pairs or even alone vs. group orientation.-vacations taken in pairs or even alone vs. group orientation.-people place individual first before community-people place individual first before community-people take own initiative and take care of themselves-people take own initiative and take care of themselves- U.S, Canada, UK and France- U.S, Canada, UK and France

CommunitarianismCommunitarianism is characterized by: is characterized by:

-frequent use of -frequent use of ““wewe””

-decisions referred back by the delegates to the organization-decisions referred back by the delegates to the organization

-people ideally achieve objectives in groups and assume joint -people ideally achieve objectives in groups and assume joint responsibilityresponsibility

-vacations are taken in organized groups of with extended family-vacations are taken in organized groups of with extended family

-success is achieved in groups, decisions are referred to -success is achieved in groups, decisions are referred to committees and groups jointly assume reponsibilities.committees and groups jointly assume reponsibilities.

In a predominantly In a predominantly communitariancommunitarian culture people place the culture people place the community before the individual. It is the responsibility of the community before the individual. It is the responsibility of the individual to act in ways which serve society. By doing so, individual to act in ways which serve society. By doing so, individual needs will be taken care of naturally. individual needs will be taken care of naturally.

Japan, Arab, GermanJapan, Arab, German

3.3. Specific vs Diffuse Specific vs Diffuse ‘How we separate our personal and working live?’ The specific vs. diffuse dimension explains the degree of The specific vs. diffuse dimension explains the degree of

people's involvement in relationships. (How far we got people's involvement in relationships. (How far we got involved?)involved?)

SpecificSpecific is characterized by: is characterized by:

--Specific Specific cultures get to know people easily and maintain flexible cultures get to know people easily and maintain flexible relationships;relationships;

-large social/public life that is very open to others-large social/public life that is very open to others

--““no nonsenseno nonsense”” - direct in communications - direct in communications

-interaction between people are well defined-interaction between people are well defined

-strong separation between work and private life-strong separation between work and private life

- they are open to share large public space with other and a they are open to share large public space with other and a small private space are guard closely (shared between friends small private space are guard closely (shared between friends and associates only)and associates only)

- Invitation to public spaces are common e.g.: seminar, talk, Invitation to public spaces are common e.g.: seminar, talk, meeting, conferencemeeting, conference

- Concentrate on hard facts, standards contractsConcentrate on hard facts, standards contracts- Austria, Switzerland, UK and USAustria, Switzerland, UK and US

DiffuseDiffuse is characterized by: is characterized by:

-a large private life that includes a relatively large -a large private life that includes a relatively large number of people;number of people;

-small public space that is difficult to enter (e.g. an -small public space that is difficult to enter (e.g. an outsider needs a formal introduction from a mutual outsider needs a formal introduction from a mutual friend in order to do business with a particular friend in order to do business with a particular manager);manager);

--indirect communication - does not always say what is indirect communication - does not always say what is really meant;really meant;

-no clear distinction between work and private life.-no clear distinction between work and private life.

- - work and private life are closely linked but intensely work and private life are closely linked but intensely protected;protected;

--E.g.: Italians take time to get to know people. They E.g.: Italians take time to get to know people. They will invite you for lunch before completing will invite you for lunch before completing negotiations about a business contract. They want to negotiations about a business contract. They want to observe you and feel they know you. Once you are observe you and feel they know you. Once you are accepted though, you are welcomed with open arms.accepted though, you are welcomed with open arms.

-- China, Spain, France, Venezuela China, Spain, France, Venezuela

4.4. Affective vs Neutral Affective vs Neutral ‘Do we display our emotions?’ AffectiveAffective cultures readily express their thoughts and cultures readily express their thoughts and

feelings. Expressing feelings relieves tension. feelings. Expressing feelings relieves tension. Emotions flow easily. Touching and gestures are Emotions flow easily. Touching and gestures are common. Statements are dramatic and fluent. common. Statements are dramatic and fluent.

In an In an affectiveaffective culture people do not object to a culture people do not object to a display of emotions. It isn't considered necessary to display of emotions. It isn't considered necessary to hide feelings and to keep them inside. Affective hide feelings and to keep them inside. Affective cultures may interpret the less explicit signals of a cultures may interpret the less explicit signals of a neutral culture as less important. neutral culture as less important.

People smile a great deal, talk loudly when excited People smile a great deal, talk loudly when excited and greet each other with enthusiasm.and greet each other with enthusiasm.

Mexico, Netherlands, Switzerland, Italy, U.S Mexico, Netherlands, Switzerland, Italy, U.S

NeutralNeutral cultures do not openly reveal thoughts and cultures do not openly reveal thoughts and feelings, admire self-possessed behavior and frown on feelings, admire self-possessed behavior and frown on physical contact. physical contact.

- They are not used to display their feeling/emotions in They are not used to display their feeling/emotions in public or business dealing.public or business dealing.

- UK, Japan and KoreaUK, Japan and Korea Italians are more affective than Americans. They feel Italians are more affective than Americans. They feel

freer to express their emotions. freer to express their emotions. Italians are generally stereotyped as talking with their Italians are generally stereotyped as talking with their

hands. Gesturing is indeed very common in Italy. hands. Gesturing is indeed very common in Italy. Italians can loudly quarrel with each other over a topic Italians can loudly quarrel with each other over a topic

and still remain close friends and colleagues after that. and still remain close friends and colleagues after that.

5. Achievement vs Ascription 5. Achievement vs Ascription ‘Do we have to prove ourselves to receive status or is it

given to us?’ Achievement vs. Ascription Achievement vs. Ascription dimensions deals with the ways dimensions deals with the ways

a culture accords status to people whether it is through what a culture accords status to people whether it is through what you you achieve achieve or through who you are (or through who you are (ascriptionascription). ).

