Persuasion – Page 2 – understand-culture

Buyer‘s Market

The United States has been growing since its birth. Growing in territory, in population, in economic output. For the most part the U.S. has striven for open markets, domestically and internationally. Americans also believe in meritocracy. People should benefit directly from their hard work.

Americans believe in competition. And America has always been a buyer‘s market, with supply outpacing demand. In such an environment, success cannot be attained without active effort to win customers. In America, sales and marketing are critical to success. Simply „building the better mousetrap“ is not enough.

An Amazon.com search on “Buyer’s Market” generates 13,959 results. Book titles include Solution Selling: Creating Buyers in Difficult Selling Markets by Michael T. Bosworth, The New Rules of Marketing and PR: How to Use Social Media, Online Video, Mobile Applications, Blogs, News Releases, and Viral Marketing to Reach Buyers Directly by David Meerman Scott and Buyer Beware: Finding Truth in the Marketplace of Ideas by Janet Parshall. 10.5 percent of native-born Americans between the ages 25 and 64 are employed in the sales industry.

Self-help

Americans pride themselves on being able to work through adversity, solve problems, have a positive and optimistic attitude. Americans believe in the power of motivation and self-motivation.

Self-help is deeply rooted in the American experience. Americans persuade by proposing how things can be done. “When life gives you lemons, make lemonade.”

Coined by Elbert Green Hubbard, an American writer, publisher, artist and philosopher who was one of the most influential forces in American business in the early 20th century.

American Teaching

Perhaps because of the high cost of tuition at American universities, Americans typically view students as customers and schools as businesses. As such, teachers will attempt to cater to the needs of their students – if a certain process doesn’t interest the customers (students), the teacher will change it in order to keep the customers attentive.

During their classes, if American teachers notice that students aren’t paying attention, they will often include several amusing anecdotes that they tell throughout the class to keep their students’ focus.

For example, during a physics class, it would not be uncommon for an American professor to stop the lecture to talk to students about how Herman Weyl (one of the early proponents of group theory) had an affair with Erwin Schrodinger’s (the physicist who’s best known not only for his quantum mechanics equation but also for his potentially dead cat) wife, or how Murray Gell-Mann (who won the 1969 Nobel Prize in physics) was so narcissistic that he once warned his cab driver not to cash his check, because he believed that his signature was worth more than his cab fare had been.

American teachers will also include anecdotal stories from their own lives if these stories have any relevance to the subject matter. For example, if the teacher is describing a discovery made at CERN, he/she might talk about a colleague who worked there.

Eyewitness News

The first eyewitness news program began at KYW-TV in Cleveland, Ohio in 1959. Although this program was called Eyewitness News, it still followed the traditional news format (a news anchor reading the news while looking into a studio camera), until Al Primo became the news director in the early 1960s. Primo, a former anchorman, decided that instead of the typical news format, his news station would rely primarily on visuals, especially film and videotape.

Soon, the new format had spread to more than 200 local television stations across the country, and in 1965 KYW moved from Cleveland to Philadelphia, where Primo formed the first on-camera reporting team. Now, in addition to news anchors, reporters could be seen onscreen.

As the eyewitness format grew in popularity, more developments occurred all over the US. WLS in Chicago began using co-anchors who would chat on air about the news stories, a new style which was known as “happy talk.” At WABC in New York, field reporters appeared on-camera to discuss the stories about which they were reporting.

Eventually eyewitness news became so standard and so popular with the masses that now it is often referred to as “people’s news.” These days, virtually all local television and network stations in the U.S. use some form of eyewitness news, and many countries in Europe and Latin America also use similar news reporting styles.

Trajectory

Germans view the past and the present as two points along a continuum. They establish a Weichen or course, path, trajectory. But not unchangeable. Neither automatic nor preordained.

Although people can affect real, even radical change, the Germans are realistic about the possible range of change. Every path has its past, where it came from. Seldom can people suddenly move in a totally different direction. Seldom do the Germans want to. Seldom are they persuaded when it is proposed.

“No problem“

Cultures which work closely together, at some point, come up with insider jokes about each other. An insider joke is one which just about everyone in the one culture immediately understands. Hopefully, the spirit of these jokes is friendly and good-natured. The Americans have theirs about the Germans. And the Germans have theirs about the Americans.

“No problem” isn’t even a joke, it’s a phrase. More is not necessary, for every German who has experience working with Americans knows what another German means when they speak it: That Americans are often quite naive about a problem, about its seriousness, impact, complexity (from the German perspective).

So when Americans substitute the term ‘opportunity’ for the word ‘problem’, Germans can become a bit nervous. For many problems offer little to no opportunities. They are simply problems. And they need to be dealt with.

Robber Barons

Robber Barons was the name given to exceptionally successful business people in America during the late 19th and early 20th century. Most of the Robber Barons came from humble backgrounds, and started businesses at times when many industries were beginning to grow substantially.

Robber Barons were both admired as people who became rich and powerful, yet hated as monopolists who exploited their workers. In fact, these Barons were able to create such a large divide between rich and poor that Jay Gould, a gold and railroad Baron, once allegedly said “I can hire one-half of the working class to kill the other half.”

In 1890, the Sherman Anti-Trust Act was passed, the first law enacted to limit the exploitation scope of the Robber Barons’ business practies. The Sherman Act outlawed monopolies and anything which unreasonably restricted trade, such as price fixing. Over the following decades, more business regulations were enacted, bringing the reign of the Robber Barons slowly to an end.

A Latin term

Universities – Career Development

Career Development offices at American universities advise on personal branding tactics in order to improve the career prospects of undergraduate, graduate and doctoral students. Yale University, for example, helps students understand how best to use LinkedIn in order to network with contacts and employers.

When uploading a photo, students are advised: “To be mindful of the image you want to project. Be sure that it is appropriate for the audience who will be viewing it.”

The office also recommends that students join Ivy League groups and alumni networks to take advantage of connections with other elite universities. Further, Yale students are advised “to connect with those with whom you share common interests.“

Unfortunate Selling Techniques

In the children’s book series, A Series of Unfortunate Events by Lemony Snicket (the pen name of American Daniel Handler), three recently orphaned children are initially placed in the custody of Mr. Poe, the banker who is in charge of the large fortune that they will inherit when Violet, the eldest, comes of age. Mr. Poe soon finds a distant relative who is willing to adopt the orphans, and the children move in with Count Olaf, their third/fourth cousin several times removed.

As it turns out, Count Olaf is not interested in raising the orphans, but only in stealing their parents’ fortune. After his first failed attempt to steal it, he has to go on the run to avoid the police, and the children are sent to live with a different relative.

Undeterred, Count Olaf will attempt to steal the orphans’ fortune multiple times over the course of the next several books, each time masquerading as a respectable member of the local community. In the first book, he is a count, in the second, he pretends to be a herpetological assistant, in the third, a retired captain, and so on.

Every time that the children discover one of Count Olaf’s disguises, they attempt to elicit the help of their legal guardian and/or the banker Mr. Poe. Even though the orphans point out mistakes in the count’s disguises, Count Olaf is so skilled at selling himself that the adults ignore the mistakes and contradictions in his product (his disguises) until they become extremely obvious.