The purpose of this study was to show support that certain cultural characteristics of an individual could be identified based on the region where that individual was born and raised. These cultural characteristics were identified and defined, and strategies on understanding these cultural characteristics were reviewed. This study revealed that by focusing on this understanding, trust can be established quickly and it is this trust that is the basis of building any type of relationship. Several different macrocultural systems were examined in this study. These included the United States, Asia, Central and South America, India, the Middle East, and the European Union cultures. These are the largest and the fastest growing regions of the world as well as the locations where most of the newly established business relationships are being formed. / The study examined each macrocultural system individually by giving some background information on the culture and reasons for their recent explosive economic growth. Upon review of this study, any individual should be able to approach others with the realization that, with some degree of confidence, cultural characteristics of the individual being pursued can be predetermined based on a number of factors. The ability to recognize these factors facilitates a cultural competency that includes the skills and qualities that enable successful outcomes to happen in business contexts where different cultures are interacting. This predetermination will provide a type of blueprint to an individual's thoughts, tendencies, and even buying patterns. / These strategies will reveal ways of sidestepping everyone's natural tendency to say "no." By providing this insight into predisposed behavior patterns, most individuals will tend to lower their natural defense barriers and a smooth and effective conversation will follow. Personality types are recognized during or after a conversation, but cultural characteristics can be determined prior to the start of any conversation. Oftentimes, it is too late to try and figure out a personality type to adjust your sales approach or strategy in the middle of a conversation. There are ways to recognize cultural characteristics and incorporate certain strategies simply by knowing where a prospect was born and raised, as well as knowing their ethnicity. / by Walter N. Burton III. / Thesis (Ph.D.)--Florida Atlantic University, 2011. / Includes bibliography. / Electronic reproduction. Boca Raton, Fla., 2011. Mode of access: World Wide Web. FboU
| Identifer | oai:union.ndltd.org:fau.edu/oai:fau.digital.flvc.org:fau_4074 |
| Contributors | Burton, Walter N., Dorothy F. Schmidt College of Arts and Letters, School of Communication and Multimedia Studies |
| Publisher | Florida Atlantic University |
| Source Sets | Florida Atlantic University |
| Language | English |
| Detected Language | English |
| Type | Text, Electronic Thesis or Dissertation |
| Format | ix, 179 p. ., electronic |
| Rights | http://rightsstatements.org/vocab/InC/1.0/ |
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