Sales Business in Russia. An Analysis of the Russian Market and the Russian Culture

Sales Business in Russia. An Analysis of the Russian Market and the Russian Culture

Author: Alexander Liebschner

Publisher: GRIN Verlag

Published: 2016-11-17

Total Pages: 35

ISBN-13: 3668343217

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Seminar paper from the year 2014 in the subject Business economics - Miscellaneous, grade: 1,0, University of Applied Sciences Leipzig, course: International Strategy and Sales Management, language: English, abstract: The objective of this paper is to inform and sensitise the reader in terms of doing sales business in Russia. The reader shall understand the challenges and opportunities the Russian market has to offer as well as the meaningfulness of regarding the cultural aspects in doing business. Belonging to the rising BRIC states Russia witnessed huge invests of foreign countries within the last years. This does not surprise because this country has enormous potentials: Primary materials, labour force, a large and growing demand of consuming and a great demand of infrastructure and modern industry. Throughout western countries Germany has an advantage in doing business in Russia. Due to history and the geographical situation Germany is traditionally a bit closer to it and there are still people speaking Russian. Anyway some companies fail on the Russian market. The cause of this is often the wrong mindset: A takeover of concepts and approaches from known markets to a new country especially to Russia is very likely to fail. It is a matter of common knowledge that business strategy is based and adapted from military. Instead of the opponent there is the business partner. Fight is the competition on the market for customers. Thus the author refers to a famous quote describing the intention of the current paper. Sun Tzu, the well-known general, strategist and philosopher of ancient China announced: “If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat.” The author applies the following methodology: In the first part the development of the Russian market within the last years is stated. Risks and opportunities are evaluated as a requirement to elaborate the possibilities how to do sales business in Russia within the following part. Each of the two parts are supported by a current case example of German Companies which entered the Russian market. Thereafter the focus is set on cultural aspects. The author approaches the topic by using cultural dimensions of the scientists Geert Hofstede and Edward T. Hall. In the last chapter the gathered knowledge is transformed and concluded to recommendations for doing sales business in Russia.


Book Synopsis Sales Business in Russia. An Analysis of the Russian Market and the Russian Culture by : Alexander Liebschner

Download or read book Sales Business in Russia. An Analysis of the Russian Market and the Russian Culture written by Alexander Liebschner and published by GRIN Verlag. This book was released on 2016-11-17 with total page 35 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2014 in the subject Business economics - Miscellaneous, grade: 1,0, University of Applied Sciences Leipzig, course: International Strategy and Sales Management, language: English, abstract: The objective of this paper is to inform and sensitise the reader in terms of doing sales business in Russia. The reader shall understand the challenges and opportunities the Russian market has to offer as well as the meaningfulness of regarding the cultural aspects in doing business. Belonging to the rising BRIC states Russia witnessed huge invests of foreign countries within the last years. This does not surprise because this country has enormous potentials: Primary materials, labour force, a large and growing demand of consuming and a great demand of infrastructure and modern industry. Throughout western countries Germany has an advantage in doing business in Russia. Due to history and the geographical situation Germany is traditionally a bit closer to it and there are still people speaking Russian. Anyway some companies fail on the Russian market. The cause of this is often the wrong mindset: A takeover of concepts and approaches from known markets to a new country especially to Russia is very likely to fail. It is a matter of common knowledge that business strategy is based and adapted from military. Instead of the opponent there is the business partner. Fight is the competition on the market for customers. Thus the author refers to a famous quote describing the intention of the current paper. Sun Tzu, the well-known general, strategist and philosopher of ancient China announced: “If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat.” The author applies the following methodology: In the first part the development of the Russian market within the last years is stated. Risks and opportunities are evaluated as a requirement to elaborate the possibilities how to do sales business in Russia within the following part. Each of the two parts are supported by a current case example of German Companies which entered the Russian market. Thereafter the focus is set on cultural aspects. The author approaches the topic by using cultural dimensions of the scientists Geert Hofstede and Edward T. Hall. In the last chapter the gathered knowledge is transformed and concluded to recommendations for doing sales business in Russia.

