商务文化与策略

商务谈判中的文化差异及应对策略在经济全球化的背景下，国际间的贸易交往日益频繁，商务谈判已然成为商务活动的重要环节。

不同国家、地区之间拥有自己的特色文化，而商务谈判与文化是密不可分的，不同文化观念会给商务谈判带来种种困难和障碍。

由此可见，商务谈判中的文化差异是不可忽略的。

本文以中美商务谈判为例探讨商务谈判中的文化差异及应对策略。

对于一个企业来讲，增加利润一般有三种方法：增加营业额、降低成本和谈判。

企业通过谈判来争取每一分利润。

商务谈判既是企业实现经济目标的手段，也是企业获取市场信息的重要途径，同样更是企业开拓市场的重要力量。

在经济全球化的背景下，国际间的贸易交往日益频繁，商务谈判已然成为商务活动的重要环节。

不同国家、地区之间拥有自己的特色文化，而商务谈判与文化是密不可分的，不同文化观念会给商务谈判带来种种困难和障碍。

由此可见，商务谈判中的文化差异是不可忽略的。

国家与国家之间、民族与民族之间的文化差异不仅仅是体现在语言上面，还有习俗、礼仪、宗教、价值观等方面的差异。

生活在不同地区的人，接受不同的教育，在不同的社会做不同的工作，因而也会产生不同价值观和思维方式。

以中美商务谈判为例，由于存在不同的文化背景，所以谈判双方在很多方面存在很大的差异。

首先就是语言的差异。

除了汉语和英语的差异，还有肢体语言的差异，例如目不转睛地看对方，在中国人眼里是好奇或是惊讶，而美国人觉得这是不礼貌的表现，会使人不自在。

再例如美国人叫人过来时会把手伸向别人，手心向上，握拳用食指前后摆动，但是这样的动作就会使中国人反感。

其次是习俗礼仪的差异，不同国家会表现出不同的风俗习惯和民族特色。

中国人通常比较委婉，他们崇尚孔孟的中庸之道，所以即使你在交谈过程中出现错误也不会当面直接的讲出，他们认为这样是保全了对方的面子。

并且中国人比较重视谈判前个人之间关系的建立，也就是所谓的“人脉”，他们认为拥有广泛的人脉对于谈判有很大的帮助。

但是美国人却完全相反，他们不太重视人际关系的建立，若有人在谈判之前和他们示好，反而会让他们觉得或许你的产品质量差、技术水平存在问题才拉拢他们，所以导致的结果就是他们会在谈判过程中特别警惕和挑剔。

在不确定性避免程度低的社会当中，人们普 遍有一种安全感，倾向于放松的生活态度和鼓励 冒险的倾向。
在不确定性避免程度高的社会当中，人们则 普遍有一种高度的紧迫感和进取心，易形成一种 努力工作的内心冲动。
个人主义与集体主义
(INDIVIDUALISM VERSUS COLLECTIVISM)
“个人主义”是指一种结合松散的社会组织结构，其中每个 人重视自身的价值与需要，依靠个人的努力来为自己谋取利 益。
因此，古典绘画都是以写实为主。
第一章 思考题
1描述国际商务文化的含义。 2东西文化差异的表现。 3对待文化差异的态度和应对 措施。
第二章 文化类型和影响力
一 文化类型 二 文化的影响力 三 文化冲击力 四 案例：异国留学
文化类型描述
由于自然环境和生存方式差异，以及观念、信仰、 兴趣、行为、习惯、智力发展方向和心理性格不同 而形成的具有相似文化特征或文化素质的地理单元。
“集体主义则指一种结合紧密的社会组织，人们以“在群体 之内”和“在群体之外”来区分，期望得到“群体之内”的 人员的照顾，对群体保持绝对的忠诚作为回报。
男性度与女性度
(MASCULINE VERSUS FEMINALI)
社会上居于统治地位的价值标准。对于男性社会而言， 居于统治地位的是男性气概，如自信武断，进取好胜，对于 金钱的索取，执着而坦然；而女性社会则完全与之相反。一 个社会对“男子气概”的评价越高，其男子与女子之间的价 值观差异也就越大。
世界上不同国家,不同地区和不同民族有着 不同的宗教信仰。世界上的主要宗教有犹太教、 基督教、佛教、伊斯兰教、印度教、儒教、道 教、神道教、本教、锡克教、琐罗亚斯德教等。 所以在国际交往中应注意不同的宗教信仰,如日 本人多信奉神道教,阿拉伯国家多信奉伊斯兰教, 英国人绝大多数信奉基督教。

