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CMA Foundation · Fundamentals of Business Laws and Business Communication · Intercultural and International Business Communication

A Mumbai exporter's manager is irritated that a Japanese buyer rarely says a direct 'no' and instead says 'we will consider it carefully'. Which cultural feature explains the buyer's behaviour?

The buyer's indirect refusal reflects high-context communication. In such cultures meaning is conveyed through context, tone and implication rather than explicit words, and open refusal is avoided to preserve harmony. A low-context speaker would instead say 'no' plainly.

  1. ALow-context communication, where meaning lies only in the words spoken
  2. BHigh-context communication, where meaning depends on context and indirect cuesCorrect
  3. CMonochronic time orientation, where one task is done at a time
  4. DIndividualism, where personal goals override group harmony

Explanation

In high-context cultures such as Japan, messages are often implied and harmony is protected by avoiding blunt refusals. Low-context cultures rely on explicit words, so option A is the reverse of the situation. Monochronic time concerns scheduling, not indirect refusal.

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