Cultural Dimensions of Business in Russia

Cultural Dimensions of Business in Russia

Author: Hakime Isik-Vanelli

Publisher: GRIN Verlag

Published: 2004-07-05

Total Pages: 34

ISBN-13: 3638288080

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Seminar paper from the year 2003 in the subject Business economics - Business Management, Corporate Governance, grade: Distinction, Bond University Australia, language: English, abstract: Abstract "Communism was based on everyone being the same. Being different was a threat. Right now, Russian society is going through the painful process of reforming itself, and ridding itself of old ways of thinking. Although differences are officially allowed by the authorities great animosity still exists towards anything or anybody that is not average." Marina Tyanhelkova, International Republican Institute Background to the Russian people The Czarist and Communist regimes have suppressed people’s desire to work individually under personal initiative. During the restructuring period (perestroika), the Soviet Communist value system was redefined, but the pace of the restructuring has been very slow. Western values of individualism and profit maximisation are adapted to gradually, however many Russians, especially older Russians, have difficulty in adapting to a Western outlook on life. The older generation is generally pessimistic and does not have faith in a better future life, whereas younger urban Russians are more open to a Western lifestyle. Currently, Russia is going through a profound period of change to replace the values of Communism with those of democracy and a free-market economy. Visitors to Russia may find that many Russians are still unfamiliar with, or misinformed about, concepts that form the basis of Western business culture. It may be necessary to explain and persuade Russian counterparts to accept ideas such as motivation, fair play, individual accountability and reward, profit and loss, turnover, proprietary rights, good will, or public relations. However, these terms should only be used with tact and caution. One consideration to keep in mind is the widespread ‘assumption’ by Westerners that Russia is a very ‘European’ country. Discussions with several Russians have indicated that there is an affinity with Asia, and this should be kept in mind when assuming that Russia will converge to act more like North Americans or Europeans over time. Russians themselves often distinguish between Russia as a country and Moscow and Saint Petersburg as the most technologically and economically advanced cities in Russia. These two cities are relatively modern, meeting Western standards, and have experienced large-scale foreign direct investment in the past decade.


Book Synopsis Cultural Dimensions of Business in Russia by : Hakime Isik-Vanelli

Download or read book Cultural Dimensions of Business in Russia written by Hakime Isik-Vanelli and published by GRIN Verlag. This book was released on 2004-07-05 with total page 34 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2003 in the subject Business economics - Business Management, Corporate Governance, grade: Distinction, Bond University Australia, language: English, abstract: Abstract "Communism was based on everyone being the same. Being different was a threat. Right now, Russian society is going through the painful process of reforming itself, and ridding itself of old ways of thinking. Although differences are officially allowed by the authorities great animosity still exists towards anything or anybody that is not average." Marina Tyanhelkova, International Republican Institute Background to the Russian people The Czarist and Communist regimes have suppressed people’s desire to work individually under personal initiative. During the restructuring period (perestroika), the Soviet Communist value system was redefined, but the pace of the restructuring has been very slow. Western values of individualism and profit maximisation are adapted to gradually, however many Russians, especially older Russians, have difficulty in adapting to a Western outlook on life. The older generation is generally pessimistic and does not have faith in a better future life, whereas younger urban Russians are more open to a Western lifestyle. Currently, Russia is going through a profound period of change to replace the values of Communism with those of democracy and a free-market economy. Visitors to Russia may find that many Russians are still unfamiliar with, or misinformed about, concepts that form the basis of Western business culture. It may be necessary to explain and persuade Russian counterparts to accept ideas such as motivation, fair play, individual accountability and reward, profit and loss, turnover, proprietary rights, good will, or public relations. However, these terms should only be used with tact and caution. One consideration to keep in mind is the widespread ‘assumption’ by Westerners that Russia is a very ‘European’ country. Discussions with several Russians have indicated that there is an affinity with Asia, and this should be kept in mind when assuming that Russia will converge to act more like North Americans or Europeans over time. Russians themselves often distinguish between Russia as a country and Moscow and Saint Petersburg as the most technologically and economically advanced cities in Russia. These two cities are relatively modern, meeting Western standards, and have experienced large-scale foreign direct investment in the past decade.