商务礼仪中的文化差异应对策略在全球化不断深入的今天，跨国商务交流成为了常态。

然而，不同国家和地区之间的文化差异往往会给商务礼仪带来挑战。

因此，了解并适应各个国家和地区的文化差异尤为重要。

本文将讨论商务礼仪中的文化差异，并提供一些应对策略，以帮助商务人士在跨文化交流中更加成功。

一、言语和非言语沟通的差异在全球商务交流中，不同国家和地区的人们在言语和非言语沟通方式上存在着明显的差异。

在一些西方国家，直接的沟通方式被广泛采用，人们会直截了当地表达自己的观点，甚至不避讳一些敏感的话题。

而在一些亚洲国家，人们更倾向于使用间接的方式，通过暗示和隐喻来传达信息，避免冲突和伤害他人的面子。

因此，当我们进行商务交流时，需要根据对方的文化背景，灵活地调整自己的沟通方式。

当与西方人合作时，我们可以更直接地表达意见和需求，注重逻辑和事实论证。

而在亚洲国家，我们应该更注重维护他人的面子，使用婉转的措辞和间接的表达方式，避免直接拒绝或批评他人。

二、商务谈判的文化差异商务谈判是商务交流中不可或缺的环节，而不同国家和地区在商务谈判中的文化差异也常常成为阻碍协议达成的障碍。

例如，在西方国家，商务谈判通常是以个人为中心的，注重竞争和快速达成协议。

而在东方文化中，商务谈判更倾向于以团队为中心，重视长期合作和关系维护。

因此，在商务谈判中，了解并尊重对方的文化习俗和价值观是至关重要的。

我们可以通过与对方建立信任和友好的关系来增强合作的可能性。

此外，适当地展示自己的尊重和理解，例如了解对方的社会和文化背景，并根据情况进行一些小的让步，都可以帮助缩小文化差异带来的隔阂。

三、商务宴会的文化差异商务宴会是商务人士进行交流和社交的重要场合，但不同国家和地区的商务宴会礼仪也存在显著的差异。

例如，在一些西方国家，商务宴会通常是正式且讲究效率的，人们会直接谈论工作和商务事宜。

而在一些亚洲国家，商务宴会更加注重社交和建立友好关系，人们更倾向于进行一些非工作相关的闲聊。

国际商务谈判中的跨文化策略在当今全球化的时代，国际贸易已成为各国互通有无的桥梁。

国际商务谈判作为国际贸易中的重要环节，通常涉及不同国家、文化、语言、法律制度等因素，难免会出现文化差异和误解，影响谈判的成功。

因此，了解并运用跨文化策略显得尤为重要。

一、了解对方文化了解对方文化是跨文化策略中的重要环节。

对方文化的了解将有助于洞察对方的行为、态度和决策过程，并有利于与对方建立信任和合作关系。

首先，了解对方的文化背景。

不同文化的人们有不同的价值观、信仰、传统和行为方式。

崇尚自由、积极主动的西方文化和比较注重家庭、尊重长辈的东方文化，对商务谈判的方式、进度和结果有很大影响。

其次，了解对方的语言和礼仪。

语言和礼仪常常是文化差异最显著的表现形式。

了解对方的语言和礼仪，不仅有助于消除文化障碍，建立沟通渠道，还能展示出你的尊重和诚意。

二、借助第三方在谈判中，通常会涉及到不同的文化、背景、习惯等多种因素。

当面对不同背景的谈判人士时，可能会陷入“我看不懂你，你看不懂我”的僵局。

此时，可考虑借助第三方建立联系，促进交流。

第三方可以是一个翻译、中介人或专业商务代表。

他们通常具有了解本地文化和对外交往经验，能够给出中肯的建议和意见。

在利用第三方时，必须注意避免激起对方的不信任和不满，要让对方明白自己的意图并尊重对方的意愿。

三、注意非语言交流跨文化谈判中，非语言交流也是十分重要的，经常被忽略却又对加强双方的关系及商务合作起到关键作用。

非语言交流包括肢体语言、面部表情、姿态和语气等方面。

不同的文化对待非语言交流的方式和意义也不尽相同，这就需要我们在面对谈判对手时，关注他们身体语言、面部表情，甚至是无意识的动作。

通过倾听对方说的话，观察他的动作和表情，我们可以获得形成更加明确合适的反应的线索，使谈判得以顺利进行。

四、了解当地法律法规在国际商务中，不同国家、地区的法律法规也可能存在差异。

如果不了解当地的法律法规，就可能会受到一些限制和风险。

论国际商务谈判的文化差异和策略国际贸易作为经济全球化的重要组成部分，不可避免地面临着文化差异所带来的挑战。

在跨文化商务谈判中，了解、尊重和应对文化差异是保证双方合作成功的关键因素。

本文将以此为主题，探讨国际商务谈判中的文化差异以及应对策略。

一、文化差异的来源文化差异是由人类种族、民族、历史、地理等多种因素所决定的。

在国际商务谈判中，文化差异的主要来源包括以下几点：1.宗教信仰，道德观念不同不同的宗教信仰和道德观念对商业活动产生深远的影响。

例如，在中东和南亚国家，宗教信仰对商业活动有很重要的影响，比如对汇款、婚姻和继承等方面的法律规定。

2.历史、传统、社会结构不同不同国家的历史、文化和社会结构各异，这些因素对商务谈判产生了影响。

一些国家注重雇佣关系的和谐，有时会导致企业采取不寻常的雇佣方式。

相反，在其他国家，掌握权力的人往往强权地掌控业务，社会结构也将贯穿于业务中。

3.语言差异语言是文化的重要组成部分，不同语言之间的差异会导致商务谈判的沟通障碍。

谈判双方需要注意语言的精确性和翻译的准确性。

4.传媒的影响今天我们的文化是传媒时代创造的。

传媒以及文化产品对商务谈判的准备和执行方式产生了明显的影响，比如广告、电视剧和电影等。

二、文化差异所带来的问题在跨文化商务谈判中，文化差异所带来的问题不容忽视。

以下是一些经常出现的问题：1.沟通障碍双方可能会因为语言和文化差异而导致沟通障碍。

这会影响谈判的进展和结果。

2.价值观不同双方的价值观不同，会影响商务谈判过程。

例如，有些文化认为合作是主要结局，而另一些文化则更注重面子和竞争。

3.行事方式不同不同的文化中，人们行事方式和工作方式往往不同，导致商务谈判的进度和结果难以统一。

4.法律和商业习俗法律和商业习俗不同，导致商务合作不同步和谈判过程变得更加棘手。

三、应对策略在国际商务谈判中，应对文化差异的策略具体如下：1.培养文化意识在进入跨文化商务谈判之前，首先需要加强文化意识的培养。

跨文化商务沟通的技巧与策略随着国际交流的不断加强，跨文化商务已成为当前商业界的热门话题之一。

然而，不同的文化背景往往带来了沟通障碍，给跨文化商务带来了很大的挑战。

为了有效地解决这些问题，本文将讨论一些跨文化商务沟通的技巧和策略。

1.了解对方文化了解对方文化是跨文化商务沟通的基础。

这不仅包括了对语言的熟悉和语言交流技巧的掌握，还包括了对文化差异、礼仪和行为规范的了解。

例如，在西方文化中，直接表达和坦率地讲话被视为一种品质。

但在亚洲文化中，对话方式常常更加委婉、客气和谨慎。

因此，为了避免误解和冲突，我们需要了解对方的文化背景，深入了解其社会和商业环境。

在了解对方文化的基础上，我们才能够更好地理解、预测和解决跨文化商务中出现的问题。

2.避免使用口头语言和行话当你和来自不同文化背景的人交流时，避免使用口头语言和行话。

因为这些词汇可能只在你的本土文化中使用，可能会被其他人认为是难以理解或晦涩难懂。

因此，你应该尽可能地使用通俗易懂的词汇和措辞，以确保信息传递的清晰性和准确性。

3.倡导文化包容性对于跨文化商务，我们需要提倡文化包容性。

这意味着我们应该尊重和包容不同文化背景和社会习惯。

尽可能地与对方建立互信和合作关系。

这些关系的建立可以帮助我们消除文化障碍，促进不同文化之间合作和交流的顺利进行。

4.适当的肢体语言除了说话外，肢体语言也是跨文化商务沟通中非常重要的一部分。

肢体语言是跨文化交流的一种非语言表达和传达方式。

它与文化息息相关，但它们不同的文化背景可能会带来不同的意义。

例如，在一些文化中，握手代表着“欢迎”和“友谊”。

但在一些文化中，人们可以微笑、鞠躬或其他肢体语言表示对朋友或客人的欢迎和尊重。

因此，我们需要对跨文化肢体语言的差异进行深入的了解，遵循当地的礼仪和行为规范，并适当地调整我们的肢体语言和行为风格。

5.积极倾听和互动最后，跨文化商务沟通中还需要积极的倾听和互动。

这意味着我们需要认真聆听对方的观点，以确保双方的信息传递的准确性和清晰性。

