International Management
Case Study 8
Moto: Coming to America
Chris Allan
Sian Hughes
Samantha Kempthorne
Emily McIntyre
Definition of Topic
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Cultural Communication
Internationalism
Noise
Intercultural Negotiation
National Culture
Globalisation
Decision-Making Process
Contrasting Variables
Dimension
Japan
U.S.A.
GLOBE
Non-assertive
Assertive
Future-oriented Less Future-oriented
Hofstede
Uncertainty
Avoidance
Low Uncertainty Avoidance
Collectivist
Individualist
Particularistic
Universalistic
Neutral
Affective
Diffuse
Specific
Ascription
Achievement
Context
High Context
Low Context
Communication
Ningensei
Adversarial
Feedback
Delayed
Immediate
Trompenaar
QUESTION 1
What was Moto’s purpose & agenda for the first meeting with
Crowell? How does he try to implement his agenda?
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Contact
Building Trust
Gift giving
Building Relationships
Taking Negotiation to Next Step
Being Ambassador for KKD
QUESTION 2
What happened to introduce noise into the communication
from Moto to Crowell, and vice versa?
Noise is defined as anything that serves to undermine the
communication of the intended meaning.
Elements of Noise from Case Study
Noise transmitted from Crowell to Moto.
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Introduction
Business card
Boasting
Interrupting Moto
First Name basis
Noise transmitted from Moto to Crowell.
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Introduction
Business card
Speech and Reflection
Language barrier
QUESTION 3
What was the significance of the dolls? What went wrong?
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Unique cultural gift & kind gesture
Relationship Building
Symbolism
Cultural differences & cause for controversy
Common ground for courtesy
Example of differences in Japanese and
American business
QUESTION 4
Why did Crowell’s remarks about Allmack threaten a loss of
face from Moto’s perspective?
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Relationship building vs. Status building
Humiliation
Threat of loss of face
American efficiency vs. Japanese
negiotiations
Implications
QUESTION 5
How did Moto feel about Kubushevsky’s behaviour early on?
How did their relationship change?
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Initially, George was amiable & polite, but not
interested in forming deeper relationship.
During their first drinking session, George &
Moto opened up to each other.
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Created mutual respect
Formed more intimate bond
Moto felt comfortable with George & thankful for
his friendship & valuable lessons.
George & Moto’s Relationship
Polite, Business-like
Awkward, One-sided
Friendly, Trusting, Respectful
Negotiation
Cultural Variables in the Decision
Making Process
CONCLUSION
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Ideal intercultural communication
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Careful Encoding
Selective Transmission
Careful Decoding of Feedback
Follow-up Actions
Applied to Case Study
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Managers must be aware of how culture is reflected in
communication
Be culturally sensitive to avoid miscommunications.
Adjust own communication style to convey messages
successfully to a receiver.