For Hasan Ozbekhan Because he started to give us the essence of organizational and system thinking Copyright©2003byFonsTrompenaarsandPeterWoolliams TherightofFonsTrompenaarsandPeterWoolliamstobeidentifiedasthe authorsofthisworkhasbeenassertedinaccordancewiththeCopyright, DesignsandPatentsAct1988 Firstpublished2003by CapstonePublishingLtd(aWileyCompany) TheAtrium SouthernGate Chichester WestSussexPO198SQ England www.wileyeurope.com Allrightsreserved.Exceptforthequotationofshortpassagesforthe purposesofcriticismandreview,nopartofthispublicationmaybe reproduced,storedinaretrievalsystem,ortransmitted,inanyformorbyany means,electronic,mechanical,photocopying,recordingorotherwise,without thepriorpermissionofthepublisher.Requeststothepublishershouldbe addressedtothePermissionsDepartment,JohnWiley&SonsLtd,The Atrium,SouthernGate,Chichester,WestSussexPO198SQ,England,or [email protected],orfaxedto(+44)1243770571. CIPcataloguerecordsforthisbookareavailablefromtheBritishLibraryand theUSLibraryofCongress ISBN1-84112-474-5 TypesetbyForewords,109OxfordRoad,Cowley,Oxford PrintedandboundbyT.J .InternationalLtd,Padstow,Cornwall Thisbookisprintedonacid-freepaperresponsiblymanufacturedfrom sustainableforestryinwhichatleasttwotreesareplantedforeachoneused forpaperproduction. SubstantialdiscountsonbulkquantitiesofCapstoneBooksareavailableto corporations,professionalassociationsandotherorganizations.Fordetails contactJohnWiley&Sons:tel.(+44)1243770441,fax(+44)1243770517, [email protected] Contents Introduction 1 1 Theorganizationasaculturalconstruct 11 2 Theorganizationofmeaning:introducingvaluedimensions 23 3 Furthervaluedimensions 61 4 Corporateculture 99 5 Managingchangeandcontinuityacrosscultures 153 6 Marketingacrosscultures 181 7 ManagingHRdilemmasacrosscultures 239 8 Financeandaccountingacrosscultures 273 9 Thequestforanewparadigmofinternationalleadership 291 10 Thereconcilingorganization 315 Notesandbibliography 349 Index 353 v INTRODUCTION INTRODUCTION