Appendix A: Accumulating and Interpreting the Evidence


OVERVIEW

Here we explain some of the background to the collection and analysis of evidence obtained to support the propositions of the underlying conceptual framework on which this book is based. Although the general conclusions from these studies have appeared in our other publications , some of the underlying methods have not, and this Appendix is a response to marketers and researchers asking for further detail.

Originally the investigative work on dilemma theory was inductive. In an action-learning, exploratory phase over several years , Charles Hampden-Turner undertook many interviews with senior international leaders that sought the elicitation of a number of challenges/ decision options in situations with seemingly opposing views and values. Fons Trompenaars undertook similar investigations in parallel on value dilemmas leading to the construction of the main quantitative cross-cultural database. The latter required the development of a range of instruments that were originally focused at discriminating value systems at the ecological level (country specific) to derive models of cross culture and measure cultural differences. The high reliability of these instruments is well known as extensive statistical and other analytical studies have been undertaken and published extensively. This database and its principal questionnaire instruments have been used extensively in training workshops and consultancy interventions across the world. Face and content validity have been constantly improved from qualitative and quantitative studies including formal research by university PhD doctoral students.

Resulting from these activities, a number of core propositions were developed concerning the underlying significance of reconciling dilemmas. The interest was to develop an underlying robust theory to provide a model for improving professional practice in what we have described as intercultural competence.

The key premise is that at the ideographic level, senior managers and leaders become effective across cultures when they are able to reconcile dilemmas they face in their work. At the nomothetic level, dilemmas arise across organizations as soon as they start to market across cultures and/or cope with their increasingly multicultural home markets.




Marketing Across Cultures
Marketing Across Cultures (Culture for Business Series)
ISBN: 1841124710
EAN: 2147483647
Year: 2004
Pages: 82

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