從亞洲地區的跨文化銷售團隊來看，可見許多不同的挑戰能在來自不同文化背景的人合作途中產生。為了建立高效率和健康的工作環境，識別和理解團隊成員所面對的關鍵性挑戰是必要的。 本論文采用定性研究方式以分析先前蒐集的採訪結果，並使用梅爾(Meyer)的談判地圖來詮釋亞洲銷售團隊的跨文化合作領域。 研究中除了此框架以外，也使用了霍夫斯泰德(Hofstede)的文化維度、霍爾(Hall)的高情境和低情境文化以及其他重要研究概念作為補充。 透過梅爾的八個文化維度即可鎖定許多關鍵的挑戰；例如，團隊如何進行溝通和如何建立彼此間的信任。 研究結果顯示，這些挑戰存在於八個維度中的其中七項，可推測潛在的挑戰屬性極為廣泛，且會阻礙團隊成員的協作過程。

Looking at intercultural Asian sales teams, many varying challenges can occur when people from diversified cultures collaborate. In order to establish an efficient and healthy work environment, key challenges that need to be faced by team members must be identified and understood. A qualitative research design was applied in this thesis to analyze previously conducted interviews and shed the light on the area of intercultural collaboration among Asian sales teams through Meyer’s cultural map. This framework was complemented by Hofstede’s cultural dimensions, Hall’s high- and low-context cultures and other prevalent concepts. By applying Meyer’s 8 dimensions, several key challenges such as how communication takes place or how trust is established were determined as being vital. Findings have shown that key challenges exist in 7 out of 8 dimensions pointing out the wide range of possible arising challenges, inhibiting the collaboration process.

Validation Letter i
Abstract (Chinese) ii
Abstract (English) iii
Table of Figures vii
Table of Tables vii
1 Introduction 1
2 Literature Review 3
2.1 Importance of the Topic 3
2.2 The Culture Map 4
2.2.1 Communicating 4
2.2.2 Evaluating 8
2.2.3 Persuading 10
2.2.4 Leading 10
2.2.5 Deciding 12
2.2.6 Trusting 13
2.2.7 Disagreeing 16
2.2.8 Scheduling 17
2.3 Research Gap 18
3 Research Methodology 20
4 Analysis 23
4.1 Communicating 23
4.2 Evaluating 25
4.3 Leading 26
4.4 Deciding 27
4.5 Trusting 28
4.6 Disagreeing 30
4.7 Scheduling 31
5 Conclusion and Managerial Implications 33
List of References 36
Appendix 40

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