Hofstede's Model is used as a method to decipher the cultural traits that shape a countries decision making skills and general business practices. It is made up of Power Distance, Individualism, Masculinity, Uncertainty Avoidance, Long Term Orientation and Indulgence. In order to get an accurate sense of the effect culture has on a countries corporate world, you can analyze two countries that are very different in terms of culture, lifestyle etc. and compare them. When comparing the United States and Japan, power distance is the factor they have most in common. They are borderline hierarchical, however compared to other Asian countries they have a far lower score. Japan's slow decision making process involves every hierarchal layer confirming the decision, making it hierarchical in a sense. However, even though this is the case, this shows that no one employee can make a decision. In Japanese culture, it is believed that everyone is born equal and you can become anything as long as you work for it. This aligns with the mentality of people in the United States ultimately explaining why they are closest in terms of power distance. As for individualism, the two countries differ. Japan is more of a collectivistic society, where as the United States is a very individualistic society. The interesting part of Japan's collectivistic culture is that it is situational. Viewing the country with a Western mindset make it easy to see them as a collectivistic culture, however when compared to other Asian countries they are actually more individualistic. The cultural dimension approach is the most influential approach to determine the characteristics of groups of people. Hofstede's Six Dimensional examines country differences across multiple dimensions. Hofstede's framework examines the power distance, individualism versus collectivism, masculinity versus femininity, uncertainty avoidance, long-term orientation, and indulgence. It is important to understand an implement the dimension approach when doing business in United States and Japan. Companies need to adjust their business approach between countries based on their respective cultures. Hofstede's third dimension is masculinity versus femininity which measures sex role differentiation. Hofstede defines masculinity as behaviors driven by competition, and achievement rewarded by "winner" (Hofstede, 2010). He also defines femininity as behaviors driven by caring for others and quality of life. The main issue is the motivation of people: wanting to be the best, or liking what you do (Hofstede, 2010). The United States scored a 62. It is shown by Americans trying to be the best or winner at everything they do. It is reflective at an early age in school. Kids are taught values as "strive to be the best they can be;" it is amplified later on in life when adults talk freely about their past and present successes and achievement (Hofstede, 2010). Japan scored a 95, but they do not show an assertive or competitive behavior like the United States. Japan tends to compete between groups, instead of individuals, because of their collective culture (as compared to United States' individualism). Japan tends to have a workaholic business culture. They strive for perfection and excellence while fighting as a winning team against competitors for an extreme amount of hours. Hofstede's sixth dimension is indulgence; it measures the extent to which people control their desires and impulses. Strong control over impulses is described as restraint while weak control is called Indulgence. The United States scored a 68, and Japan has a low score of 42. United States indulgence is categorized by the behavior, "Work hard and play hard" (Hofstede, 2010). On the contrary, Japan is a restrained towards impulses. They do not emphasize leisure; they have the perception that actions are restrained by social norms and indulgence is wrong (Hofstede, 2010). Culture dimensional approach is an excellent framework for companies to integrate their businesses in foreign markets. Countries, like United States and Japan, may have the same level of dimensions of culture. Though, they will ultimately differ in context. Companies providing customer service in the United States need to accommodate to their high indulgence and masculinity. Service providers should stress immediate success of a service while operating within the strict set of rules. Companies operating in Japan need to accommodate to the culture's low indulgence and high masculinity. Service providers should stress consumers that their business will grow as a group over a long period of time with hard work. Service providers need to curtail international business to appropriately meet other countries' culture. Geert Hofstede, Gert Jan Hofstede, Michael Minkov, Cultures and Organizations: Software of the Mind. Revised and Expanded 3rd Edition. New York: McGraw-Hill USA, 2010. Looking at Hofstede's 6 Dimensional model, the differences between the United States and Japan continue to surface. Japanese culture is fairly collectivist as opposed to the very individualistic societal values that embody the United States. This scale of individualism denotes the types of characteristics that both countries maintain including the likelihood of children moving out of the house at a certain age and even controls the distance traveled from family. In the United States, the majority of the population may consider living in a state away from their parents or family depending on the benefits stacked against the odds. Japanese culture differs in the way that the unity of the family carries more importance and the children in the family grow with the idea of eventually becoming successful enough to take care of their parents. Since culture endures business