asia days oslo 2013 - doing business in asian cultures
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Sven Haakon Kristensen, Director, IN JapanTRANSCRIPT
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Doing business in Asian culturesExperience of Norwegian companies
Svend Haakon Kristensen, Regional Director Korea & Japan, Innovation Norway in Tokyo
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World’s economic centre of gravity 1980-2049
Why Asia?
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Ja, verden ser annerledes ut i Asia.
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http://crucialxtimes.com/xdx/wp-content/uploads/2007/02/dscf9968.jpg
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Kulturforståelse?
Kan man ikke bare bruke sunn fornuft?
Gode intensjoner, et åpent sinn og fleksibilitet eret godt utgangspunkt for å jobbe i en global verden.
Men; kunnskap om hvordan kultur påvirker kommunikasjon gir forbedrer sannsynligheten for at man lykkes med det man ønsker å gjøre.
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HVORDAN UTVIKLE KULTURFORSTÅELSE?
kunnskap erfaring refleksjon
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Erfaringer 1
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- Hvordan man kommuniserer i asia er selvfølgelig viktig.
- Vel så viktig er hva man kommuniserer
Viktig kilde til misforståelser er ofte det man ikke fortalte (snarere enn det man fortalte.)
- Hva er det viktig å kommunisere om?
Alle elementer i bedriftens verdikjede som er knyttet til leveranse til kunden
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Kundesegmenter
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Kundeverdi
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Distribusjonskanaler
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Kunderelasjoner
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Inntektsstrøm
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Nøkkelressurser
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Kjerneaktiviteter
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Nøkkelpartnere:
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Kostnadsstruktur:
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Hvordan får denne modellen til å fungere i utlandet?
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BusinessModelCanvas – fra boka BusinessModelGeneration skrevet av Alexander Osterwalder & Yves Pigneur, Wiley forlag 2010
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Erfaringer 2
- Ikke ta for gitt at forretningsmodellen implisitt blir forstått
- Mer kommunikasjon enn man ville gjort hjemme
- Grunnleggende kunnskap om lokal kultur
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郷に入っ
ては郷に従え
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HIERARCHY
EQUALITY
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Wa (Harmony)
• Prince Shotoku: Harmony should be valued and quarrels
should be avoided. (1st Constitution in Japan in 604)• Consensus society
Group vs Individual Bottom up vs Top down Uncertainty avoidance
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Erfaringer 3- Søk breddekontakt – unngå kikkertsikte eller
flaskehals i kommunikasjonen
- Koble deg på eksisterende nettverk. Det er ikke nødvendig å gjøre alt fra begynnelsen av.
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Erfaringer 4- Er du usikker, søk bekreftelse.
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Different Degrees of Truth
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Erfaringer 5 Vær tålmodig og konsistent, ting tar tid
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Let’s focus on the similarities - not just the differences
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Forretningskultur. Oppsummert
• Viktig med gode kommunikasjonsevner - mer kommunikasjon enn man ville gjort hjemme
• Skap gode, tillitsfulle relasjoner• Ha grunnleggende kunnskap om lokal kultur• Ikke ta for gitt at forretningsmodellen din implisitt blir
forstått• Språk- og kulturkyndige nordmenn er gode verktøy i
forhandlinger…• Men kulturforståelse og kunnskap må være solid og
erfaringsforankret• … og start med likhetene.
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Å lykkes i kulturforståelse
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Innovasjon Norge kan
bidra til å få brikkene i
til å falle på plass.
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