Doing Business in the United States Dr. Sara Jackson IATTO Forum Thessaloniki, Greece 26 September 2013 Dr. Sara Jackson IATTO Forum Thessaloniki, Greece.
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Doing Business in theDoing Business in theUnited States United States
Doing Business in theDoing Business in theUnited States United States
Dr. Sara JacksonDr. Sara JacksonIATTO ForumIATTO Forum
Thessaloniki, GreeceThessaloniki, Greece26 September 201326 September 2013
Dr. Sara JacksonDr. Sara JacksonIATTO ForumIATTO Forum
Thessaloniki, GreeceThessaloniki, Greece26 September 201326 September 2013
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Presentation Outline Presentation Outline
Overview of Culture and Business Protocol in the US
Business Communication
Opportunities & Challenges
Market Entry Strategies
Overview of Culture and Business Protocol in the US
Business Communication
Opportunities & Challenges
Market Entry Strategies
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Cultural Values Cultural Values
Individual Initiative/AchievementPrivacyIndependenceRisk-takingFocus on present and futureChange is good; new is better
Individual Initiative/AchievementPrivacyIndependenceRisk-takingFocus on present and futureChange is good; new is better
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Cultural ObstaclesCultural Obstacles
Few people speak a second language
Assumption is that everyone speaks English
Little knowledge about other cultures
Attitude that the US way is the only way
Few people speak a second language
Assumption is that everyone speaks English
Little knowledge about other cultures
Attitude that the US way is the only way
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Cultural ObstaclesCultural Obstacles
Don’t assume women in a meeting are there to get the coffee; they may be running the meeting
Corporate success based on achievement, not gender, age, or social class
Don’t assume women in a meeting are there to get the coffee; they may be running the meeting
Corporate success based on achievement, not gender, age, or social class
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US Corporate CultureUS Corporate Culture
Based on company relationships rather than people
Not important to develop personal relationship in order to establish successful business relationship
Based on company relationships rather than people
Not important to develop personal relationship in order to establish successful business relationship
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US Corporate CultureUS Corporate Culture
Little business conducted on Sundays
Must be on timeDeadlines must be metWork long hours, two weeks
vacation a year, with family coming second to the job
Business conducted during meals in US
Little business conducted on Sundays
Must be on timeDeadlines must be metWork long hours, two weeks
vacation a year, with family coming second to the job
Business conducted during meals in US
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Business ValuesBusiness Values
Transactions first, personal relations later
Deadlines ruleFacts and figures most
importantBeing direct is a virtueYes means Yes, and No
means No
Transactions first, personal relations later
Deadlines ruleFacts and figures most
importantBeing direct is a virtueYes means Yes, and No
means No
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Business ValuesBusiness Values
If you do not understand something, ask questions.
If no questions, assumption is that you understand
It is ok to disagree, but must be polite and professional
If you do not understand something, ask questions.
If no questions, assumption is that you understand
It is ok to disagree, but must be polite and professional
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Business Communications
Business Communications
Always spell out month when writing dates. US tends to do it opposite from others :
3/5/13 Is this May 3rd or March 5th?
Always spell out month when writing dates. US tends to do it opposite from others :
3/5/13 Is this May 3rd or March 5th?
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Business Communications
Business Communications
Keep correspondence short and simple, including e-mail
Do not use ALL CAPSSignature block should
include: NameTitleCompanyAddress
(physical)PhoneEmail address
Keep correspondence short and simple, including e-mail
Do not use ALL CAPSSignature block should
include: NameTitleCompanyAddress
(physical)PhoneEmail address
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Business CardsBusiness Cards
Usually no ritual in USMay take notes on card as
reminder of person or need for follow up
Usually no ritual in USMay take notes on card as
reminder of person or need for follow up
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Business ConversationsBusiness Conversations
What do you do? as conversation starters
Sports, weather, travelAvoid personal questions
unless it occurs naturallyNever ask one’s age, salary,
politics, religion, marital status unless it is volunteered in conversation
What do you do? as conversation starters
Sports, weather, travelAvoid personal questions
unless it occurs naturallyNever ask one’s age, salary,
politics, religion, marital status unless it is volunteered in conversation
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US NegotiationsUS Negotiations
Time is money…Negotiations may seem rushed
Middle managers often make commitments/decisions
Competition is tough: keep your bottom line a secret to leverage your deal
Time is money…Negotiations may seem rushed
Middle managers often make commitments/decisions
Competition is tough: keep your bottom line a secret to leverage your deal
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Opportunities in the USOpportunities in the US
Limited gov’t regulationsFavorable tax structure
Access to venture capital
Huge consumption market
Fast to set-up or establish business structure
Limited gov’t regulationsFavorable tax structure
Access to venture capital
Huge consumption market
Fast to set-up or establish business structure
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Challenges in US Market Challenges in US Market
US: about 3 million firms; only 250-280,000 export (less than 10%)
97.3% of all US exporters are SMEs
Germany: about 2.9 million firms; 350,000 export (12%)
98% of German exporters are SMEs
US: about 3 million firms; only 250-280,000 export (less than 10%)
97.3% of all US exporters are SMEs
Germany: about 2.9 million firms; 350,000 export (12%)
98% of German exporters are SMEs
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Challenges: Legal Environment
Challenges: Legal Environment
4% of world’s population but 70% of its lawyers
Written contracts, rules, and legal advice necessary
Laws different in each State
4% of world’s population but 70% of its lawyers
Written contracts, rules, and legal advice necessary
Laws different in each State
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Challenges: Employment Laws
Challenges: Employment Laws
Equality & Fairness
Cannot Discriminate when hiring:AgeEthnicityGenderSexual PreferenceDisabilityMarried/Single
Equality & Fairness
Cannot Discriminate when hiring:AgeEthnicityGenderSexual PreferenceDisabilityMarried/Single
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Challenges: Legal Environment
Challenges: Legal Environment
Cannot advertise for a secretary saying:
Wanted: attractive female, age 19-25, unmarried, excellent health with computer skills, etc.
Cannot ask for a photo!
Cannot advertise for a secretary saying:
Wanted: attractive female, age 19-25, unmarried, excellent health with computer skills, etc.
Cannot ask for a photo!
Final CommentsFinal Comments
Overall, US is positive environment for business.• Strong work ethic• Meritocracy, not seniority• 50 hr work week not uncommon• 2-3 weeks paid vacations• Negotiated employee benefits• Solid markets generally• Rules not as rigid as Asia and EU• Achievement based respect, not
seniority
Overall, US is positive environment for business.• Strong work ethic• Meritocracy, not seniority• 50 hr work week not uncommon• 2-3 weeks paid vacations• Negotiated employee benefits• Solid markets generally• Rules not as rigid as Asia and EU• Achievement based respect, not
seniority
Thank you for your attention
Thank you for your attention
Sara Jackson, PhD, CGBPInternational Business
University of the Incarnate Wordjacksons@uiwtx.edu
Sara Jackson, PhD, CGBPInternational Business
University of the Incarnate Wordjacksons@uiwtx.edu
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