LATIN AMERICA
EXPATRIATE
DEVELOPMENT
SERIES:
International Leadership - Motivation and Behavior
Introduction
International Retailing: Latin America
• Standards
• Motivation
•Workplace
Behavior
International Leadership
3
Standards (Section1)
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Power and Position
Goal Setting
Achievement
Cultural Expectations
Corporate Expectations
Navigating Expectations
Adaptability
Motivation & Workplace behavior
(Section2)
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Influence and
Ambassadorship
Direction and Definition
Communication: Role in
motivation
Gender differences in
leadership
International Leadership
4
Motivation & Workplace Behavior (Section2)
I.
II.
III.
IV.
Influence and Ambassadorship
Direction and Definition
Communication: Role in motivation
Gender differences in leadership
Influence
5
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Hierarchy and paternalism is important

Difficult to influence with out a position
Ambassadorship
6
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Need to leverage personality
Personal association
 International experience
 Mentors
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Ambassadorship (cont’d)
7
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Respect the culture
Can make change with the help of a sponsor
 Never make unilateral decisions
 Allow others to take credit for change

Direction and Definition
8
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Latin America is largely conservative
Position determines direction
Direction and Definition (cont’d)
9
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Latin America is largely target oriented
Instruction requires precision
 Goals rarely regarded as required
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Exactness can be seen as arrogance

Need to generate position support for definition
Communication: Role in Motivation (cont’d)
10
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Communication should be punctuated with local
terminology
Verbal support for position
Gender Differences In Leadership
11
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Social Norms
Social Engagements: Interaction
Social Norms: Age
Gender Differences In Leadership: Male
12
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Assertiveness not aggressiveness
Deferential to seniors and position
Respectful and deferential toward women
Alcohol is an accepted beverage
Gender Differences In Leadership: Male
13
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Suits are preferred for men in business
Quality is preferred in clothing
Fashion is intertwined with beauty
Gender Differences In Leadership: Male
14
Social Leadership Expectations
 Allow social events to unfold
 Men rarely entertain other women alone
 Do not expect a timely start or finish
 Do not be the first to leave
Gender Differences In Leadership: Female
15
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Expect male dominance
Expect to have decisions offered for you
Share major decisions
Responder not initiator
Gender Differences In Leadership: Female
16
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Never attend social gatherings alone
Alcohol is an accepted beverage
It is acceptable to excuse yourself early
Do not offer to pay
Gender Differences In Leadership
17
Social Leadership Expectations: Age
 Age is treated with respect in Latin America
 Age discriminated against for women
 Elder woman are often solicited for social
involvement
 Major social events
should
include invitations
for
elders
LATIN AMERICA
EXPATRIATE
DEVELOPMENT
SERIES:
International Leadership - Motivation and Behavior