Doing Business in Russia, Volume I

Doing Business in Russia, Volume I

Author: Anatoly Zhuplev

Publisher: Business Expert Press

Published: 2016-12-26

Total Pages: 118

ISBN-13: 163157129X

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Russia is a major economy and important power in the global political-economic landscape. Following the dissolution of the USSR, Russia has become a premier global marketplace despite remaining enigmatic and challenging. The book serves as a concise guide in understanding Russia from an international business perspective. It explores strategic issues, drivers, constraints, costs, and risks of international expansion and includes analytical tools, practical applications, sources of information, and assistance in international business research. These are supplemented by analysis of Russia’s macro-economic profile, drivers, strategic strengths and weaknesses in the comparative context, including its international market attractiveness and opportunities for U.S. companies. The book examines Russia’s main industries, their profiles, trends and business attractiveness, trends, and marketing strategies. The discussion of Russia’s regions covers regional subdivisions and economic profiles with the focus on Moscow, the leading economic region. The book also covers the drivers and trends of the Russian small business sector and entrepreneurial business venturing. Despite the onslaught of capitalism, Russia retains its relationship-driven culture. The book provides insights by evaluating the determinants of Russian culture, its national profile in major global cross-cultural studies, and practical cultural applications in business, negotiations, and communications. The book’s pedagogy includes skill development exercises and cases on doing business in Russia.


Book Synopsis Doing Business in Russia, Volume I by : Anatoly Zhuplev

Download or read book Doing Business in Russia, Volume I written by Anatoly Zhuplev and published by Business Expert Press. This book was released on 2016-12-26 with total page 118 pages. Available in PDF, EPUB and Kindle. Book excerpt: Russia is a major economy and important power in the global political-economic landscape. Following the dissolution of the USSR, Russia has become a premier global marketplace despite remaining enigmatic and challenging. The book serves as a concise guide in understanding Russia from an international business perspective. It explores strategic issues, drivers, constraints, costs, and risks of international expansion and includes analytical tools, practical applications, sources of information, and assistance in international business research. These are supplemented by analysis of Russia’s macro-economic profile, drivers, strategic strengths and weaknesses in the comparative context, including its international market attractiveness and opportunities for U.S. companies. The book examines Russia’s main industries, their profiles, trends and business attractiveness, trends, and marketing strategies. The discussion of Russia’s regions covers regional subdivisions and economic profiles with the focus on Moscow, the leading economic region. The book also covers the drivers and trends of the Russian small business sector and entrepreneurial business venturing. Despite the onslaught of capitalism, Russia retains its relationship-driven culture. The book provides insights by evaluating the determinants of Russian culture, its national profile in major global cross-cultural studies, and practical cultural applications in business, negotiations, and communications. The book’s pedagogy includes skill development exercises and cases on doing business in Russia.

Doing Business in Russia, Volume II

Doing Business in Russia, Volume II

Author: Anatoly Zhuplev

Publisher: Business Expert Press

Published: 2016-12-26

Total Pages: 254

ISBN-13: 1631576798

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Russia is a major economy and important power in the global political-economic landscape. Following the dissolution of the USSR, Russia has become a premier global marketplace despite remaining enigmatic and challenging. The book serves as a concise guide in understanding Russia from an international business perspective. It explores strategic issues, drivers, constraints, costs, and risks of international expansion and includes analytical tools, practical applications, sources of information, and assistance in international business research. These are supplemented by analysis of Russia’s macro-economic profile, drivers, strategic strengths and weaknesses in the comparative context, including its international market attractiveness and opportunities for U.S. companies. The book examines Russia’s main industries, their profiles, trends and business attractiveness, trends, and marketing strategies. The discussion of Russia’s regions covers regional subdivisions and economic profiles with the focus on Moscow, the leading economic region. The book also covers the drivers and trends of the Russian small business sector and entrepreneurial business venturing. Despite the onslaught of capitalism, Russia retains its relationship-driven culture. The book provides insights by evaluating the determinants of Russian culture, its national profile in major global cross-cultural studies, and practical cultural applications in business, negotiations, and communications. The book’s pedagogy includes skill development exercises and cases on doing business in Russia.


