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MGT 350IW: Exam 2

Terms in this set (47)

Context
Term that describes how people in a culture deliver, receive and interpret messages
High Context Cultures:
rely heavily on CONTEXT to communicate meaning
Low Context Cultures:
Rely heavily on EXPLICIT LANGUAGE to communicate meaning
What are the 5 Hofstede's Cultural Dimensions?
1. Power Distance (PD)
2. Individualism (IDV)
3. Masculinity (MAS)
4. Uncertainty/Avoidance (UAI)
5. Long Tem Orientation (LTO)
Power Distance (PD)
Refers to the degree of inequality that exist --and is accepted-- among people with/without power
High Power Distance Score
Society accepts an unequal distribution of power, understands "their place"
Low Power Distance Score
Power is shared and well dispersed, view each other as equal.
Individualism (IDV)
Refers to the strength of the ties people have to other within the community
Individualist Society - High IDV Score
People are only suppose to look after themselves and their direct family

A culture that values an individuals achievements, satisfaction and independent thinking
Collectivist Society- Low IDV
People belong to strong group cohesions, large amount of loyalty and respect for members in group.

A culture that puts the good of the group or organization before people's individual interests.
Masculinity (MAS)
Refers to how much a society sticks with, and values traditional male and female role.
High MAS Score: Masculine Society
Society will be driven by competition achievement and success, men are expected to be "tough, provider and assertive" women hold traditional roles
Low MAS Score: Feminine Society
Dominant values in society are caring for others and quality of life. Men and women working together equally across many professions
Uncertainty/Avoidance (UAI)
Refers to the degree of anxiety that society members feel when in uncertain or unknown situations
High UAI Score
Nations try to AVOID ambiguous situations whenever possible.
Low UAI Score
Society ENJOYS novel events and values differences
Long Term Orientation (LTO)
Refers to how much society values long-standing traditions and values
Pragmatic Approach: High LTO Score
Encourage thrift and efforts in modern education as a way to prepare for the future
Normative Societies: Low LTO Score
Prefer to maintain time-honored traditions and norms while viewing societal change with suspicion, high creativity and individualism.
Culture
The learned and shared attitudes, values, and behaviors that characterize a group of people
Ethnocentrism
An inappropriate belief that own culture is superior to all others
Stereotypes
Over simplified images or generalizations of a group
High Context Cultures
_______________________
Japanese
Chinese
Arabic
Latin American (mexican,brazilian,chilean)
Italian
British
France
USA/Canada
Scandinavian (Danish,swedish)
German
Swish
______________________
Low Context Cultures
....
Monochromic Culture
A culture that values punctuality and efficiency
Polychromic Culture
A culture that has a relaxed attitude toward time and punctuality
Chronological Resume
A traditional resume style that lists content sequently, starting with most recent experience.
How to construct a Chronological Resume?
1. List education near the top (Include GPA)
2. List work experience in chronological order (most recent at top)
3. List honors/awards/scholarship
4. Identify your skills
5. Create a separate page of your professional references
Cover Letter
A persuasive letter or email sent to a prospective employer along with a resume that "sells" your resume to the employer
4 Purposes of a Cover Letter
1. Highlight the knowledge and experiences that are most important to this position
2. Direct the employer to pay attention to the key elements of your resume
3. Speak directly to an employer about your fit with he company
4. Set yourself apart from the competition by conveying your professional personality and demonstrating your writing skills.
AIDA
an acronym used in marketing to suggest the organization of sales communication
A: Attitude
I: Interest
D: Desire
A: Action
What does AIDA do?
Gain attention at the beginning of the message
Build interest and desire with keyword
Motivate action in closing
Why are keywords important in a job description?
Keywords outlined during you analysis of the job position to identify how your skills fit the employers needs
Why is AIDA Important in a cover letter?
help sell yourself to an employer
Persuasion
Process of influencing your audience to agree with your point of view, recommendation, or request
Primary Audience
The person or people to whom your message is addressed
Secondary Audience
People other than the primary audience who may read or hear your message
Basic Elements of Persuasion:
Establishing a problem or need
Focus on benefits
Anticipating potential resistance and objections
Aristotle's Elements of Persuasion
Building credibility (ethos)
Constructing a logicall argument (logos)
Appealing to your audience's emotions (pathos)
Credibility
An audiences beliefs that you have expertise and are trustworthy based on your knowledge, character, reputation, and behavior
How do you build credibility?
Get to know your audience
Establish your credentials
Present your ideas effectively
Tell the truth
Take responsibility for mistakes
How to construct a logical argument?
Present logical arguments and evidence to support a business decisions
examples: numerical data, facts, expert authority, personal experience, examples
Maslow's Hierarchy of Needs
All people- even those of different cultures and generations-- share a common set of needs
Advertiser's appeal to the following needs as part of their persuasive communication strategy, what are the 5 types?
1. Self-Actualization
2.Self-Esteem
3. Love & Belonging
4. Safety and Security
5. Physiological Needs
Task
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Action
..
Result
..
STAR?
...
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