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Transcript of 1 Han-Huei Tsay, Mateo Ruggia and Stuart Umpleby School of Business The George Washington University...
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Han-Huei Tsay, Mateo Ruggia and Stuart Umpleby
School of BusinessThe George Washington University
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CONVERGERS AND DIVERGERS:
A Dimension of Cultural Difference Between the United States and Europe
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Mitroff & Blankenship Mitroff & Blankenship (1973)(1973)
ConvergersWork on manageable, well-defined problems for which there is a single ‘best’ answerConverge a set of alternatives into one in great detailAnalytical, “parts” orientation
DivergersWork on vague and ill-defined problems for which there are many alternative approaches.Prefer multiple alternatives and possibilities Synthetic, “whole system” orientation
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Kolb (1984) (1 of 2)Kolb (1984) (1 of 2)
ConvergersEnjoy systematic planning, manipulation of abstract symbols, and quantitative analysisAnalytic, scientific approach to problemsEmphasize practical application: what works
DivergersEnjoy relating to peopleIntuitive, artistic approach to problems, imaginative orientationEmphasize understanding: what is true and how things happen
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Kolb (1984) (2 of 2)Kolb (1984) (2 of 2)ConvergersActionEnjoy and are good at getting things donePerform well in situations where there is a single correct solution to a problem.
DivergersReflection & ObservationView situations from different perspectives & appreciate different points of viewPerform well in situations that call for generation of alternative ideas (e.g., brainstorming)
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the Study in 1990 (1 of 2)the Study in 1990 (1 of 2)
Idea: Languages reflect meanings and patterns of thoughtsData: 1990, 16 Russian and 24 American managersMethod: Associative Group Analysis (AGA)
84 stimulus words were given. For each stimulus word, respondents wrote down associated words within 1 minute. Weights were assigned to each response in consecutive order (6, 5, 4, 3, 3, 3, 3, 2, 2, 1, 1…)
Findings:Associated words for each stimulus word between the two groups did not overlap muchAmericans wrote more specific words while Russians wrote more general words
the Study in 1990 (2 of 2)the Study in 1990 (2 of 2)
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Convergers:SalesMoneyClientService
Divergers:Association, UnionMarketCompetitionEconomics
Stimulus Word: Stimulus Word: “CORPORATION”“CORPORATION”
Specific, Parts
Oriented
General
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0 5 10 15 20 25 30 35
Association,unionCompetetion
FirmEconomics,Econo
WorkMillion
SocietyBuisnessStructure
CollectiveProfit
LawyerMarket
Challenge PurchaseShopping
Pay Consumer
DemandAlways Right
RightDemanding
ProductSatisfaction
shopperNeedPrice
choiceStore
BuyBuyer
ServiceMoney
ClientSales
R us s ians
Americans
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Stimulus Word: Stimulus Word: “BANK”“BANK”
Convergers:SavingLoan, LenderTeller
Divergers:PercentagesEconomyCapitalCredit
Specific, Parts
Oriented
General
0 20 40 60 80
PercentagesEconomy
CapitalCredit
NecessityBanker
ComputerMoney
WithdrawalCurrency
ATMGrowthAccountDeposit
SafetyVault
ChecksSecurityLender
InterestChecking
InvestmentsTeller
Loans, LeanderSavings
Russians
Americans
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Convergers:MoneyBusinessSuccess
Divergers:MarketCompetitionSatisfactionEconomy
Stimulus Word: Stimulus Word: “PROFIT”“PROFIT”
Specific, Parts
Oriented
Whole System
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Convergers:Wages, MoneyWorkersPowerCrime
Divergers:SocietyFeesDefenseWhole
Stimulus Word: Stimulus Word: “Labor Union”“Labor Union”
Specific
General
0 5 10 15 20 25 30 35
SocietyFees
PassesDefense
WholeRights
FairnessFreedom
Market EconomyBlue Collar
ControlBad
UAWBenefits
StrikesGood
UnnecessaryAFL-CIO
StrikeMoney
Collective BargainingGroup
ProtectionCorrupt, Mafia, Crime
Power, PowerfulWorkers
Wages, Money
Rus s ians
Americans