文化差异对商务谈判的影响及其应对策略随着全球化的不断推进，商业活动也进一步扩展到不同的国家和地区。

因此，在商业谈判中，应该注意不同文化背景之间的差异，以确保谈判的顺利进行。

文化差异对商务谈判有很大的影响。

本文将阐述这种影响及其应对策略。

一、文化差异对商务谈判的影响在跨文化谈判中，文化差异可以分为表面文化和深层文化。

表面文化包括语言、风俗习惯、礼仪等，而深层文化包括信仰、价值观、组织结构等。

因此，文化差异对商务谈判的影响也可以分为表面和深层。

1.表面文化差异的影响语言是表面文化中最重要的一个方面。

在谈判中，如果不了解对方的语言，就很难进行交流。

此外，即使双方都使用相同的语言，不同国家的人可能会发现难以理解彼此的口音和词汇。

因此，在跨文化谈判中，语言障碍可能会导致误解和沟通障碍。

在商务谈判中，礼仪也是一个重要的因素。

不同国家和文化中，礼仪的意义和表达方式可能会有很大的差异。

例如，在某些国家，直接回答问题会被视为不礼貌，而在其他国家则需要直截了当的回答问题。

此外，不同的文化背景会影响谈判的时间表和行程安排。

例如，有些文化通常比较注重准时和高效率，而有些文化则更加注重人际关系和灵活性。

2.深层文化差异的影响深层文化的差异主要表现在信仰、价值观、行为准则和组织结构方面。

由于这些差异的存在，商务谈判可能出现以下问题：（1）不同的意义：在不同的文化中，同一个词可能会有不同的意义。

例如，对于“诚信”的理解，在中国和西方可能会有很大的差异。

（2）决策方式的不同：在某些文化中，决策通常是由一位或少数几位高层领导进行的，而在其他文化中，决策可能需要通过多个部门的协商实现。

这将影响谈判的进程，因为要找到对方决策者和相关的决策过程是很困难的。

（3）协商方式的不同：不同的文化背景有不同的协商方式。

例如，在某些文化中，人们可能会使用暗示或隐喻的方式表达自己的想法，而在其他文化中，人们可能更倾向于直接阐述自己的需求。

二、应对策略在面对文化差异时，商务谈判者需要采取一些策略来弥合双方之间的差异，并尽可能保持谈判的顺利进行。

商务礼仪：国际商务交往中的文化差异与应对策略1. 引言在全球化的今天，跨国贸易和国际商务交流日益频繁。

然而，在不同的国家和地区，存在着各种各样的文化差异，这给商务交往带来了挑战。

本文将探讨国际商务交往中常见的文化差异，并提供一些应对策略。

2. 文化差异的影响不同国家和地区有着独特的价值观、信仰体系、行为准则等方面的文化差异。

这些差异可能会给商务交往带来以下影响：- 沟通障碍：语言、口头表达习惯、肢体语言等方面的差异可能导致误解或沟通障碍。

- 礼仪规范：不同国家有着不同的礼节和礼仪规范，例如问候方式、交谈礼貌、用餐习俗等。

- 商业谈判风格：在商务谈判中，不同文化背景下人们对待时间、权力关系、合作方式等方面有着不同偏好。

3. 常见文化差异3.1 礼仪和表达方式•亚洲国家：如中国、日本、韩国，重视面子和尊重传统礼仪，交际时注重身份地位的尊重。

•西方国家：如美国、英国、德国，注重个人隐私和直接沟通，商务交往更加务实和直接。

3.2 时间观念与灵活性•东方文化：如中国、印度，在商务活动中更强调灵活性和长期关系的建立。

•西方文化：如美国、英国，在商业领域更加注重时间效率、准确性和速度。

3.3 面对面交流与书面沟通•某些亚洲文化，特别是一些东南亚的国家（如印度尼西亚），人们更偏爱面对面交流并倾向于在会议中达成共识。

他们信任个人关系胜过合同。

•西欧或北美等一些发达经济体，人们更喜欢用书面文件来明确双方之间的责任和义务。

他们认为合同具有法律效力，并且被视为最终的约定。

4. 应对策略4.1 跨文化培训和意识提高•在国际商务交往中，了解目标国家的文化背景、价值观和行为习惯非常重要。

通过跨文化培训和学习，我们可以增强对不同文化的理解和敏感性。

4.2 灵活调整和尊重差异•在与不同文化背景的人交流时，要灵活调整自己的行为方式，尊重对方的文化习惯，并且避免使用可能引起误解或争议的语言或动作。

4.3 建立信任与合作关系•通过积极建立信任与合作关系，可以弥补不同文化间可能存在的隔阂和误解。

国际商务谈判的文化差异与策略在全球化的背景下，跨国商务谈判越来越频繁，而涉及到跨文化交流的谈判更是难度倍增。

不同国家的商业文化差异、思维方式、价值观念等都会影响到谈判的进行。

因此，在跨国商务谈判中，充分了解对方的文化背景，制定相应的谈判策略非常重要。

一、文化差异在跨国商务谈判中的影响在国际商务谈判中，文化差异是影响其中一个最关键的因素。

文化差异包括语言、风俗习惯、信仰、信仰、商业礼仪、商业信任等方面。

而这些方面，都会对商务谈判产生深远的影响。

首先，语言的差异。

语言是不同文化交流中最直接的方式，语言的差异不仅仅是单词和语法的区别，更体现在表达方式和方式习惯上。

其次，商业礼仪的差异。

在不同的国家，企业间的交往习惯和礼仪也有所不同，包括在商务场合下的礼貌与敬意、做事的方式、穿着、礼品等等，这也是同样重要的文化体现。

再次，商业信任的差异。

在商务谈判中，商业信任被视为交易的基础。

但是在不同的文化传统和商业风俗中，商业信任的建立和表现方式也有所不同。

比如说，在一些东方国家，信任是建立在“面子”和人际关系的基础上，而在西方国家，则更注重合同的签署和付款的安全。

二、跨文化商务谈判策略1.了解对方文化背景在进行跨国商务谈判前，了解对方的文化背景是非常关键的。

这不仅可以帮助你对他们的思维方式和信仰有所了解，还可以帮助你更好地理解对方的谈判方式。

只有这样，才能更好地发现对方的需求和疑虑，及时瓦解对方的困惑或误解，以更有效地进行商务谈判。

2.营造良好的氛围商业谈判必须是两个或多个企业之间的互惠互利的合作，而不是竞争的对手。

因此，双方必须创造一个有利于合作的商业氛围。

在商务谈判中，通过运用多种技巧，如赞美、体贴、尊重等方式，为缓解压力，建立应知和互相理解，进而才能达成互惠互利的协议。

3.沟通清晰明了在国际商务谈判中，语言的表达具有极其重要的意义。

因此，在进行商务谈判时，必须尽可能地用简洁、明了的语言表达。

尽量避免术语、俚语等，在语言表达和沟通过程中，力求在语言、语气和行动上体现出尊重和重视对方的语言、习惯等文化差异。

国际商务谈判的文化适应性策略国际商务谈判在全球化背景下越来越重要，不同文化背景的双方在交流中的差异经常会成为谈判的难点。

为了确保商务谈判的成功，需要对文化差异进行足够了解并采用针对性的策略。

本文将从三个方面探讨国际商务谈判的文化适应性策略。

一、充分理解不同文化的影响力不同的文化背景对谈判类型、目标和方式都有着深远的影响。

在中美商务谈判中，例如，中方侧重于人际关系和中间商的利润，而美方则更关注合同条款和自己的资金安全。

面对这样的情况，一方面需要通过多角度了解对方的文化差异，另一方面也需要充分利用自身文化优势，以达成双方均可接受的商议。

二、合理运用沟通技巧沟通是任何商业活动中不可或缺的一环，而其中的文化差异则给商务谈判中的沟通带来了很多挑战。

为了理解对方的需求和疑虑，并在沟通中保持敏感度和礼仪，需要巧妙地运用某些沟通策略。

例如，要注重全面的需求分析和问题认知，注意口头和非语言沟通，确保信息的传递和理解的一致性。

此外，还可以在文化差异较大的情况下使用第三方翻译或同行协调员，以减少误解和歧义。

三、采用差异化谈判策略由于文化差异的存在，不同商业谈判的战略和策略也应该有所区别。

比如在日本，商业谈判注重长期关系，需要建立信任、宣传产品、讨论价格，并寻求长期持续的合作机会。

此外，在谈判头脑风暴和比较谈判中也要注意沟通方式和涉及的话题，以实现最佳的谈判结果。

总的来说，国际商务谈判的文化适应性策略首先要充分理解文化影响，然后采用科学和合理的沟通策略，并采用差异化的谈判策略。

这种策略是在不同国家或地区商业谈判中通用和适用的，并在商业谈判中发挥着至关重要的作用，它能够确保不同文化之间的相互理解和沟通，促进双方在商务谈判中的平等、合作和共赢.。

