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Cross-Cultural Management

Cross-Cultural Management
Essential Concepts

Fourth Edition
Additional resources:

January 2017 | 336 pages | SAGE Publications, Inc

Cross-Cultural Management: Essential Concepts, Fourth Edition introduces readers to the fundamentals of cross-cultural management by exploring the influence of culture on interpersonal interactions in organizational settings and examining the ever-increasing number of cross-cultural management challenges that global managers face in today’s workplace. Instead of taking a country specific approach, authors David C. Thomas and Mark F. Peterson offer a predominantly psychological perspective—focusing on the interactions of people from different cultures in organizational settings. This approach shows readers the effects culture has on a wide variety of cross-cultural interactions across organizational contexts.

Chapter 1: Introduction: The Challenging Role of the Global Manager
What Global Managers Do  
Evaluating Cross-Cultural Management Studies  
Questions for Discussion  
Chapter 2: Describing Culture: What It Is and Where It Comes From
Features of Culture  
Culture: A Working Definition  
Why Cultures Differ and Persist  
Debates Surrounding the Concept of Culture  
Culture and Social Groups  
Questions for Discussion  
Chapter 3: Comparing Cultures: Systematically Describing Cultural Differences
Kluckhohn and Strodtbeck Framework  
Hofstede’s Study  
Schwartz Value Survey  
Trompenaars’s Dimensions  
The GLOBE Study  
Individualism and Collectivism  
Social Axioms  
Culture as Sources of Guidance  
Cultural Distance  
Limitations of Country Culture Research  
Use of the Frameworks  
Questions for Discussion  
Chapter 4: How Culture Works: Fundamentals of Cross-Cultural Interaction
Social Cognition  
Cultural Schemas  
Cultural Scripts and Norms  
Selective Perception  
Perceived Similarity and Attraction  
Stereotypic Expectations  
Differential Attributions  
Cross-Cultural Interaction Model  
Self-Schemas and Motivation  
Questions for Discussion  
Chapter 5: The Manager as Decision Maker: Cross-Cultural Dimensions of Decision-Making
Rational Decision-Making  
Cultural Differences in the Optimization Model  
Limits to Rationality  
Cultural Constraints on Rationality  
Motivational Biases in Decision-Making  
Selection and Reward Allocation Decisions  
Ethical Dilemmas in Decision-Making  
Questions for Discussion  
Chapter 6: The Manager as Negotiator: Communicating and Negotiating Across Cultures
Cross-Cultural Communication Process  
Communication Styles  
Other Language Considerations  
Language Pragmatics  
Nonverbal Communication  
Negotiation and Conflict Resolution Across Cultures  
Questions for Discussion  
Chapter 7: The Manager as Leader: Motivation and Leadership across Cultures
Motivation Across Cultures  
Work Goals  
Work Centrality and Organizational Commitment  
Designing Motivating Jobs  
Western Leadership Theory  
Non-Western Theories of Leadership  
Integrated Cross-Cultural Model of Leadership  
Implications for the Practice of Leadership  
Questions for Discussion  
Chapter 8: The Challenge of Multicultural Work Groups and Teams
Work Groups  
Work Group Effectiveness  
Culture’s Influence on Work Groups  
Culture’s Effect in Different Group Structures and Tasks  
Global Virtual Teams  
Organizational Context and Culturally Diverse Work Groups  
Managing Multicultural Work Groups  
Questions for Discussion  
Chapter 9: The Challenge of International Organizations: Structure and Culture
Organizational Designs  
Culture and Organizational Structure  
Informal Organization  
Organizing in Multinational Organizations  
Relationship of the MNO to Its Members  
Questions for Discussion  
Chapter 10: The Challenge of International Assignments
The Role of Expatriates  
Individual Staffing Decisions  
Definitions of Success  
Adjustment–Performance Relationship  
Factors Affecting Expatriate Success  
Outcomes of Overseas Assignments and Global Careers  
Questions for Discussion  
Chapter 11: The Challenge of Managing Across Cultures in the Future
The Changing Environment of Business  
The Adaptation of Organizations and People  
The Development of Global Managers  
Questions for Discussion  
Name Index
Subject Index
Subject Index


Instructor Resource Site

Password-protected Instructor Resources include the following:

  • A Microsoft® Word® test bank is available containing multiple choice, true/false, and open-ended questions for each chapter. The test bank provides you with a diverse range of pre-written options as well as the opportunity for editing any question and/or inserting your own personalized questions to effectively assess students’ progress and understanding.
  • Editable, chapter-specific Microsoft® PowerPoint® slides offer you complete flexibility in easily creating a multimedia presentation for your course.


Key features


  • Each chapter has been extensively revised and updated with current references to reflect the most contemporary thinking on chapter topics.
  • An increased emphasis on understanding the mechanisms of cross-cultural interactions helps readers make connections between the factors affecting performance of all work groups and the culture influencing these groups.
  • Enhanced coverage of language issues offers readers strategies for improving communication in multinational companies (Ch. 6)
  • Best practices for transferring knowledge across cultures (Ch. 9) have been added to give readers clear instructions for developing stronger communication skills when relaying information to their global counterparts.
  • Expanded coverage of cross-generational considerations (Ch. 11) prepares readers to manage employees of all ages.
  • New discussions about the relationship between immigration and international management (Ch. 11) give readers a glimpse into the changing environment of business and the effects immigration has on the future of management.  
  • New and updated examples, statistics, discussion questions, and references offer readers the latest research on cross-cultural management.


  • The text opens with fundamental material on culture and cross-cultural research that helps the reader understand and interpret the remainder of the book.
  • The clear focus is on the interactions of people from different cultures in organizational settings. Rather than a country specific approach, this approach helps the reader gain an understanding of the effect of culture across a variety of cultural and organizational contexts.

  • Comprehensive references and indexes offer readers the opportunity to follow up on areas of most interest.

Sample Materials & Chapters

Chapter 2

Chapter 4

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