TROMPENAARS

DIMENSION
The seven dimensions of
culture
 INTRODUCTION:
Trompenaars, views culture as a way in which a
group of people solve problems. From the solutions to
three types of problems (relationship with others;
time; and the environment), he identifies seven
fundamental dimensions of cultures.
 1. Universalism vs
Particularism
What is more important rules or relationship?
People in Universalistic cultures share the belief that general

rules, codes, values and standards take precedence over

particular needs and claims of friends and relations. In a
universalistic society, the rules apply equally to the whole
"universe" of members. Any exception weakens the rule.
Universalism is the belief in:

-rules or laws that can be applied to everyone;

-agreements and contracts are used as the basis for doing business;
-rules are used to determine what is right;
-contracts should not be altered
U.S, Germany, Sweeden , UK, Australia
 Particularistic cultures see the ideal culture in
terms of human friendship, extraordinary
achievement and situations; and in intimate
relationships.
Particularism is the belief in:

-placing emphasis on friendships and looking at the

situation to determine what is right or ethically
-acceptable
-deals are made based upon friendships;
-agreements are changeable;
-different people hold different views about reality.
China, Indonesia, Korea, Spain, Japan, Italy, France
 2. Individualism vs
Communitarianism
Do we need to function as a group or as individual?
Individualism is characterized by:
-frequent use of I,
-decision are made on the spot by representatives,
-people ideally achieve alone and emphasize personal
responsibility & decision making (made decision on the spot)
-people place individual first before community
-people take own initiative and take care of themselves
- U.S, Canada, UK and France
 Communitarianism is characterized by:
-frequent use of we
-decisions referred back by the delegates to the organization
-people ideally achieve objectives in groups and assume joint
responsibility
-success is achieved in groups, decisions are referred to
committees and groups jointly assume reponsibilities.
Japan, Arab, German
 3. Specific vs Diffuse
How we separate our personal and working live?
The specific vs. diffuse dimension explains the degree of

people's involvement in relationships. (How far we got

involved?)
Specific is characterized by:

-Specific cultures get to know people easily and maintain flexible

relationships;
-large social/public life that is very open to others
-no nonsense - direct in communications
-strong separation between work and private life.
-Austria, Switzerland, UK and US
 Diffuse is characterized by:
-a large private life that includes a relatively large
number of people;
-small public space that is difficult to enter (e.g. an
outsider needs a formal introduction from a mutual
friend in order to do business with a particular
manager);
-indirect communication - does not always say what is
really meant;
-no clear distinction between work and private life.
- work and private life are closely linked but intensely
protected;
-E.g.: Italians take time to get to know people. They
will invite you for lunch before completing
negotiations about a business contract. They want to
observe you and feel they know you. Once you are
accepted though, you are welcomed with open arms.
- China, Spain, France, Venezuela
 4. Affective vs Neutral
Do we display our emotions?
Affective cultures readily express their thoughts and
feelings. Expressing feelings relieves tension.
Emotions flow easily. Touching and gestures are
common. Statements are dramatic and fluent.
People smile a great deal, talk loudly when excited
and greet each other with enthusiasm.
Mexico, Netherlands, Switzerland, Italy, U.S
 Neutral cultures do not openly reveal thoughts and
feelings, admire self-possessed behavior and frown on
physical contact.
- They are not used to display their feeling/emotions in
public or business dealing.
- UK, Japan and Korea
 5. Achievement vs Ascription
Do we have to prove ourselves to receive status or is it given
to us?
Achievement vs. Ascription dimensions deals with the ways a
culture accords status to people whether it is through what you
achieve or through who you are (ascription).
Ascribed status refers to what a person is and how others relate
to his or her position in the community, in society or in an
organization. In an ascriptive society, individuals derive their
status from birth, age, gender or wealth. A person with ascribed
status does not have to achieve to retain his status: it is accorded
to him on the basis of his being.
Ascription ascribing status based upon social position, age,
title, family background, etc.
Status simply given to them.
India, Taiwan, China and Venezuela
 In an Achievement culture, people are accorded status
based on how well they perform their function.
- Individuals must prove themselves to receive the status
- People derived their status from what they have
accomplished
- Achieved status must be proven time to time
- High achievers are given status in achievement-oriented
countries such as Austria, Switzerland, UK,U.S., Norway.
 6. Time
Do we do things one at a time or several thing at once?
Sequential vs Synchronic
SEQUENTIAL SYNCHRONIC
People tend to do one People usually do more
activity at a time than one activity at a time
Appointment are strictly Appointment are
kept approximate
Strong preferences to Believe time is flexible
follow plan and intangible
Country: US Countries: Mexico, France,
Middle East, Asian
 7. Internal vs External
Do we control our environment or are we controlled by
it?
Internalistic people have a mechanistic view of nature. They
see nature as a complex machine and machines can be
controlled if you have the right expertise
- Internalistic people do not believe in luck or predestination.
- You can live the life you want to live if you take advantage of
the opportunities.
- People believe what happens to them is their own doing
- Human can dominate nature - if they make the effort.
- US, Germany
 Externalistic people have a more organic view of nature.
- Externalistic people do not believe that they can shape their
own destiny. (environment shapes their destiny)
- 'Nature moves in mysterious ways', and therefore you never
know what will happen to you.
- The actions of externalistic people are 'outer-directed' -
adapted to external circumstances.
- India, Arab, most of Asian countries.