Business Culture and Strategy ofJ D WetherspoonReported by: Lang SongContents PageIntroduction P.3 Section 1 External Environment P.31.1 SPELT Analysis for J D Wetherspoon P.31.2 SWOT analysis in 21st century P.41.3 Guidelines for J D Wetherspoon P.4 Section 2 Organization Culture P.52.1 Organization culture in J D Wetherspoon P.52.2 The type of culture for J D Wetherspoon P.62.3 Relationship between Organizational culture andOrganization behavior P.62.4 A different type of culture for J D Wetherspoon to choose P.7 Section 3 Business Strategy P.73.1 Brief introduction of four strategies in an organization P.73.2 The strategy that use during the 1980s and 1990s P.73.3 Compare the strategy between 21st and 80s and 90s P.83.4 The factors considered when changing business strategy P.83.5 ‘Business strategy’ and ‘Business choice’P.93.6 Key issues considered when managing its strategy P.9 Section 4 Change P.94.1 Forces for change P.94.2 Social Responsibility P.104.3 The role of the management of J D Wetherspoon P.104.4 Overcome any resistance to change P.10 Conclusion P.11 References P.11IntroductionJ D Wetherspoon plc was founded by Tim Martin who opened the first J D Wetherspoon pub in 1979. He based his model for a pub on a 1946 essay by George Orwell which referred to an imaginary pub called …Moon Under Water‟. This offered cheap beer, good conversation and solid architecture. As a result, the company motto of J D Wet herspoon is …cleanliness, beer, service and maintenance‟. J D Wetherspoon, incidentally, takes its name from a Mr Wetherspoon who was Tim Martin‟s primary school teacher. The …JD‟ is from a character in a television programme …Dukes of Hazzard‟. J D Wether spoon became a plc in 1992 at which time it consisted of a chain of 44 pubs. It now has over 600 pubs, which means that it has expanded on average at the rate of about one new pub each week. In 2000, for example, it opened over 90 new pubs and over 50% of the finance for the new developments came from cash generated by the business. In 2002, about 10 years after flotation, its share price rose to more than ten times its original value.In my report, I will refer four knowledge points, such as external environment, organization culture, business strategy and change. In order to analysis whether J D Wetherspoon plc remains a successful business, what factors made J D Wetherspoon to achieve its goals, and to show how the company to take appropriate measures to deal with problems.Section 1: External Environment1.1 SPELT Analysis for J D Wetherspoon♦Social factorThis factor had an influence J D W company on the licensing trade during 2002-2004, supermarket began selling drinks, particularly premium large, at loss-leader prices. This makes it difficult for pubs to compete on price and encourages drinking at home. ♦Political factorThere was increasing public and government concern about binge drinking and the consequent anti-social behavior, particularly in city centers. Pubs of J D Wetherspoon plc cannot be seemed to be encouraging this state of affairs as it brings them bad publicity.♦Economic factorJ D Wetherspoon plc offered cheap beer and sold a wide range of real ale beers at relatively low prices. During 2002-2004, supermarket began selling drinks, particularly premium large, at loss-leader prices.♦Legal factorThe traditional link between the brewing companies and pubs known as the …tied house‟ system had been broken by a ruling from the Monopolies and Mergers Commission which severely limited the number of pubs which a brewer could operate. This had forced J D Wetherspoon plc to choose between brewing and retailing. Monopolies and Mergers Commission have been given responsibility to control, usually for the government.♦Technological factorIn the J D W pubs, the plasma screens can make a special atmosphere of the pubs. And it makes up disadvantage that the lack of TV sets.1.2 SWOT analysis in 21st centuryI will show you a diagram about the J D W‟s internal factors and external factors which consisting of its strengths, weaknesses, opportunities and threats by SWOT1.3 Guidelines for J D Wetherspoon♦O and T can be identified by using a classificationAny organisation will want to maximize strengths and minimize weaknesses. In order to seize opportunities and remove threats. Change way arises from any of these four areas. Organisations need to monitor their SWOT, especially at times of crisis, and be responsive to changes that have already occurred. They also need to plan for anticipated changes and be fully prepared to meet them. SWOT analysis is a very useful tool but it is only a starting point.♦Strengths and weaknesses can be identified an internal audit.Strength and weakness depend on the company‟s performance in the past. They can be found using internal audit. For example, the JDW are including the provision of specially adapted toilets for customers with disabilities, this strength is belong to J D W‟s internal advantages.♦Past O and T may lead to current S and WFor example, the JDW seized the opportunity to using new information communication technology innovations—Wi Fi, so it has attract more customers. Furthermore, if the JDW did not deal with the potential threats well, this may be become its weakness.♦S, W, O and T change over timeIn most time, the JDW without TV screens may be can become a strength, because it can offer a quite and comfortable atmosphere to customers, make them enjoy themselves in the pub; but on the other hand, when the World Cup or other Tournaments held, it cannot show the televised football, here, the strength become a weakness.♦Strengths and weaknesses can be at the same instantFor example: In JDW, they do not play music or TV programmers, the strengths is that it can provide a quiet atmosphere for customers to socialize and converse; meanwhile, this make the competitors‟ premises more attractive.♦Interpretation for SWOT with cautionTo some extent, SWOT analysis is subjective, so it has limitation, the JDW using this analysis need be treated with caution.♦The use of SWOTThe SWOT analysis does not determine strategy, it used in conjunction with other tools for audit and analysis, so you can choose the highlight factors used into account. ♦Basic attention on using SWOTJDW can take action on any one or more of the four elements in a SWOT, but they can not only pay attention to its single aspect, such as threats, and ignore its opportunities, they should consider things from every angle.Section 2: Organization Culture2.1 Organization culture in J D W♦Definition of Organization cultureOrganization culture is the pattern of assumptions, values and norms shared by organizational members. The culture of an organization can significantly affect theway in which the company operates, particularly in terms of its effectiveness. Culture is the environment that surrounds staff at work all of the time. It is a powerful element that shapes the staff‟s work enjoyment, work relationships and work process. However, it sometimes cannot actually see.♦Definition of shared values and taken-for-granted assumptionGenerally speaking, shared values means formal culture while taken-for-granted assumptions informal culture. In this sense, control systems, organizational structure, power and structures can be regarded as shared values; rituals, stories, physical symbols and common languages can be called taken-for-granted assumptions.♦Examples of shared values and taken-for-granted assumptionIn this case, one example from J D Wetherspoon of shared values is that the company empowered its staff kept in touch with weekly newsletters, a monthly company video and by publicizing the minutes of Board meetings. This policy reflected the company‟s power structure, which was a deliberate attempt by senior management to develop a particular set of value, which encouraged the employees to work actively and creatively.The example of taken-for-granted assumption is that J D Wetherspoon welcomes people form all kinds of different backgrounds to join the company. This reflected the company‟s symbols.2.2 The type of culture for J D WetherspoonWhen the customers have the new demanded, such as the new taste of beer, pubs will get the rapid feedback. Meanwhile, if a pub cannot make profit any more, it will withdraw the market easily. In other word, the risk is lower. According to the Deal and Kennedy‟s Model, I think J D Wetherspoon‟s culture is the type of work-hard and play-hard culture.Work-hard and play-hard culture‟s stress comes form the quantity of the work rather than uncertainly. The high-speed action will lead to the high-speed reaction. The basic concepts and beliefs of this type are focusing on the customers. They should find the customers‟ need and meet it. J D Wetherspoon is the pub that concern on its services. It should find and know the customers‟ needs timely and meet them. Otherwise the power of competition becomes lower. For example, each of J D Wetherspoon pubs has a ventilation system because majority customers do not like smelling of smoking. It also offers specially adapted toilets for customers with disabilities. It is obviously that when the company knows the customers needs, it make reaction quickly.2.3 Relationship between Organizational culture and organization behavior Wetherspoon‟s has consistently claimed that people are its best asset and offers the flexible training policy. Every member of staff is considered as potential management material. It is the formal culture. So the company gives every staff‟s lifelong training and provides equity opportunity to gain relevant qualifications. Thus the sense ofloyalty will be build. The culture influences the behavior.The company has adopted some suggestions from employees, such as starting training courses later in the day to save on travel costs, introducing a …hotness‟ rating on the curry menu and so on. It is obviously that the company has the policy that staff can be involved to discussion the company‟s operations. The behavior reflects the culture. The culture and behavior in J D Wetherspoon are identically.2.4 A different type of culture for J D Wetherspoon to chooseProcess is the type which has low feedback and low risk. The stress of it may come from the internal policies and stupidity of the system. They focus on the security of past and of the future. This type of organization concerns on work patterns and titles. If J D Wetherspoon chooses the type of process, the result is may be worried. The company cannot get the information about market and make reaction quickly. The management will not flexible and become stability. Furthermore, the company cannot renovate the customers‟needs and new technology. It will cause loss the power of competition.Section 3: Business Strategy3.1 Brief introduction of four strategies in an organization♦Market PenetrationIt markets its existing products to existing customers. This strategy increases revenue by promoting the product, repositioning the brand and enlarging its business.