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Richard Gesteland

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Sofie Amalie Friis Tranæs

on 24 January 2014

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Transcript of Richard Gesteland

Richard Gesteland
Afsæningsøkonomi
Promotion
- push promotion.

Indtrængningsstrategi
- indirekte eksport, direkte eksport og produktion i udlandet.

Praktiske eksempler
Landeeksempel
- USA kontra Japan

Vriksomhedseksempel
- USA kontra Kina
Forskeren
Har været i faget i 35 år.
-Marketing, leverandørsøgning, ledelse, forhandlinger og seminarer verden over.

Udstationeret i 26 år.
-Tyskland, Østrig og Indien.

University of Wisconsin-Madison.

Globaliserings konsulent og foredragsholder.

Ejer Global Management LLC.

Grundlægger af International Association for Cross-Cultural Competence and Management.

Richard Gestelands teorier
Gesteland arbejder ud fra to regler:
“Rule #1: In international business, the visitor is expected to understand the local culture.

“Rule #2: In international business, the seller is expected to adapt to the buyer
Direct
vs.
Indirect Communication
Der er to former for kommunikation:

Indirekte
- læse mellem linjerne.

Direkte
- læse linjerne.
Informal
vs.
Formal Business Behaviour
Gesteland arbejder med to former for formalitet:

Uformelle kulturer
- flad organisationsstruktur.

Formel kulturer
- går meget op i hierarki.
Deal-Focused
vs.
Relationship-Focused Business Behaviour
Størstedelen af verdens markeder er forbindelsesfokuserede
- Indgår ikke aftaler med fremmede.

En mindre del af verdens markeder er handelsfokuserede
- Tid er penge.
Monochronic
vs.
Polychronic Cultures
Gesteland henviser også til to former for tidsforståelse:

Monokronisk
- Planlægning.

Polykronisk
- Mindre planlægning.
Emotionally Expressive
vs.
Emotionally Reserved Business Behaviour
Her er det med henblik på paraverbal og ikke-verbal kommunikaiton

Paraverbal
- Toneleje, stilhed, overlapning.

Ikke-verbal
- Kropsbevægelse og øjenkontakt
-Deal-Focused vs. Relationship-Focused Business Behaviour

-Direct vs. Indirect Communication

-Informal vs. Formal Business Behaviour

-Monochronic vs Polychronic Cultures

-Emotionally Expressive vs. Emotionally Reserved Business Behaviour
Teorier
Baseret på Richard Gestelands egne bøger
Kilder
http://www.bogpriser.dk/forfatter-richard-gesteland/

http://www.allamericanspeakers.com/celebritytalentbios/Richard-Gesteland

Richard Gesteland, Cross-Cultural Business Behaviour, anden og femte udgave

http://www.ais-sprog.dk/02_kulturtraening/Richard-Gestelands-Patterns.pdf

Afsætning, Niveau A, Bind 2, 2. Udgave
Full transcript