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Convergers:MoneyJobHardGrowth
Divergers:InterestResponsibilitySatisfactionNecessity
Stimulus Word: Stimulus Word: “WORK”“WORK”
Specific
Artistic,connected with
meaning
110 10 20 30 40 50
InterestResponsibilitSatisfaction
NecessityMatterLaborCare
WagesAttitudes
IdeasCompetionCollective
PeopleCareer
OpportunitiesTiresome
BenefitsAchievement
BoringVacation
RewardingFamily
CorporationFun
NeededGoal
SweatMotivation
ProductProgress
EffortAccomplishm
LivingSecurityGrowth
HardJob
Money
R us s ians
Americans
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Stimulus Word: Stimulus Word: “PARTICIPATION”“PARTICIPATION”
Convergers:GroupTeam InvolvementActive
Divergers:ResponsibilityCollectiveCompetenceDiscussions
Specific
General
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0 10 20 30 40 50 60
Responsibilitycollective
CompetenceDiscussions
workInitiative
NecessityResultWork
ElectionsClassGoals
SportsActivity
ContributionGroups
PartPart of People
togetherCooperation
IncludedHelp
ActiveInvolvement
TeamGroup
R us s ians
Americans
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Convergers:MeIndividualEsteemPersonI
Divergers:WorkSocietyFamilyFreedomIndependence
Stimulus Word: Stimulus Word: “SELF”“SELF”
Specific
Relation to
Others
130 20 40 60 80
WorkSocietyFamily
FreedomIndependenceResponsibility
ConcernsDevelopments
EducationLove
AwarenessFun
DreamsMirrorImage
ImportantStrength
AloneConfidence
WorkerCaring
RespectI
PersonEsteem
IndividualMe
R us s ians
Americans
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Stimulus Word: Stimulus Word: “POLITENESS”“POLITENESS”
Convergers:MannersCaringNice
Divergers:CultureEducation, UpbringingNecessityParentsOrder
Whole System Oriente
d
Parts Oriente
d
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0 20 40 60 80
Culture
Education,Upbringing
Necessity
Parents
Respect
Order
Family
Attitudes
People
Necessary
Lacking
Impress
Sharing
Smile
Pleasant
Important
Etiquette
Proper
Not Rude
Friendly
Kind
Courtsey
Nice
Caring
Manners
R us s ians
Americans
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Convergers:FunLoveSmile
Divergers:ChildrenFamilyWorkSatisfaction
Stimulus Word: Stimulus Word: “HAPPINESS”“HAPPINESS”
Relationto
Others
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Elements or
Signs
0 5 10 15 20 25 30 35
ChildrenFamilyWork
SatisfactionWish,Desire
LuckHome
TranquilityNature
DreamsSun
MoneyPeace
AccomplishmentFreedom
HealthSuccess
ImportantIntegrityHealthy
TogethernessJoy
SmilesGlad
ContinentSharing
SmileFriends
LoveFun
Russians
americans
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Stimulus Word: Stimulus Word: “INNOVATION”“INNOVATION”Convergers:
NewChange, DifferentHelpful, NeededGood, Better, More
Creative, Creativity
Divergers:ProgressProblemsDifficultiesResistance
0 5 10 15 20 25 30 35 40 45 50 55
ProgressProblems
SenseDifficultiesResistance
AnalysisNecessary
ProfitDecisions
ScienceEntrepreneur
TechnologyExciting
BrightThinking
ComputersDesign
InventionFreedom
FutureGrowth
Ideas, IdeaCreative, Creativity
Helpful, Needed,Change, Different
New
Rus s ians
Americans
Different perspecti
ves
Specific
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Importance to Importance to Management PracticeManagement Practice
Change Management: Identifying different meanings of “time,” “planning,” “control,” etc. for different cultural groups can aid in reaching a common understandingConflict Management: Understanding the mental representations behind the language fosters communication among disputants and leads to agreements that meet the underlying needsKnowledge Management: Theories combined with applications benefit knowledge innovation, transfer, and diffusion
Connection to the shift of cybernetics to Europe
This data led to the conclusion that Europeans look for meaning in larger categories or contextWhile Americans look for meaning in specifics and applicationsThis difference in thinking explains why general theories, such as cybernetics, are more popular in Europe than in the U.S.
Q & A
Thank You for Your Attention
Contact information
Han-Huei Tsay and Stuart Umpleby
School of Business
The George Washington University
Washington, DC 20052
Presented at the
Washington Business Research Forum
Arlington, VA
January 2-3, 2009