The globalization is still ongoing. With the development and growth of technologies, for example the broadband internet, the communication between business partners becomes easier as it already is. A salesperson, which is located in Tokyo, can easily have virtual meetings with business partners all across the world without leaving the office. In this world, where the economical as well as the cultural borders between the countries dissolve more and more, companies have to work with different national cultures around the world. Salespeople and departments must think about this if they have to take the national cultural background of the business partner into account.
After the introduction, which describes the problem and the objective, the fundamentals of the used terms will be defined. Because there are different approaches of what culture is, section 2.1 will define the term culture and how it occurs. Followed by a description of different cultural dimensions. In the next section the B2B will be distinguished from the B2C. Some important aspects of the differentiation need to be described in separate sections. After that, to get an impression of cultural differences, countries will be investigated and compared in relation to their national culture and with a focus on the business behaviour. Finally, the importance of culture in the sales business will be shown, followed by a conclusion and outlook. Because of the big amount of various aspects in the sales business and the limited frame of this work, the importance can only be shown for some particular situations.
Inhaltsverzeichnis (Table of Contents)
- Introduction
- Problem and Objective
- Scope of work
- Meaning of culture and business
- What does culture mean
- Onion model of culture
- Dimensions of culture
- Hofstede's dimension of culture
- Hall's dimension of culture
- What does business to business mean
- Differences between B2B and B2C
- Market structure
- Communication
- Buyer behaviour
- What does culture mean
- Different cultures and business behaviour of different countries
- Importance of culture in the sales business
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This work aims to understand the role of cultural patterns in global B2B sales within the context of international business strategy and sales management. It explores how cultural differences influence business relationships and transactions in a globalized market.
- The meaning and dimensions of culture in international business contexts
- The key differences between B2B and B2C sales strategies
- The impact of cultural differences on business behaviour and communication
- The importance of cultural awareness in successful B2B sales
- Strategies for navigating cultural differences in global B2B sales
Zusammenfassung der Kapitel (Chapter Summaries)
- Introduction: This chapter sets the scene by discussing the increasing globalization of business and the rising importance of understanding cultural differences in a globalized marketplace. It highlights the challenges and opportunities presented by cultural diversity in international business transactions.
- Problem and Objective: This chapter outlines the research problem and the objective of the work. It addresses the need for understanding how cultural differences influence sales strategies in a globalized world.
- Scope of work: This chapter describes the scope of the work, outlining the topics that will be covered, including definitions of culture and B2B, cultural dimensions, and the impact of culture on different business aspects.
- Meaning of culture and business: This chapter defines the term "culture" in the context of business and discusses various cultural levels and dimensions. It also introduces the key concepts of B2B and its differences from B2C, highlighting the importance of understanding the specific dynamics of business-to-business relationships.
- Different cultures and business behaviour of different countries: This chapter explores how different national cultures influence business behaviour, highlighting the importance of cultural awareness in navigating international business transactions. It examines how cultural differences can affect communication, negotiation, and decision-making processes in B2B sales.
Schlüsselwörter (Keywords)
The main keywords and focus topics of this work are: global B2B sales, international business strategy, sales management, cultural patterns, cultural dimensions, Hofstede's cultural dimensions, Hall's cultural dimensions, B2B and B2C differences, cultural awareness, communication strategies, intercultural communication, negotiation, and decision-making processes in global business transactions.
- Citation du texte
- Matthias Heinzen (Auteur), 2020, To what extent should cultural patterns be taken into account in global B2B Sales?, Munich, GRIN Verlag, https://www.grin.com/document/1389916
