Impact of national culture in foreign military sales programs: a case study of the Swiss and Finnish F/A - 18 foreign military sales

摘要

This thesis is a case study of the impact of the national cultures of buying nations on Foreign Military Sales (FMS) programs. The sales of the F/A-18 fighter aircraft to Switzerland and Finland are specifically evaluated. The issues brought forth in this study will demonstrate the necessity for those employees who interact with people from foreign cultures to ensure that they posses adequate training in cross-cultural communications. In an era of declining defense budgets, defense contractors are pursuing foreign buyers vigorously. Increased competition from foreign competitors mandates the need for increased awareness of intercultural differences and improved skills in this area. Cross-cultural communications training opportunities for both Government employees arid contractor personnel are discussed, in addition to reviewing the current status of training received by the personnel assigned to two on-going FMS cases. Proper intercultural communications training will help defense contractors and Government agencies by resulting in more efficient programs with fewer misunderstandings and possibly in lower prices for the Government as a result of increased economies of scale due to the foreign sales. Recommendations for further research are provided.