RIDING THE WAVES OF COMMERCE - A TEST OF TROMPENAARS MODEL OF NATIONAL CULTURE DIFFERENCES

Trompenaars (1993) presents a seven-dimensional model of national cult ure differences which he argues is particularly relevant to the conduc t of international business. Data read from his book were treated usin g correlation and factor analysis at the country level. Results indica te that only two dimensions can be clearly confirmed statistically: In dividualism/Achievement and Universalism/Diffuse. Both are correlated with Hofstede's Individualism dimension. The re-analysis raised concer ns about Trompenaars' conclusions and about his methodology. It is arg ued that the theory in the book is not supported by the database. Sugg estions are made on how the database could be validly studied. However , the evident lack of content validity of the instrument used will rem ain a major concern. Copyright (C) 1996 Elsevier Science Ltd.