♦Market DevelopmentHere we market our existing product range in a new market. This means that the product remains the same, but it is marketed to a new audience. Exporting the product, or marketing it in a new region, is examples of market development.♦Product DevelopmentThis is a new product to be marketed to our existing customers. Here we develop and innovate new product offerings to replace existing ones. Such products are then marketed to our existing customers. This often happens with the auto markets where existing models are updated or replaced and then marketed to existing customers.♦DiversificationThis is where we market completely new products to new customers. There are two types of diversification, namely related and unrelated diversification. Related diversification means that we remain in a market or industry with which we are familiar. For example, a soup manufacturer diversifies into cake manufacture (i.e. the food industry). Unrelated diversification is where we have no previous industry or market experience. For example a soup manufacturer invests in the rail business.3.2 The strategy that use during the 1980s and 1990sThe strategy that be used in 1980s and 1990s are market penetration. It is the existing product to the existing customer. The company relied on growth at that time by acquiring suitable sites and converting them into J D Wetherspoon pubs. The company did not open it in other country or take the pub into other forms. So the products and th e market are both don‟t change.The J D Wetherspoon chooses that strategy have some advantages as follows:1. The staff has a loyalty in the company. It is useful for the company to growth.2. The expansion of company does quickly and stably. It means that the profit for the company from sales is good.3. The company growth organic, the share price rise ten times than its original value.4. The company quickly responds the change of environment. It attracts more customers that some characteristics that other pub do not possess. It builds good loyalty with customers.3.3 Compare the strategy between 21st and 80s and 90sIn 21st the strategy is product development. The company entered into new market and the company also does some changes on their original services such as reduce alcohol in cocktail pitchers or providing breakfast.The strategy used in 80s and 90s make the company grows stably. It helps the company build a good loyalty with the customer. The company has enough capital to run the company as the sales grow quickly. The strategies that use in 21st help the company expand the business and improve the competitiveness.J D Wetherspoon seems to be following a different strategy which called Focused differentiation during the 21st century. For example, pubs now serve breakfast and open earlier in the morning before normal licensing hours begin at 11:00 a.m.. The strategy in 1980s to 1990s didn‟t help the company exist well in today‟s competitive market. So, the company changed its strategy to maintain its market share and develop its profit.3.4 The factors considered when changing business strategyThe situation may also accident. Changes in an organization‟s strategy are caused by changes in the environment within which organisation operate. If the structure needs to be changed, the manager will change their strategy. The staff may be willing to follow the strategy. However, if the company takes the new product in the market; it can help the company get high market share.♦Social factorIf JDW change its business strategy, there are many factors should be considered, such as the changes in current marketing environment. The social attitudes to binge drinking indicate the threat to JDW.♦Culture factorIn addition, another factor is existing management. Tim Martin may have been committed to the old strategy, while others may have taken advantage of theslowdown in profits and growth to sideline him. His style may have been perceived by others as more appropriate to a previous time. The involvement and communication of staff can be an advantage but maybe a hindrance for them.3.5 ‘Business strategy’ and ‘Business choice’♦Concepts of business strategy and strategy choiceBusiness strategy is for every manager, needs to be effective and well plan to steer an organisation as efficiently and successfully as possible. It must make a correct business strategy in right time.Strategic choice is viewed as an ongoing process in which the planned management of uncertainty plays a crucial role.♦The connection between the terms business strategy and strategy choice During the 1980s and 1990s, JDW adopt the differentiation as their business strategy. They do not play music or show TV programmers in their pubs and also established at least a quarter of space is non-smoking area. Though this strategy, it became more attractive and intensify its marketing competitiveness.3.6 Key issues considered when managing its strategy♦Communication with staffManagement should be clear about the message and ensure that it always expresses it in a similar manner regardless of the audience. From the case, Wetherspoon‟s has consistently claimed that people are its best asset. Every member of staff is considered as potential management material and 20% of senior managers began as bar staff or cleaners. It recognizes that employees will not stay with it for all their working lives but does wish to build a sense of loyalty.♦O ffering consumers ‘a unique value’Another key issue is that offering consumers …a unique value‟, perceived or real. Combining from the organization‟s products and services so that the organization can offer more benefits to the consumer for a lower price. For example, supermarkets began selling drinks, particularly premium lager, at loss-leader prices. This makes if difficult for JD Wetherspoon pubs to compete on price and encourages drinking at home. Thereby, the company should make a suit of price strategy. Let consumers realize JD Wetherspoon without end offer good service and that concrete price. Section 4: Change4.1 Forces for change♦Increase competitionBy the start of the twenty first century, J D Wetherspoon was facing much more competition. Supermarkets began selling drinks, particularly premium larger, atloss-leader prices. There was increasing public and government concern about binge drinking and the consequent anti-social behaviors, particularly in city centre. Restraining forces also exist in J D Wetherspoon. At the early time of this company‟sdevelopment, the management kept using their traditional method of operation and did not want to change. In this case, they did not play music or show TV programmes in pubs.♦Influences from changeThe changes have affected J D Wetherspoon. Their sales and profit growth have slowed down and the share price also fell. They should sell drinks in low-price than the previous year to attract more customers and gain the market share. But the profit growth will be dropped.4.2 Social ResponsibilityThe social responsibility factors can affect product design, and spending by customers.As the pub, J D Wetherspoon has its especially social responsibility. It will limit the drinking. In other word, J D Wetherspoon pubs will not encourage unrestricted drinking. Meanwhile, the government is also concerning the anti-social behavior because of binge drinking. So J D Wetherspoon makes the modification of its produces. The pubs reduce the amount of alcohol in its cocktail pitchers and remove the price incentives to dink larger measures of spirits. However, the situation is not satisfied. The sales of spirits and cocktails are not increase. The profit has been affected.4.3 The role of the management of J D WetherspoonThe management of J D Wetherspoon could play an important role which is the Action Research Model in dealing with the changes that have occurred during the period since the year 2000.Successful action is based on analyzing the situation correctly, identifying all the possible alternative solutions and choosing the most appropriate to the situation at hand. So the company collects the suggestions from members of staff.In this case, at the beginning of the 21st Century, the retail licensing market had adapted to the changes in the …tied house‟ system a nd other retail pub chains like Regent Inns and Punch Taverns had been developing their businesses. The basic approach to J D Wetherspoon outlets remains unaltered but it has made some changes, such as, pubs now serve breakfast and open earlier in the morning before normal licensing hours begin at 11:00 a.m.4.4 Advice to the management of JDW♦Advice for overcoming resistanceIn order to overcome any resistance to change, management of J D Wetherspoon should concern on something and take any actions. Don not make unnecessary changes is the key element. Managers need to ensure people know why the changes are needed. They can accord to education and communication with employees. Negotiate and bargain with staff rather than dictate. Managers also can analysis what will happen if the changes are not made.HND DE3X 35: Business Culture and StrategyLang Song trade 07 11Advice for analyzing changeJ D Wetherspoon can create a climate for change. For example, the company can reduce the fear of change, encourage innovation and eliminate any …blame culture ‟. The company also can try to identify small but effective changes to introduce the idea of change and create a climate for change. These are few examples of simple ways to introduce effective and accept changes.ConclusionIn this report, I analyzed the structure and organization culture of JDW from four aspects: external environment, organizational culture, business strategy and change. For the section one, I mainly through SPELT analysis and SWOT analysis to show which factors affected JDW and its strengths, weakness, opportunities and threats. In the section two, I mainly introduced some information about organization culture of JDW. And then I explained the strategy that JDW adopt the different period in section three. Finally, the section four indicates the information of forces for change and against change in JDW. Then gave the suggestions on analyzing change and overcoming resistance to the management of JDWIn JDW, the passionate and skillful employees, who help create JDW as a comfortable place for customers to enjoy the “Wetherspoon Experience ” is an important part of JDW. The great brand recognition and high customer satisfaction made it widely accepted by a variety of consumers. Furthermore, it has a good management, organization culture and strategy. It not only meets the needs of modern consumer culture, but also adopted the flexibility strategies —it takes appropriate model of cooperation based on the different marketing. Due to these key factors, the JDW could be so successfully nowadaysReferencesBusiness Culture and Strategy: An Introduction topic 5.1, 5.2Business Culture and Strategy: Advanced topic 5.2, 5.3, 5.4, 5.5http:// http:// http:// http:// 。