Book Synopsis Doing Business in Russia, Volume II by : Anatoly Zhuplev

Download or read book Doing Business in Russia, Volume II written by Anatoly Zhuplev and published by Business Expert Press. This book was released on 2016-12-26 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: Russia is a major economy and important power in the global political-economic landscape. Following the dissolution of the USSR, Russia has become a premier global marketplace despite remaining enigmatic and challenging. The book serves as a concise guide in understanding Russia from an international business perspective. It explores strategic issues, drivers, constraints, costs, and risks of international expansion and includes analytical tools, practical applications, sources of information, and assistance in international business research. These are supplemented by analysis of Russia’s macro-economic profile, drivers, strategic strengths and weaknesses in the comparative context, including its international market attractiveness and opportunities for U.S. companies. The book examines Russia’s main industries, their profiles, trends and business attractiveness, trends, and marketing strategies. The discussion of Russia’s regions covers regional subdivisions and economic profiles with the focus on Moscow, the leading economic region. The book also covers the drivers and trends of the Russian small business sector and entrepreneurial business venturing. Despite the onslaught of capitalism, Russia retains its relationship-driven culture. The book provides insights by evaluating the determinants of Russian culture, its national profile in major global cross-cultural studies, and practical cultural applications in business, negotiations, and communications. The book’s pedagogy includes skill development exercises and cases on doing business in Russia.

Russia Business

Russia Business

Author: Olga Medinskaya

Publisher:

Published: 2021

Total Pages: 0

ISBN-13: 9783030646141

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A comprehensive guide in a compact format on doing business in Russia. This book contains everything business-minded individuals need to know, using practical information and numerous tips to succeed in Russia. 'Russia Business' discusses the economy, highlights the challenges Russia would face after the Coronavirus crisis, and covers key societal topics. In addition, it gives a greater insight into the work culture, business regulation and provides first-hand advice on how to manage a business in Russia. This book covers topics of interest to business professionals looking to enter the Russian market, to grow their Russian operations, and to all managers who intend to update their knowledge about Russia in relevant business areas.


Book Synopsis Russia Business by : Olga Medinskaya

Download or read book Russia Business written by Olga Medinskaya and published by . This book was released on 2021 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: A comprehensive guide in a compact format on doing business in Russia. This book contains everything business-minded individuals need to know, using practical information and numerous tips to succeed in Russia. 'Russia Business' discusses the economy, highlights the challenges Russia would face after the Coronavirus crisis, and covers key societal topics. In addition, it gives a greater insight into the work culture, business regulation and provides first-hand advice on how to manage a business in Russia. This book covers topics of interest to business professionals looking to enter the Russian market, to grow their Russian operations, and to all managers who intend to update their knowledge about Russia in relevant business areas.

Mother Russia

Mother Russia

Author: Joanna Hubbs

Publisher: Indiana University Press

Published: 1993-09-22

Total Pages: 326

ISBN-13: 9780253115782

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"Joanna Hubbs has found the trace of Baba Yaga and the rusalki and Moist Mother Earth and other fascinating feminine myths in Russian culture, and has added richly to the growing interest in popular culture." -- New York Times Book Review "... brave... fascinating... immensely enjoyable... " -- Times Higher Education Supplement "... a stimulating and original study... vivid and readable." -- Russian Review "An immensely stimulating, beautifully written work of scholarship." -- Francine du Plessix Gray "Joanna Hubbs has provided scholars... with a wealth of significant interpretive material to inform if not reform views of both Russian and women's cultures." -- Journal of American Folklore A ground-breaking interpretation of Russian culture from prehistory to the present, dealing with the feminine myth as a central cultural force.


Book Synopsis Mother Russia by : Joanna Hubbs

Download or read book Mother Russia written by Joanna Hubbs and published by Indiana University Press. This book was released on 1993-09-22 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Joanna Hubbs has found the trace of Baba Yaga and the rusalki and Moist Mother Earth and other fascinating feminine myths in Russian culture, and has added richly to the growing interest in popular culture." -- New York Times Book Review "... brave... fascinating... immensely enjoyable... " -- Times Higher Education Supplement "... a stimulating and original study... vivid and readable." -- Russian Review "An immensely stimulating, beautifully written work of scholarship." -- Francine du Plessix Gray "Joanna Hubbs has provided scholars... with a wealth of significant interpretive material to inform if not reform views of both Russian and women's cultures." -- Journal of American Folklore A ground-breaking interpretation of Russian culture from prehistory to the present, dealing with the feminine myth as a central cultural force.

How to Profit from the Coming Russian Boom

How to Profit from the Coming Russian Boom

Author: Richard Poe

Publisher: McGraw-Hill Companies

Published: 1995

Total Pages: 340

ISBN-13: 9780070504554

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Includes a directory of prime Russian business contacts, guidance and insider tips on everything from the national mind-all to ever-changing bureaucracies. Projections from top economists and business-leaders of Russia's hottest industries, markets and regions. Candid advice on Russian culture and etiquette.


