Cross-national differences in cognitive style: implications for management

An important obstacle to productive working relationships between managers from different countries may be cross-cultural variations in cognitive style. This study examined the traditional dichotomy between the 'intuitive' East and the rational or 'analytic' West. A total of 394 managers from six nations and 360 management students from five nations completed the Cognitive Style Index, a self-report measure of the intuitive-analytic dimension. Reliability coefficients suggested that the properties of the instrument are broadly consistent across cultures. Comparison of mean scores showed that the most intuitive groups were located in the Angle, North European and European Latin slices of Hickson and Pugh's 'culture cake', and the most analytic were in the Developing Countries and Arab categories. On the basis of these findings, it is argued that it may be more fruitful to classify nations in terms of their stage of industrial development rather than the hemisphere in which they are located. Ways of overcoming difficulties in encounters between managers from different cultures may include training in how to identify, respond to and change cognitive styles, and the selection of individuals or management teams whose styles are compatible with those of their foreign counterparts.