Force-field analysis is an influential development in the field of social science. It provides a framework for looking at the factors that influence a situation, originally social situations. It looks at forces that are either driving movement toward a goal or blocking movement toward a goal. The principle, developed by Kurt Lewin, is a significant contribution to the fields of social science, psychology, social psychology, community psychology, organizational development, process management, and change management.（Swanson, Donald James; Creed, Andrew Shawn, "Sharpening the focus of force field analysis".）Driving forces includes more and more fierce competition, government’s adverse policy and industries saturation. Restraining forces includes previous success, strong organization culture and the trend that plan to maintain previous method.In this case, by the start of the 20 century, J D was facing much more competition. The retail licensing market had adapted to the changes in the ‘tied house’ system and other retail pub chains had been developing their business. It lead supermarket begin selling drinks at loss-leader prices, which will be difficult for J D to compete on price. Besides, government begin noticing binge drinking, which also will take bad effect for sale. The two factor is main driving forces.For restrain forces, if taking change, their staffs will learn new knowledge and obey new rule. Some previous advantage such as good quality wine, relatively low-price beer, also is restrain forces.When driving forces is less than restrain forces, company will not change, and if not, company will change. According to case, driving forces are bigger than restraining forces, because J D take a change.A stakeholder or stakeholders, as defined in its first usage in a 1963 internal memorandum at the Stanford Research Institute, are those groups without whose support the organization would cease to exist.(R. Edward; Reed, David L. Stockholders and Stakeholders: A new perspective on Corporate Governance. )Stakeholders may be government, shareholder, and employee. Shareholders have the biggest effect(Hillman A J, Keim G D. Shareholder value, stakeholder management, and social issues: what's the bottom line?). Shareholder is the one of possessor of company, but they do not manage company. They can decision company’s development and select to invest continuously or withdraw capital. They can be restrain forces, and also can be driving forces. In this case, because J D has taken change, so they are driving forces. Tim Martin gave up day-to-day control in 2004 to become non-executive chairman working two days a week. He continue to hold over 15% of the shares and to influence and contribute to the way the business operate. When his shares reduce, his influence for the pub is lesser than before.3 Management effectManagement’s role is to decide on and implement a suitable change strategy. According to consistency theory, senior managers need to balance the 4 elements such as, task, culture, human, structure. Because they are interrelated, if there is lack of consistency among them, they will resist change. For a company, the higher consistency is, the better performance is. In this case,when taking change, management make vital effect for J D. After changing, some staff must be hard to adjust new rule. At this time, managers should use appropriate method to encourage them, for example, if staff finish his task well, managers should reward him. By these, staff can become more confident and increase loyalty. In case, J D provide WI-FI and family area, serve breakfast and open earlier, which align customers well.4 AdviceFor analysing change situation, Lewin’s three-stage model is introduced in 1951 by Lewin. He agreed that change should be concerned with the individuals and should involve 3 stage, unfreezing the present; moving to the new level; refreezing the new level. Lewin's three step model is a significant change management strategies for manager to understand the change process(Lewin, Miriam. "The Impact of Kurt Lewin's Life on the Place of Social Issues in His Work).For overcoming resistance, Kotter and Schlesinger(Kotter J P, Schlesinger L A. Choosing strategies for change. Harvard Business) provide 6 possible approaches to overcome resistance such as education and communication; participation and involvement; manipulation and co-operation; facilitation and support; negotiation and agreement; explicit and implicit coercion.In education and communication, it is very important that management shouldn’t presume that knowledge and information are passed downward through the organization automatically but should ensure more effectively communication with every employee at all stages of change. If employees receive the full facts and clear up any misunderstandings, the resistance will subsides. For the aspect, J D can have conference to tell staff the benefits of changes, then to enhance information’s degree of accurancy and integrity.In negotiation and agreement, this required the exchange of something of value for a lessening of resistance, for example, a reward package. J D can encourage staffs to adopt new behavior and offer some reward, in this case, pubs open earlier in the morning before normal at 11.am, so managers can make negotiation with staffs and give the reward package to staff who have served the breakfast and worked at 11.00 am.。

商务沟通中的跨文化交际策略研究随着全球化的发展，商务活动越来越频繁地涉及跨国交流。

这种跨文化交际在商务领域中具有重要的意义，因为了解不同文化背景下的交际策略可以帮助我们更好地进行商务沟通。

本文将研究商务沟通中的跨文化交际策略，以帮助商业人士更有效地与外国合作伙伴进行交流。

首先，了解并尊重对方的文化差异是跨文化交际的关键。

不同的国家和地区有不同的价值观、信仰和习俗。

在商务沟通中，了解并尊重对方的文化背景可以建立良好的合作关系。

例如，一些文化倾向于更加正式和礼貌的交流方式，而另一些文化更注重直接和坦率的沟通。

了解这些差异，我们可以适应并调整我们的沟通风格，以避免产生误解或冲突。

其次，语言的选择和使用也是商务沟通中的重要因素。

虽然英语在全球范围内使用广泛，但并不是每个人都能够熟练使用它。

当与非母语人士进行交流时，我们应尽量使用简洁、清晰的语言，并避免使用复杂的语法结构和俚语。

此外，使用简单的句子和交流中经常确认对方是否理解，可以更好地实现沟通的目的。

除了语言之外，非语言沟通也是跨文化交际中的重要组成部分。

例如，肢体语言和面部表情在不同文化中的含义和用法可能存在差异。

在商务沟通中，我们需要注意并了解对方的非语言行为，避免因误解而导致沟通失败。

此外，适当地运用非语言沟通技巧，如激发兴趣和积极参与，可以增加合作伙伴的信任和合作意愿。

另一个重要的跨文化交际策略是避免使用俚语、幽默和隐喻等语言技巧。

这些技巧在不同的文化背景下可能引起误解或困惑。

为了确保准确的沟通，我们应尽量使用简单、明确和直接的语言。

此外，我们还应避免使用过于流行或新兴的词汇和短语，以防止对方无法理解我们的意思。

此外，文化背景下的礼仪和礼节也是商务沟通中需要注意的方面。

例如，在某些文化中，交换名片时需要使用双手，并在接收名片时表示敬意。

在一些国家，商务午餐或晚宴可能需要遵循特定的礼仪规范。

了解并遵守对方的礼仪和礼节可以产生积极的印象，并加强商务关系。

1: (1) Some market/industry knowledge is necessary to AG managers. By environmental research, we could clearly know the trends of market and the need of consumers. And by investigating the consumers, AG Company will realize the game worlds must react in a realistic manner and expectations of appearance, movement and behavior has raised the bar in terms of graphic believability and authenticity. When the managers have collected this information from consumers, AG Company would make the right decisions for the future development. They would focus on the new technique research and development and improving the staff skills. Therefore the market/industry knowledge is full of importance and it could affect the future and development of AG Company.(2)When AG Company carries out a strategy, they should ensure that AG Company has enough resource and capabilities, the reason of which is that enough resource is the requirement when do the researching and developing of new products and service. In AG company, production cost and technological cost have risen most sharply in relation to graphics as HD gaming requires large scale investment in staff and equipment., therefore , AG Company should add the investment capital in production and technological to meet the ever-growing demand of new production and services.(3) Managers responsible for ensuring that staff and their work together has sufficient information to be able to get the job done. Is determined by the nature of management responsibilities, information transmission channels other working groups within the information delivery center managers both the unit, but also the organization. People throughout the organization depends on the management structure and managers to acquire or transmit the necessary information to complete the work.(4) AG Company managers first provide evidence to prove the advantages and benefits of change, the enterprise and peers, compared with competitors, to stimulate the sense of competition staff, so that they have a "change is the only way out" of consciousness, to assess the business situation of enterprises, so that they understand the actual situation of business operations, open horizons of employees, so that they clearly feel more energetic in the family, vigorous enterprises is how scenes. To help them realize that they directly or indirectly in the change in available income, tounderstand that they may assume new roles, we need leadership and hard to pay.2: When business is change strategy, they would have some factors effect on business, such as social responsibilities, business goals, environment, stakeholders, organizational culture,(1): AG Company is mainly about a game company; therefore they should take the responsibility to children or teenagers. AG Company should take some methods to limit the hours for the game and AG Company must ensure the game content is positive and healthy.(2): Business goal is the second factor could affect AG change management. AG Company’s goal is that it will focus the innovation, quality and excellence in the future. To achieve this goal, they will improve the technique and train the staff skills and to be creative.Environment factor also will have an effect on business management, including the market trend, consumer demand, and level of income. The up-to-date technology software must become future software market trend. And there will be more and more target consumer with high income to buy specialized and custom products. So AG’s managers should focus on researching and developing to make innovation on the new product.3: According to the research, Lewin thought everything under a pair of opposite force and it keeps balance. Driving force is a force of push things change, restrained force is forces to keep the original state. The change is happen when the driving force exceeds restrained force and the balance is broken.In AG Company, there are driving force and restrained force.AG Company’s driving force comes from the pressure from competitors, such as Microsoft and Sony. If AG Company wants to make progress under the huge pressure, AG Company should retrain the personnel, changing markets, extend the lifecycle of product, changing the employee into the hard working nature, establish the global view of market development, social transformations, increased competition, newtechnology, management leadership change, new products and services, which will help AG Company make great achievement.The restraining forces are from individuals: fear of status, loss of status, inertia (habit), and fear of the unknown, loss of friends. From organizations: strength of culture, rigidity of structure, lack of resources and contractual agreements. If AG Company wants to gain next strategy, it should continue to use the cost focus strategy. And it will cost too much change the company’s strategy from cost focus into the differentiation, so it’s necessary to find reliable investor to help AG Company accomplish this huge change4: When AG Company has decided to make a change, it would meet some resistance. There are six approaches to overcome this resistance such as the education and communication, participation, support and guide, negotiation, manipulation and co-opting and coercion.AG Company could use the participation, education and communication, support and guide methods to overcome this resistance.Participation means that company should let it most staffs join the change because. In AG Company, staffs all have passion and are skilled in the development of software, so the staff could give more useful suggestion about research and develop unique production and service. And they know more information about the need of consumers; they could give the manager more information.Education and communication is also a key factor to overcome resistance. If staffs could clear decision and have no misunderstandings with upper level, the resistance will be subsided. Therefore AG Company would select and use the skilled staffs and arrange the training to new staff. And manager should often have a word with the veteran and old staff about the development of company, then it will helpful to deal with some serious problem, then help company minimize or solve the resistance to changes.。

