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The Influence of Culture on Business in India and the Middle East

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The Influence of Culture on Business in India and the Middle East

Columbia Southern University

Abstract

The paper presents an overview and analysis of impact of culture on doing business in India and the Middle East. The topics addressed include (a) background, (b) cultural characteristics of India and the Middle East and a (c) conclusion.

The Influence of Culture on Business in India and the Middle East The paper presents an overview and analysis of impact of culture on doing business in India and the Middle East. The topics addressed include (a) background, (b) cultural characteristics of India and the Middle East and a (c) conclusion.
Background
In the Classification of Cultures Model, India and the Middle East share many cultural similarities. They live under a clan or tribe concept, where family is the highest priority and establishing relationships is put ahead of task accomplishment. Time must be spent developing a relationship with the decision makers or those who can provide access to the decision maker and they use a nonlinear approach to relationships and problem solving (Schuster & Copeland, 2006). Understanding these cultural aspects will promote successful business activities.
Analysis of Indian Culture
India is a patient country with a high tolerance for the unexpected and punctuality is not a high priority (Hofstede Centre, n.d.). Companies typically follow the hierarchical system and decisions are made at the top, which is often time consuming. Rules are often circumvented and businesspeople rely on their connections or offer bribes to make things work and to cut through the bureaucratic red tape (Schuster & Copeland, 2006). Questionable business practices are common and compliance with superior's orders that are perceived to be unethical is higher in India than in the United States (Christie et al., 2003).
India’s legacy of many tribes, different religious groups, British colonialism, a caste system and democracy create a culture that is often difficult for a Westerner to penetrate
(Schuster & Copeland, 2006). For successful business transactions to occur, one must develop a personal relationship and awareness of the preferred business practices specific to your location. In India guests are treated with utmost respect and courtesy and are expected to enjoy the Indian hospitality. Culturally and as a sign of politeness, Indians have difficulty in saying no which could be a stumbling block in negotiations and in closing contracts.
Analysis of Middle Eastern Culture

Islam is at the core of all business relationships in the Middle East. The belief is that human destiny is in the hands of Allah, that all actions are predetermined, and individual choices have little impact (Schuster & Copeland, 2006). According to Hofestede’s work (as cited in Hammoud, 2011), Arab culture is strongly collectivist where people are born into extended families or clans which protect them in exchange for loyalty and where harmony should always be maintained. When hospitality is offered to guests, they are expected to participate. Consultative authority is the model used for decision making which uses a top down hierarchal approach, with male leaders at the top, who retain relatively unquestionable authority (Hammoud, 2011). This authoritarian leadership develops strict rules, laws and regulations to reinforce its authority and control. This creates a caste system that hinders upward mobility of citizens and consequently, people are resistant to change, and when the latter occurs, it results from armed struggle rather than democratic processes (Hammoud, 2011). Westerners must learn the formalities in this region to ensure they do not offend their host during negotiations.
Conclusion

India and Middle Eastern countries share cultural similarities, with more emphasis placed on relationships versus timely task completion. An understanding of culture and business etiquette in these regions demonstrates a respect for their culture and will promote a positive business atmosphere with the prospective clients. In these regions, honor is important and it is important to avoid shaming anyone in this culture. When a guest has been extended an invitation to enjoy their hospitality, they are expected to accept.
Time management and punctuality is not a high priority in both regions and it is common for meetings to be postponed, rescheduled, or cancelled. In both regions, pushing to complete the business transaction in minimum time is frowned upon and is considered disrespectful and rude. To be successful in the Middle Eastern environment, more so than in India, learning how to establish and maintain relationships is extremely important because family relationships are a primary component of conducting business. Business ventures are more productive when they are conducted between families or if a family member is part of the negotiating team for the foreigner (Schuster & Copeland, 2006). Bureaucratic hurdles and a laidback approach to work could result in contract delays. Patience, above all else, is required to successfully conduct any business transactions in these regions.

References

Christie, P. Maria Joseph, Kwon, Ik-Whan G., Stoeberl, Philipp A., Baumhart, Raymond (2003). A cross-cultural comparison of ethical attitudes of business managers: india, korea and the united states. Journal of Business Ethics, Part 1, Vol. 46 Issue 3, 263-287. Retrieved from Business Source Complete database.
Hammoud, Jamil (2011) Consultative authority decision making: on the development and characterization of arab corporate culture. International Journal of Business and Social Science, Vol. 2 No. 9, 141-148. Retrieved from Business Source Complete database.
Schuster, C., & Copeland, M. (2006). Global business practices: Adapting for success. Mason, OH: Cengage Learning.
The Hofstede Centre. (n.d.). What about India. Retrieved from http://geert-hofstede.com/india.html

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