and differing societal values by country, it is important to realize that these cultural values affect customer service around the world. Due to the collectivist nature of the Japanese, their methods of customer service tend to focus more on the relationship based selling. Providing the customer with the product that adequately meets the needs of the consumer carries the most weight when selling Japanese items. On the other hand, the United States focused on a form of needs based selling. Relationship based selling in the United States shines within the B2B sector due to the lack in variation between the suppliers and distributors that companies tend to use. In B2C sales within the United States, the focus tends to rely on meeting the requirements or needs of the individual buyer. This leads to the fast paced structure of B2C sales in the United States which has adopted many negative connotations and stereotypes of salespeople. In terms of ethics, an important note to remember is the relationship oriented culture that the Japanese people maintain. Along with this cultural characteristic lies intense value in relationship building an trust. The Japanese make products built to last and promote those products in a way that make the buyer understand the importance of not only the quality of the product but also the relationship they gain by searching for it. In Japanese culture, honor lies at the heart of society and even pervades the business world, leading the people through a very structured and law abiding way of life. The United States places value in meeting the needs of the consumer as well as bettering the company and therefore the rest of the stakeholders. Ethics in the United States vary by organization but normally include a heavy importance on trust building, quality, and reliability in both the product and the company itself. Differences in cultural characteristics as categorized by Hofstede's 6D model can be an analyzing point when trying to come up with a customer service strategy. Four of these dimension have a direct impact on how the customers of a certain culture will respond: power distance, individualism vs. collectivism, masculinity vs. femininity and uncertainty avoidance. In this paper, the United States and Japan will be compared due to their relatively distinct culture. The United States and Japan scored fairly polar on three of the dimensions mentioned with a similar score on power distance. The scores are on a 1-100 scale. Customer interaction and reaction can be hypothesized by looking in to the power distance culture of a country. Both the United States and Japan have a moderate power distance score, with the United States being slightly lower at 40 vs 54. A moderate power distance score tells us that while we don't necessarily treat the customer as king, they also aren't our equal. There is a balance between unreasonable customer demand and over-casualness. While interacting with customers from higher power distance culture, our lower power distance can be seen as rude. In the remaining of the four dimensions, the United States and Japan scored the furthest from each other in uncertainty avoidance at 46 vs 92. A higher score on uncertainty avoidance shows fear of the unknown, thus when offering customer service to people in this region, a wide array of information should be available and ready. In the United States, which has lower uncertainty avoidance, ambiguity is allowed. This calls for things like mystery items on the menu of restaurants and less detailed description of products. Individualism vs. collectivism can be used to determine what kind of business relationship do we want with the customer. In highly individualistic countries the task is more important than the relationship. The United States scored a 91 in individualism vs. Japan's 46. Strategically this calls for the United States to provide exceptional products that focuses more the material side while Japan should while still focusing on product quality, also venture out and develop a relationship with the customers. Building this mindset of "we" while in general is good business practice, in lower individualism cultures, this can be detrimental. In the last notable dimension when analyzing customer service, the United States scored 62 in masculinity vs. femininity while Japan scored a 95. A higher score means a more masculine culture and vice versa. Japan is a very masculine country which focused on competition, achievement and success. In customer service terms, this means that preferential treatment may be given in order to post sales. This means more sales, more promotions, and more exciting events. While Japan did score higher than the United States, the United State is still a fairly masculine culture, just less so. In a feminine culture, there is less emphasis on big events and more so on just a pleasant and reliable experience. In a masculine culture, ethics might come in to play on just how competitive a company is willing to be. In considering how much achievement can be made, companies may choose to cut corners or undercut other in order to be the best. This can come in conflict with the individualism vs. collectivism characteristics. This is interesting to note that both the United States and Japan are on opposite spectrum of the theoretical perfect combination. With Japan being a collective culture while also being masculine can either bring up problems or rather improve their customer service. Instead of cutting corners and undercutting, they may find the way to being the best is rather to just improve quality. So while marketing to these cultures, companies should be aware of each country individual characteristics and modify their sales tactic accordingly. [ABSTRACT FROM AUTHOR]