A ReportonBusiness Culture and StrategyPrepared by Zhang Chen Prepared for Tang YanStudent Number : 135139793 Date: June 25, 2013Content1.0 Introduction2.0 Findings2.1 Four Business Strategies2.1.1 Market Penetration2.1.2 Differentiation2.1.3 Cost Leadership2.1.4 Diversification2.2 Differences and Relationships between Strategy and Strategic Choice2.3 Influence of Two Different Business Strategies 2.4 the Forces for Change2.4.1 Market/Industry Knowledge2.4.2 Sufficiency of Resources and Capabilities2.5 the Effect of Business Strategy2.6 the Role of Management2.7 the Influence of Changing management2.8 Lewin's Force Field Analysis2.9 Method to Overcome Resistance3.0 Conclusion4.0 Reference1.0 IntroductionAG Company is a software company and games development company based in 2011.The company began as three friends pursuing a passion,This report will indicate the for business strategies, and differences and realationships between strategy and strategy choices,the identify the effect of the current and future strategy and tell the impact of both, last,this report will use Lewin's Force Field Analysis and decide some approach to change2.0 Findings2.1 Four Business Strategies2.1.1 Market PenetrationHere we market our existing products to our existing customer groups. This means increasing our revenue by, promoting the product, repositioning the brand, and so on. However, the product is not altered and we do not seek any new types of customers. It involves an increase in sales of existing products to existing markets-selling more of the same to the same people. It has two methods; the first one is using the existing product break new market to penetrated, the other is offer new products to existing market to penetrate.This strategy has the lower risk and don't need more investment. It is suitable for the product being in the growth process, when the market is not saturated the business would growth in the market and increased volumes lead to economies of scale, especially for some business which not have some clearly goals and development strategies.2.1.2 DifferentiationIt is the company would offer the unique products or services. Company could use the unique materials or research the new technology or new materials, then make consumers have the better and totally different products or services than competitors. If the AG Company wants to carry out this strategy, it should meet some requirements:First, AG Company need a strong research and develop their capability, the reputation of quality, innovation and technology. It would have the strength of marketing management and a team with high-level research staff, creative staff and high level skill staff. Then the business can make more superior difference than competitors. And the need of consumers will be various. The main competition is mainly about the product innovation.2.1.3 Cost LeadershipIt involves the firm winning market share by appealing to cost-conscious orprice-sensitive customers. And it focuses on efficiency and lower cost. It means business reduce their cost and gain the competitive advantage about lower cost.The company in any market will gain lots of advantages from being able to produce at the lowest cost. A cost leadership strategy is appropriate when the company has its competitive advantages at producing efficiency, and the cost is lowest.It is useful for the product market share is much larger than competitors and the business that could reduce the cost of product through saving the materials, improve the technology, innovation of produce2.1.4 DiversificationThis is where we market completely new products to new customers. There are two types of diversification. The first is related diversification and the second is unrelated diversification. Related diversification means that the company remains in a market or industry with which we are familiar. Unrelated diversification is where the company has no previous experience in the market or industry. This strategy could be used in a company with many competitors in the same industry. And its products are on the stage of mThen the company arket saturation, and not perform as good as other competitor. could choose to produce new products in a different industry. At last it will attract new consumers and increase the market shares.2.2 Differences and Relationships between Strategy and Strategic ChoiceBusiness strategy includes planning choice, implementation and evaluation that guide the company to gain great profit and success. An inspired and clearly strategy would bring about successful, while a weak or unsuitable strategy may result the company astray.Strategic choice is consider the competitive advantage, the influence from environmental, the pressures, and then make a decision about the company future.In Alphabet Game, the strategy may be faced more choice. In this case, we could know that AG Company was a small-size company therefore they chose the cost focus strategy. The main difference between the business strategy and strategic choice is that strategic choice is a step of business strategy not a strategy. But it decided the best choice for organization strategy.2.3 Influence of Two Different Business StrategiesCurrentFrom the case, we could know that at the beginning, AG Company is a small-size company and lack of differentiation. And it only has fewer clients and low value manufacturing. The company began as three friends in 2001, house research, development and production which rank alongside any of its comparable competitors. According to the case, we could know that the cost focus strategy is most suitable forAG Company. They need cut down the cost by managing the value chain effectively. In AG Company, production cost have tripled in recent years with the introduction of next generation games consoles, the manager could make some decision about cut cost. Finding the new low-cost purchasing channel, purchasing the high quality materials cut the waste, saving the materials, improving the labor skill to improve the working efficiency.As the matter of fact, managers are considering all the possibility to cut down the cost.With the development of industry, there will be more and more consumers' demand variety. Therefore AG Company needs to make a change about the strategy to meet new challenges.FutureConsumers need expectations of appearance, movement and behavior has raised the bar in terms of graphic believability and authenticity. These make a request of new technique and creative. They should carry out the differentiation strategy to create the totally different products and service to customers aiming to have their competitive edge. AG Company should increase the investment in research and development to create unique goods and services.The new function marketing and educational tools, internet competitive marketing are the unique products offer to consumers. Company used the marketing or educational tools to clients. The rise of internet competitive marketing has also provided substantial opportunities and AG has striven to be at the forefront of that development.2.4 The Forces for Change2.4.1 Market/Industry KnowledgeSome market/industry knowledge is necessary to AG managers. By environmental research, we could clearly know the trends of market and the need of consumers. And by investigating the consumers, AG Company will realize the game worlds must react in a realistic manner and expectations of appearance, movement and behavior has raised the bar in terms of graphic believability and authenticity.When the managers have collected this information from consumers, AG Company would make the right decisions for the future development. They would focus on the new technique research and development and improving the staff skills. Therefore the market/industry knowledge is full of importance and it could affect the future and development of AG Company.2.4.2 Sufficiency of Resources and CapabilitiesWhen AG Company carries out a strategy, they should ensure that AG Company has enough resource and capabilities, the reason of which is that enough resource is the requirement when do the researching and developing of new products and service. In AG company, production cost and technological cost have risen most sharply in relation to graphics as HD gaming requires large scale investment in staff andequipment., therefore , AG Company should add the investment capital in production and technological to meet the ever-growing demand of new production and services. With the development of AG Company the demand of resource would become larger and more various. AG Company should more focus on the resource channel and capabilities.2.5 the Effect of Business StrategyAfter analyzing this case, the better business strategy for AG Company is differentiation. This choice will bring many advantages.The first one is that it could help AG Company make more profits. AG Company select the differentiation strategy, then it will give the consumer a clear reason why choose them, such as the high-quantity of product and products with unique technology.The second one is that it could improve the innovation ability. AG Company uses the flash game as marketing or educational tools that is a innovation. It not can increase the sale, but increase the innovation competitive advantage which has provide a long-term plan for AG CompanyThe third one is that it will secure the customer loyalty. It makes the substitute goods have no strength in performance. Consumer will continue use this software until the new production appears.The last one is that it will increase the market share of AG Company. According to this case, we can know that there are many competitors in this industry, such as Microsoft and SONY which hit AG deeply. The product saturated lead to the lack market share. Therefore AG should innovate its unique product which has its own feathers like the games used as promotional tool and educational tool. Thus many consumers would become be willing to buy them, and the market share will increase quickly.2.6 the Role of ManagementWith the development of AG Company, it has met with some troubles. If AG Company want to solve this problem, it is necessary to change the strategy.There are four strategic steps to change the management: strategic planning, strategic choice, strategic implement and strategic evaluation.Strategic PlanningStrategic planning manager is a designer of new strategy who should identify the problem andfind the innovative ways to solve it. For the AG Company's future, it is full of importance tochange and design a innovative method.Strategic ChoiceStrategic Choice manger takes the role of a decision maker. They have enough rights todecide the organization choice about strategy, the way solve the problem and the developmentof future. They make a decision that Alphabet try to differentiation strategy, and create the production as educational or marketing tools for example internet viral marketing.Strategic ImplementStrategic Implement manager is responsible to operate the strategy, do well at workingplanning and time arrangement which is helpful for the staff to research and develop theunique production and service.From the case, we could know that AG Company creates flash games designed for client as marketing and educational tools, NHS, Pepsi, Virgin Media and many small businesses allbecome those clients. This software change the function it can enable data capture, providekey message to consumers or employees, providing a competitive advantage over other companies.Strategic EvaluationIn this step, manager is a evaluator who is have rights to decide whether the strategy issuitable for the organization or not, whether will change the trend of organization or not,whether it's helpful to solve the problems faced or not.By analyzing the case, differentiation strategy would be better in AG Company. Internet viral marketing has provided AG Company with much income and recognition in an increasingly competitive marketplace and them has striven to be at the forefront of that development.2.7 the Influence of Changing managementWhen business is change strategy, they would have some factors effect on business, such as social responsibilities, business goals, environment, stakeholders, organizational culture,AG Company is mainly about a game company; therefore they should take the responsibility to children or teenagers. AG Company should take some methods to limit the hours for the game and AG Company must ensure the game content is positive and healthy.Business goal is the second factor could effect AG change management. AG Company's goal is that it will focus the innovation, quality and excellence in the future. To achieve this goal, they will improve the technique and train the staff skills and to be creative.Environment factor also will have an effect on business management, including the market trend, consumer demand, level of income. The up-to-date technology software must become future software market trend. And there will be more and more target consumer with high income to buy specialized and custom products. So AG's managers should focus on researching and developing to make innovation on the new product.2.8 Lewin's Force Field AnalysisAccording to the research, Lewin thought everything under a pair of opposite force and it keeps balance. Driving force is a force of push things change, restrained force is forces to keep the original state. The change is happen when the driving force exceeds restrained force and the balance is broken.In AG Company, there are driving force and restrained force.AG Company's driving force comes from the pressure from competitors, such as Microsoft and Sony. If AG Company wants to make progress under the huge pressure, AG Company should retrain the personnel, changing markets, extend the lifecycle ofproduct, changing the employee into the hard working nature, establish the global view of market development, social transformations, increased competition, new technology, management leadership change, new products and services, which will help AG Company make great achievement.The restraining forces are from individuals: fear of status, loss of status, inertia (habit),fear of the unknown, loss of friends. From organizations: strength of culture, rigidity of structure, lack of resources and contractual agreements. If AG Company wants to gain next strategy, it should continue to use the cost focus strategy. And it will cost too much change the company's strategy from cost focus into the differentiation, so it's necessary to find reliable investor to help AG Company accomplish this huge change.2.9 Method to Overcome ResistanceWhen AG Company has decided to make a change, it would meet some resistance. There are six approaches to overcome this resistance such as the education and communication, participation, support and guide, negotiation, manipulation andco-opting and coercion.AG Company could use the participation, education and communication, support and guide methods to overcome this resistance.Participation means that company should let it most staffs join the change because. In AG Company, staffs all have passion and are skilled in the development of software, so the staff could give more useful suggestion about research and develop unique production and service. And they know more information about the need of consumers; they could give the manager more information.Education and communication is also a key factor to overcome resistance. If staffs could clear decision and have no misunderstandings with upper level, the resistance will be subsided. Therefore AG Company would select and use the skilled staffs and arrange the training to new staff. And manager should often have a word with the veteran and old staff about the development of company, then it will helpful to deal with some serious problem, then help company minimize or solve the resistance to changes.3.0 ConclusionAG Company is a software company and games development company based in 2011.The company began as three friends pursuing a passion, This report has indicated the for business strategies, and differences and relationships between strategy and strategy choices, identified the effect of the current and future strategy and told the impact of both, last, this report has used Lewin's Force Field Analysis and decided some approach to change, According to this context, AG Company would gain the next profit in the future.4.0 Reference[online], Business Strategy[accessed 23 June 23, 2013] Available:Strategy Choice [online][accessed 23 June 23, 2013] Available:Lewin's Force Field Analysis[accessed 24 June 23, 2013] Available:Alfred Marshall (2003) Principle of EconomicsScottish Qualifications Authority, Business Culture and Strategy, China Modern Economics Publishing House, Beijing (2005).。