AscribedAscribed status refers to what a person is and how others status refers to what a person is and how others relate to his or her position in the community, in society or in relate to his or her position in the community, in society or in an organization. In an ascriptive society, individuals derive an organization. In an ascriptive society, individuals derive their status from birth, age, gender or wealth. A person with their status from birth, age, gender or wealth. A person with ascribed status does not have to achieve to retain his status: it ascribed status does not have to achieve to retain his status: it is accorded to him on the basis of his being. is accorded to him on the basis of his being.

Ascription Ascription –– ascribing status based upon social position, age, ascribing status based upon social position, age, title, family background, etc.title, family background, etc.

Status simply given to them.Status simply given to them. India, Taiwan, China and VenezuelaIndia, Taiwan, China and Venezuela

In an In an AchievementAchievement culture, people are accorded status culture, people are accorded status based on how well they perform their function.based on how well they perform their function.

- Individuals must prove themselves to receive the statusIndividuals must prove themselves to receive the status- People derived their status from what they have People derived their status from what they have

accomplishedaccomplished- Achieved status must be proven time to timeAchieved status must be proven time to time- High achievers are given status in achievement-oriented High achievers are given status in achievement-oriented

countries such as Austria, Switzerland, UK,U.S., Norway.countries such as Austria, Switzerland, UK,U.S., Norway.

6.6. Time Time ‘Do we do things one at a time or several thing at once?’

Sequential vs Synchronic cultures Sequential vs Synchronic cultures Every culture has developed its own response to time. Every culture has developed its own response to time. The time orientation dimension has two aspects: the The time orientation dimension has two aspects: the relative importance cultures give to the past, present, relative importance cultures give to the past, present, and future, and their approach to structuring time. and future, and their approach to structuring time.

Time can be structured in two ways. In one approach Time can be structured in two ways. In one approach time moves forward, second by second, minute by time moves forward, second by second, minute by minute, hour by hour in a straight line. This is called minute, hour by hour in a straight line. This is called sequentialismsequentialism (US). (US). In another approach time moves In another approach time moves round in cycles: of minutes, hours, days, years. We round in cycles: of minutes, hours, days, years. We call this call this synchronismsynchronism(Middle East/Asian)(Middle East/Asian)

Sequential vs Synchronic Sequential vs Synchronic SEQUENTIAL SYNCHRONIC

People tend to do one activity at a time

People usually do more than one activity at a time

Appointment are strictly kept

Appointment are approximate

Strong preferences to follow plan

Believe time is flexible and intangible

Country: US Countries: Mexico, France, Middle East, Asian

Past-oriented culturesPast-oriented culturesIf a culture is predominantly oriented towards the past, the future is seen If a culture is predominantly oriented towards the past, the future is seen as a repetition of past experiences. Respect for ancestors and collective as a repetition of past experiences. Respect for ancestors and collective historical experiences are characteristic of a past-oriented culture. historical experiences are characteristic of a past-oriented culture.

Present-oriented culturesPresent-oriented culturesA predominantly present-oriented culture will not attach much value to A predominantly present-oriented culture will not attach much value to common past experiences nor to future prospects. Day-by-day common past experiences nor to future prospects. Day-by-day experiences tend to direct people's life. experiences tend to direct people's life.

Future-oriented culturesFuture-oriented cultures-much talk of prospects, potentials, aspirations, future achievements-much talk of prospects, potentials, aspirations, future achievements-planning and strategizing done enthusiastically-planning and strategizing done enthusiastically-great interest in the youthful and future potentials-great interest in the youthful and future potentials-present and past used, even exploited for future advantage-present and past used, even exploited for future advantageII-in a future-oriented culture most human activities are directed toward future -in a future-oriented culture most human activities are directed toward future

prospects prospects

7.7. Internal vs ExternalInternal vs External ‘Do we control our environment or are we controlled by

it?’ InternalisticInternalistic people have a mechanistic view of nature. They people have a mechanistic view of nature. They

see nature as a complex machine and machines can be see nature as a complex machine and machines can be controlled if you have the right expertisecontrolled if you have the right expertise

- Internalistic people do not believe in luck or predestination.Internalistic people do not believe in luck or predestination.- They are 'inner-directed' - one's personal resolution is the They are 'inner-directed' - one's personal resolution is the

starting point for every action. starting point for every action. - You can live the life you want to live if you take advantage of You can live the life you want to live if you take advantage of

the opportunities. the opportunities. - People believe what happens to them is their own doingPeople believe what happens to them is their own doing- Human can dominate nature - if they make the effort. Human can dominate nature - if they make the effort. - US, GermanyUS, Germany

ExternalisticExternalistic people have a more organic view of nature. people have a more organic view of nature.- Mankind is one of nature's forces, so should operate in Mankind is one of nature's forces, so should operate in

harmony with the environment. Man should subjugate to harmony with the environment. Man should subjugate to nature and go along with its forces. nature and go along with its forces.

- Externalistic people do not believe that they can shape their Externalistic people do not believe that they can shape their own destiny. (environment shapes their destiny) own destiny. (environment shapes their destiny)

- 'Nature moves in mysterious ways', 'Nature moves in mysterious ways', and therefore you never and therefore you never know what will happen to you. know what will happen to you.

- The actions of externalistic people are 'outer-directed' - The actions of externalistic people are 'outer-directed' - adapted to external circumstancesadapted to external circumstances. .

- India, Arab, most of Asian countries.India, Arab, most of Asian countries.

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