Janice in Japan

Today we are reviewing a critical incident of Janice, an American who’s is trying to do

business in Japan. In our analysis we are going to be using intercultural ideas of Gesteland,
Hofstede and Trompenaars.

The dimensions we will be referring to in our text are:

- Hofstede
- High power distance vs low power distance
- Trompenaars
- Achievement vs ascription
- Gesteland
- Hierarchical vs egalitarian
- Otilie konklusjon

Firstly we would like to use Hofstede’s theory that demonstrates “High power distance vs
Low power distance” dimension. Individuals in cultures demonstrating a high power distance
are very deferential to figures of authority and generally accept an unequal distribution of
power, while individuals in cultures demonstrating a low power distance readily question
authority and expect to participate in decisions that affect them. In this case Janice
represents the “low power distance” side of dimension. When choosing people who will
accompany her to Japan she based her choice on the people’s abilities, and not gender or
age. Whereas Mr.Yamammoto represents the “high power distance” side of dimension, as
he declined to talk directly to Janice because she is a woman and wanted to talk to her boss
instead. This shows us the difference between American and Japanese ways of executing
business communication, during meetings.

Secondly we would like to analyze Trompenaars “Achievement vs Ascription” dimension.

The achievement aspect of the dimension is characterized by a culture that applauds results
and hard work. Therefore, in such a culture - status is earned based on achievements. An
ascription based culture surrounds a culture represented by the fact where status is given
because of a family one has or the gender one is born with.
Janice - coming from the USA, is from an achievement based culture. Examples of
this are shown throughout the text. Firstly, when Janice was chosen to head a team to
negotiate a deal of importance with a Japanese client. This would not have been done if the
USA was an ascription based culture as it then would have been difficult for a woman to gain
a position of such importance. The text also states that Janice was given the opportunity
based on her skills and previous performances at work, which further proves our opening
statement. However, it can further be argumented that the American culture also shows
signs of being an ascription based culture. This is for example found where gaining a place
at university is easier for people from a relevant and wealthy family - something that would
not occur in a completely achievement based culture such as Norway.
Japan however, is clearly from an ascription based culture. Mr Yamamoto seems
surprised when realizing that a woman would be leading the negotiation and seems to find it
difficult to take her seriously when she insists on the fact that she represents her American
company. The lack of respect he shows towards Janice can be

Finally, the dimension of “Hierarchical vs Egalitarian” can also be illustrated in the text.
Gestelands theories suggest that there is a difference between relations, whereas there is a
firm leader and a firm follower. Hierarchical cultures tend to be organized in hierarchies
reflecting major differences in status and power. It is not common to interact or do business
with someone from a different ranking than yourself, and it is very important to show respect
to people higher up in the hierarchy. Egalitarian cultures value informal attitudes and smaller
differences in status and power. An open-door policy is common, and people tend not to be
too concerned about other people’s status and titles while doing business, or simply just
interacting.