商务礼仪的文化差异与应对策略在全球化的今天，商务交流已经成为了各国企业之间必不可少的一环。

而商务礼仪作为商务交流的重要组成部分，随着不同国家和地区的文化差异而存在着差别。

了解并应对这些差异，对于跨国商务交流的成功至关重要。

本文将探讨商务礼仪的文化差异以及相应的应对策略。

一、西方国家的商务礼仪差异及应对策略在西方国家的商务环境中，有一些特殊的礼仪差异需要我们注意。

首先，西方国家注重个人隐私，因此在商务交流中，不宜过分询问私人事务。

因此，在与西方商务伙伴交流时，我们应注意避免过于直接的问题，尊重对方的私人空间。

其次，西方国家在商务交流中注重时间观念。

准时是西方国家的商务交流中非常重要的原则。

因此，我们在与西方商务伙伴约定会议时间时，应确保准时到达，并在准备工作上做好充分准备，以显示我们的敬业精神。

另外，商务社交也是西方国家商务文化的重要组成部分。

在社交活动或商务餐宴中，西方国家通常会以聊天和轻松的氛围为主。

因此，我们在这样的场合中，可以适当展示自己的个性，并参与到对话中，营造融洽的气氛。

二、东方国家的商务礼仪差异及应对策略与西方国家相比，东方国家在商务交流中有着自己独特的礼仪差异。

首先，东方国家的商务交流通常更加注重身份和地位的尊重。

在与东方商务伙伴交流时，我们应尽量在称呼上使用尊敬的词语，并避免直接称呼对方的名字。

其次，东方国家注重面子文化，因此，在商务交流中我们应注重给对方足够的面子。

比如，在商务会议上，我们可以在对方面前提及他们的成就，或者在商务餐宴中让对方坐在显眼的位置上，以示尊重。

另外，在东方国家的商务交流中，人际关系的重要性不容忽视。

因此，在与东方商务伙伴建立长期合作关系的过程中，我们需要投资一定的时间和精力来建立稳定的人际关系，比如在商务社交场合中主动展示关心和友好的态度。

三、其他地区的商务礼仪差异及应对策略除了西方国家和东方国家外，其他地区在商务礼仪上也有各自的差异。

比如，在中东地区，宗教因素对商务礼仪有着重要影响。

Assessment task 1Outcome coveredAll outcomes (1-5)Section 1:(a).The PESTEL analysis heading are a framework in which environmental influenceare categorized into six main types: political, economic, socio-cultural, technological, environmental and legal.1.P: political forces, as the political arena has a huge influence upon the regulationof business and the spending of consumers and other businesses. The politicalis including government stability, taxation policy, social welfare policies and thetrade regulations.In our case of J D Wetherspoon plc, the Monopolies and Mergers Commission take aruling about broken the ‘ tied house ’ system, this ruling limited the brewer selling the beer and brewing the beer at same time. And the government pays attention for the disadvantage.2.E: economic forces, as the state of a trading economy in the short-term and long-term influence the wealth of a population. The economic is including interestrates, inflation, and disposable income and product seasonality and so on.About the J D Wetherspoon plc, in the start of twenty first century, J D Wetherspoonwas facing much more competition. The retail licensing marking had adapted to the changes in the ‘ tied house ’ system and other retail pub chains likeInnsRegeandtPunch Taverns had been developing their businesses.And the supermarket beganselling drinks also have influence on the company.3.S: socio-cultural forces. Such as religion and demographics impact uponproduct design and spending by consumers. It includes lifestyle trends,education level, population demographics and social responsbilityIn the case, people more and more carefully to take attention on their health, sothey began to reduce the wine drinking. Then J D Wetherspon plc develops a kindof low ethanol wine.4.T: technological forces, such as information technology influences productionmethods, and transportation influences market penetration and product costs. Itwill include speed of introduction of new technologies,innovations/developments and consumer buying options and so on.In the case, with the technological develop; the beer can be bottled and selling inthe market. Because of this, people aren need’t to drink beer only in the pubs. Thiscan decrease the sell share of the J D Wetherspoon.5.L: legal forces, such as product safety influences design, and trading practicesinfluence how businesses conduct themselves in the market. It may include likeemployment law, healthy and safety, company law and consumer protectionand so on.In the case, the government issued policies to limit the wine drinking, and theMonopolies and Mergers Commission take a ruling about broken the ‘ tiedhouse’system, this ruling limited the brewer selling the beer and brewing the beer at sametime. All of this legal force could have influence on J D Wetherspoon.(b).The analysis of the organization internal’s and external strategic environment isreferred to as a SWOT analysis. SWOT is an acronym for strengths, weakness,opportunities and threats. The SWOT analysis is a very popular tool with managersbecause it is quick and easy to learn.SWOT analysis for J D WethersponInternal Strength:Weaknesses:1.Staff. 1.Food.2.Good service and 2.Service for children.environment.External Opportunities:Threats:1.Different pub brand. 1.Other pubs compete.2.Developing budget hotel. ernment policy.S: in the case, J D Wetherspoon claimed that people are its best asset. 20% of senior managers began as bar staff or cleaners. The company provide lifelong training andadopt he staff suggestion, and communicate with them, J D Wetherspoon providequiet environment and the service are always satisfied the consumer demand, all ofthese can protect the company develop well.W: the food in pubs of J D Wetherspoon, it supports complimentary crisps withbaguettes, this kind is bad for customers’ health and it didn’ t distinguish the h degree, this might cause customer’ s discontented for the J D Wetherspoon. It alsodoesn’ t have children ’ s meals. This will let the customers ofunconvenient,adultand it may because the children are hurt. All of these can loss the customers.O:J D Wetherspoon is managing he pub style as ‘ quiet But’. now, it acquired the Lloyds pub chain, J D Wetherspoon develop it as another style. This kind of pubmusic dazed outlets with a much stronger entertainment element and show TVprograms, this can attract much more customers. The company also begundeveloping budget hotel, this can develop another market and increase the profitof J D Wetherspoon.T:J D Wetherspoon faced many computers, like Regent Inns, Punch Taverns and the supermarket. They will strive the share of market and the customer. Thegovernment policy also influences it. Like the limit of brewing and drink beer inthe century of the city, this also can decrease the share of J D Wetherspoon.(c).Through a SWOT analysis an organization can assess its current position and makecomparisons with competitors in order to plan activities and resources appropriately.It is the first stage of planning and helps managers to focus on key issues. It isimportant remember when carrying out a SWOT analysis that it is not absolute.Simple rules for successful SWOT analysis like next:Be realistic about the strengths and weaknesses of the organization.Analysis should distinguish between where your organization is today, andwhere be in the future.Be specific. Avoid grey areas.Always analysis in relation to the competition.Keep your SWOT short and simple. Avoid complexity and over-analysis.SWOT analysis is a kind of subjective and short term in its nature, so it can ’ t use analysis long-term situation.For example, when you analysis the opportunities, you can think about: where arethe good opportunities available to our organization？Section 2:(a).1. Organizational culture is difficult to define precisely. A simple description is that itis a system of shared meaning between members of an organization or ‘ the way we d things here ’ . It acts as the social glue which holds the organization togetherResearch.shows that the culture of an organization can significantly affect the way in which thecompany operates, particularly in terms of its effectiveness. Shared values becomeembodied in the organization ’ s ideology or philosophy and act as a quite tor behavi andways of dealing with anxiety.In J D Wetherspoon pubs, it says that people are its best asset. The company issatisfied the staff, so this is its organizational culture. It has a flexible training policywhich enables people from all kinds of different backgrounds to join the company. Itis committed to lifelong training and it provides staff with opportunities to gainrelevant qualifications such as those offered by the British Institute of Innkeeping,20% of senior managers began as bar staff or cleaners.2.Basic assumptions at a very fundamental, almost subconscious, level tellemployees how to perceive, think and feel about things. These are the elements ofculture are unseen and not openly identified in the day-to-day interactions of themembers of the organization. Culture elements at this level exist as‘ unspokenrules ’and are rarely discussed within the organization. They direct theway events and actions are perceived and interpreted by the organization.In the case, J D Wetherspoon create a quarter of the space in each establishmentis non-smoking.(b).A kind of recognized model of organizational culture is Terrence Deal and AllanKennedy. It is based on how quickly organizations receive or strategies and the level ofrisk that they take. Deal and Kennedy stated that these two factors gave rise to fourgeneric types of cultures, which they called tough guy/macho culture, work hard/playhard culture, bet-the-company culture and process culture. Through the case, we canknow Tim Martin is a ‘ big man ’ in his company; he manages the company with his mindand idea, it company is include by the food industry, all the staff work hard every day, andthen they will have a holiday for several days. So J D Wetherspoon issuit the tough work hard/pay hard culture.The work hard/pay hard culture ’ s core valuekeepingis good customer service. In thecase,the company has a‘ lifestyle guarantee’ which aims to give managers time for alife outside work. Another key aspect of the company’ s operation is vement‘involand communication ’Staffs. are kept in touch with weekly newsletters, a monthlycompany video and by publicizing the minutes of Board meetings. The companyalways pays highly attention to the staff and the customers, and the information ’ s high-speed recreation, and the company also does these suggestions quickly. (c).Culture is something every organization has, but it is not a concrete entity. The cultureof an organization impacts upon how that organization reacts to change and it alsoexplains what an organizations stands for. Organizational culture is difficult to defineprecisely. A simple description is that it is a system of shared meaning betweenmembers of an organization or ‘ theway we do things here ’The. founders of theorganization have raditionally had a major impact on the organization’ s early culture. Through the culture and the behaviors, in the company, the company built the pubsenvironment very quiet and let its staff work hard in several days and have a holidayin several days.So, a kind of culture will have a kind of behavior.(d).The other type of Terrence Deal and Allan Kennedy of recognized model oforganizational culture is process culture; it is focus on details and process excellence.However, the stress may come from internal politics and stupidity of the system. Thiskind of culture has slow feedback/reward and low risk. As a food industry, it paysattention on the result about the customers satisfied. So it isn’ t paying much atte on the details and process. If the company becomes the process culture, it will bogdown with how things are done and not with what is to be achieved.Section 3:(a)In the Generic-Strategies---Michael Porter (1990), there are three strategies: costleadership, differentiation and segmentation, niche or focus strategy.1.Cost leadership is a low cost leader---gain competitive advantage from beingable to produce at the lowest cost---‘ costadvantage is the focuses ’the, low costdoesn’meant low price---gain the benefits. It in a broad market scopeenvironment where it has a kind of substitute products and power competition.2.Differentiation is differentiated goods and services satisfy the needs of customers,and the companies can de-sensitize prices and focuses on value-higher price anda better margin. So it needs to incur additional costs in creating its competitiveadvantage. It in a broad market scope environment is in that the customers ’loyalty can help the company limited and reduce new entrants and competitors.3.The segmentation, niche or focus strategy is included cost focus and focusdifferentiation.The cost focus is a form aims at being the lows cost producer in that nicheor segment, it in a narrow market scope environment like low cost than thedifferentiation in a niche.The focus differentiation is a firm creates competitive advantage throughdifferentiation within the niche or segment. Its potential problems are small,specialist niches could disappear in the long term. Its associated environmentis in the narrow market scope, you can use a special product from themajor developed market competitors who have different purposes.(b)In the case, during the1980s and 1990S the company relied on organic growth byacquiring suitable sites and converting them into J D Wetherspoon pubs. And it is developing a style that is quiet, healthy and satisfied environment. In the case, wecan see that it build non-smoking and provide health food to the customers. To itsstaff, the company thinks that people are its best asset. This style is more differentwith others.In our case, all of these we have said, during the 1980s and 1990s, J D Wetherspoon isa pub chain, it has many pubs, the company ’ s aim is to manage the pub to satisfied with the customer, and it is always make its strategy in the pub chain, its all of actionslike provide cheap beer and non-smoking area and so on, which are all of set themain point to its pub manage style.So I advise that the company’ situation is suit Generic-Strategies---Michael Porter (1990), differentiation.From the strategy, J D Wetherspoon gets more benefits; here I only identify four aboutit: the company builds its own style and brand, it has its own customer group, theexpansion about share and scope is growing quickly, and the benefits are more than before.(c)During the 21st century, J D Weterspoon was facing much mire competition, andthrough the government s’policy limited, its develop was decrease and slowly, thenit begain to change its style and acquired others, it serve breakfast and open earlierin the morning, support the family dining area, show televised football and so on.The company also began to manage other area like the hotel.So it suit Generic-Strategies---Michael Porter (1990), segmentation, niche or focus strategy.During the1980s and 1990s, the company relied on organic growth by acquiringsuitable sites and converting them into J D Wetherspoon pubs. In the case, we cansee that it build non-smoking and provide health food to the customers. To its staff, the company thinks that people are its best asset. It is Generic-Strategies---Michael Porter (1990), differentiation.During the 21st century, it also pays attention to the staff, but it try to change its style, manage motel, and the food what has provided.(d)when a company was changing business strategy, it must be considering the factors, so as J D Wetherspoon .Exterior environment: by the start of the twenty first century, because of theretail licensing market had adapt to the changes in the “tied house〞systemand other competitor had been adapted it and developing their business. SoJ D Wetherspoon was facing much more competition. Many othercompetitors run the pub and receive the pay rent, this situation lead tosaturation of the pub market. So J D Wetherspoon needs to change itsbusiness strategy. Policy: during 2002-2004, government allows thesupermarket began selling drinks, particularly premium larger, at loss-leaderprices. This means that the pub can not compare with supermarket in price.On the other hand, government concern about binge drinking and theconsequent ant special behaviors, particularly in city centers. This lead thedecrease of new pub number and shares of J D Wetherspoon. They must tochange to save their company.(e)(f)Key issues in the management of a business strategy like next:Market/industry knowledgeSufficiency of resources and capabilitiesOffering consumers ’a unique value’perceived or realEstablishing a key ’differentiator ’Consistent communication consistentlyManagement must keep change feasibleStructureRecognize the principal causes of strategic change.About the J D Wetherspoon, I will talk about two points:Consistent communication consistently. In the J D Wetherspoon, ‘movement and communication’,staffs are keeping in touch with weekly newsletters, a monthly company video and by publicizing the minutes of broad meeting.And J D Wetherspoon attend to listen to the staff voice, like their suggestions wetherspoon’s ‘listening’policy is based on a system successfully pioneered by the hi-foreteller, richer sounds.Establishing a key ‘differentiator ’.During the development and growth of thecompany, the company provide real ale beers at relatively low prices andcare about child and disable, it build non-smoking area to keep health for thecustomers.Section 4:(a)Because of the two powers about restraining forces and driving forces take effect. The strategy of J D Wetherspoon changed over time. Through two forces of restraining is the force working against desired changes. And the other force of diving is the force of working for desired changes.If the diving force is stronger than restraining force, then the firm will be changing. The leader could compare the two forces, and consider the company need to change or not.Next we will talk about J D Wetherspoon’s driving force and restraining forces.1.Driving forces: The increase competition, many competitors run pubs to rent themoney.Government takes many police like concern about bingedrinking, and thought it is anti-social behaviors.The changing market, the market appears to be over-supplied. 2. Restraining forces: Inertia (habit) of the J D Wetherspoon, like their staff, theyhave habit to their ruler and management. They want thesteady environment of work.Strength of culture in the J D Wetherspoon is very strong, theculture has a strong effect on J D Wetherspoon and its staffand its structure.(b)The big changes from business ethics is a mainly factor in the J D Wetherspoon.In the case, the government concern about binge drinking and think it is an anti-social behaviors, and it is particularly in the city canters. The situation of pub wasn ’tbeen saw to be encouraging brings them bad policing. The event causes a bad effect on J D Wetherspoon.The bad influence on J D Wetherspoon about profit and shares and sales. Tim Martin now as an executive, he had give up his power through daily time. So the business ethics is very important factors for J D Wetherspoon.(c)The role of management of J D Wetherspoon dealing with the changes is like next: Establishing directions: developing a vision of the future often in the distant future, and strategies for producing the changes needed to achieve that vision. During the J D Wetherspoon’s development and grows, the firm sale bear in cheap price, take non-smoking area, provide television program and so on. All of these means J D Wetherspoon adopt the above behavior to reply change. Aligning people:communicating direction in words and deeds to all whose cooperation may be need so as to influence the creation of teams and coalitions that understand the vision and strategies and accept their validity. About the J D Wetherspoon, itcommunicates and knows about customers needs, then changes its business, like breakfast serving in the morning before normal time at 11:00 a.m.Motivating and inspiring: energizing people to overcome major political, bureaucratic and resource barriers to change by satisfying basic, but often unfulfilled, human needs. Monitoring organizing and results, through find the careless to solve the problems. The leader should fide out the difference between J D Wetherspoon and others. It always needs to communication with people, know their needs and solve them, help them to adapt the changes in the company.。