the Canadian contract signer had left the company. The so-called universally applicable law was not considered relevant any more in the eyes of the Arabs. What could the Canadians say against this logic, especially when they discovered that the ball bearings were never even used? It turned out that the product was purchased solely out of the particular loyalty to the Canadian contract signer, not because of a felt legal obligation.
ENDNOTE
Adapted with permission from 'Riding the Waves of Culture' by Fons Trompenaars and Charles Hampden-Turner, 2nd edition, published by Nicholas Brealey Publishing 1997.
NOTES & EXHIBITS
Fons Trompenaars
Fons Trompenaars is Managing Director of Trompenaars Hampden-Turner, a consulting and training organisation for international business. His book, Riding the Waves of Culture (2nd edn), was published by Nicholas Brealey in 1997. He is a consultant for Shell, BP, ICI, Philips, Heineken, Kodak, British Telecom, Merrill Lynch and Apple Computers, among others.
FIGURE 1: % OF MANAGERS SAYING FRIEND HAD NO RIGHT (C OR B+E)
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