Management in

Middle Eastern
Countries

BEGIN THE JOURNEY

ECONOMY INCOME.

OIL

MIDDLE EAST
 CUL TUR E

RELIGION
ISLAM (SUNNI-SHIA), JEWISH, CHR ISTIANS ​

MIDDLE EAST
The impact of Islamic religion in the
management field?
• Praying several times per day

• Friday's for prayers

• Ramadan

• Decrease of productivity by 35-50%

• Business hours decrease

• Post pone meetings. decisions

 The spiritual aspect of work

• Principles followed by Allah rather than company's values

• Heavenly calculus

• Equals

• Prohibition of certain activities

 “culture shall be defined as a set of shared values, assumptions and beliefs that
are learnt through membership in a group, and that influence the attitudes and Power distance (90-95)
behaviors of group members.”
high power distance
- Hofstede.G.

Individualism (25)
low individualism

Uncertainty Avoidance (80)

High Uncertainty Avoidance

Masculinity (50-60)
Neutral Masculinity

MIDDLE EAST
W W W. H O F S T E D E - I N S I G H T S . C O M
Internal cross-cultural
interactions 
 Business in the Middle East
no dividing line between personal and professional life

01 02 03 04

Relationships Family ties Trust Honor

Team-oriented
strengthen their personal ties
 Power distance:

Negotiation • Hierarchical order: everyone has a place and needs no further

justification.

etiquette • Centralisation is popular

• Subordinates expect to be told what to do
• Ideal boss is a benevolent autocrat

Decisions are made slowly Decisions: highest-ranked Proposals and contracts

person

Not try to rush the process and Should be kept simple.

Change of lead negotiator,
not use high-pressure sales
negotiations will start over
tactics
 Uncertainty avoidance
Chaotic

Business meetings Don’t follow a strict agenda and

interruptions are normal
• Resistant to change /
unfamiliar situations
• Innovation = resisted
• Security is an important
element in individual
motivation.

Greetings & Meetings:

• Smile and make eye contact

• Advisable to learn a few basic Arabic greetings
• Public displays of affection should be avoided
• After prolonged inquiries about health and family
 Concrete
Examples of
Companies'
adaptation in
Middle Eastern
Countries
MCDONALD'S & IKEA
Concrete examples
McDonald’s in the Middle East
Concrete examples
McDonald’s in the Middle East

• Operates in 119 countries

Concrete examples
McDonald’s in the Middle East

• Operates in 119 countries

• “Be the best place to eat and drink for customers”
Concrete examples
McDonald’s in the Middle East

• Operates in 119 countries

• “Be the best place to eat and drink for customers”
• Offers burgers, sandwiches, salads, beverages, desserts, and salads in their standardized
menus
Concrete examples
McDonald’s in the Middle East

• Operates in 119 countries

• “Be the best place to eat and drink for customers”
• Offers burgers, sandwiches, salads, beverages, desserts, and salads in their standardized
menus
• Tailor their menus to the region or country with their local preferences and tastes
Concrete examples
McDonald’s in the Middle East

• Operates in 119 countries

• “Be the best place to eat and drink for customers”
• Offers burgers, sandwiches, salads, beverages, desserts, and salads in their standardized
menus
• Tailor their menus to the region or country with their local preferences and tastes
• Certified "Halal”
Concrete examples
McDonald’s in the Middle East
Adapted to local preference

• Beef Burgers" rather than • Serves local favorites : shawarma and falafel
"Hamburgers" • During Ramadan : “Iftar Feast”
• Creation of McArabia
Concrete examples
IKEA in the Middle East
Adapted menus & advertisements
Concrete examples
IKEA in the Middle East
Adapted menus & advertisements

• Halal meatballs
• Adapting the menus with local preferences and habits
Concrete examples
IKEA in the Middle East & the Saudi Arabia Catalog Scandal

• 2012
• Erase women from the Catalog
• Scandal all over the world
• Not applying and respecting what they usually
advocate
• Not a gender equality promoting action
Concrete examples
IKEA in the Middle East & the Saudi Arabia Catalog Scandal

• 2012
• Erase women from the Catalog
• Scandal all over the world
• Not applying and respecting what they usually
advocate
• Not a gender equality promoting action

Be careful on how you adapt to different regions without altering your beliefs
Conclusion
 Middle Eastern Organizational
Culture

loyalty

solidarity

security

hierarchy
 Future of Business

RELIGIOUSLY- RELIGIOUS
INFLUENCED? NEUTRALITY?
"Thank you" for your
attention!