Book Synopsis How to Profit from the Coming Russian Boom by : Richard Poe

Download or read book How to Profit from the Coming Russian Boom written by Richard Poe and published by McGraw-Hill Companies. This book was released on 1995 with total page 340 pages. Available in PDF, EPUB and Kindle. Book excerpt: Includes a directory of prime Russian business contacts, guidance and insider tips on everything from the national mind-all to ever-changing bureaucracies. Projections from top economists and business-leaders of Russia's hottest industries, markets and regions. Candid advice on Russian culture and etiquette.

Culture of Russia

Culture of Russia

Author: T. O. M. GROOMS

Publisher:

Published: 2020-01-30

Total Pages: 171

ISBN-13: 9781687323439

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Best book of the Russian series. | This is a must read for entrepreneurs, executives, diplomatic corps, corporations, manufacturers, military and historians about Russia before travel and business engagements. | tomgrooms.com | Written by the Father of Market Intelligence |This book serves as a valuable reference and historical record.


Book Synopsis Culture of Russia by : T. O. M. GROOMS

Download or read book Culture of Russia written by T. O. M. GROOMS and published by . This book was released on 2020-01-30 with total page 171 pages. Available in PDF, EPUB and Kindle. Book excerpt: Best book of the Russian series. | This is a must read for entrepreneurs, executives, diplomatic corps, corporations, manufacturers, military and historians about Russia before travel and business engagements. | tomgrooms.com | Written by the Father of Market Intelligence |This book serves as a valuable reference and historical record.

Selling to the Masses

Selling to the Masses

Author: Marjorie L. Hilton

Publisher: University of Pittsburgh Pre

Published: 2012-01-08

Total Pages: 352

ISBN-13: 0822977486

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In Selling to the Masses, Marjorie L. Hilton presents a captivating history of consumer culture in Russia from the 1880s to the early 1930s. She highlights the critical role of consumerism as a vehicle for shaping class and gender identities, modernity, urbanism, and as a mechanism of state power in the transition from tsarist autocracy to Soviet socialism. Beginning in the late nineteenth century, Russia witnessed a rise in mass production, consumer goods, advertising, and new retail venues such as arcades and department stores. These mirrored similar developments in other European countries and reflected a growing quest for leisure activities, luxuries, and a modern lifestyle. As Hilton reveals, retail commerce played a major role in developing Russian public culture—it affected celebrations of religious holidays, engaged diverse groups of individuals, defined behaviors and rituals of city life, inspired new interpretations of masculinity and femininity, and became a visible symbol of state influence and provision. Through monarchies, revolution, civil war, and monumental changes in the political sphere, Russia's distinctive culture of consumption was contested and recreated. Leaders of all stripes continued to look to the "commerce of exchange" as a key element in appealing to the masses, garnering political support, and promoting a modern nation. Hilton follows the evolution of retailing and retailers alike, from crude outdoor stalls to elite establishments; through the competition of private versus state-run stores during the NEP; and finally to a system of total state control, indifferent workers, rationing, and shortages under a consolidating Stalinist state.


Book Synopsis Selling to the Masses by : Marjorie L. Hilton

Download or read book Selling to the Masses written by Marjorie L. Hilton and published by University of Pittsburgh Pre. This book was released on 2012-01-08 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Selling to the Masses, Marjorie L. Hilton presents a captivating history of consumer culture in Russia from the 1880s to the early 1930s. She highlights the critical role of consumerism as a vehicle for shaping class and gender identities, modernity, urbanism, and as a mechanism of state power in the transition from tsarist autocracy to Soviet socialism. Beginning in the late nineteenth century, Russia witnessed a rise in mass production, consumer goods, advertising, and new retail venues such as arcades and department stores. These mirrored similar developments in other European countries and reflected a growing quest for leisure activities, luxuries, and a modern lifestyle. As Hilton reveals, retail commerce played a major role in developing Russian public culture—it affected celebrations of religious holidays, engaged diverse groups of individuals, defined behaviors and rituals of city life, inspired new interpretations of masculinity and femininity, and became a visible symbol of state influence and provision. Through monarchies, revolution, civil war, and monumental changes in the political sphere, Russia's distinctive culture of consumption was contested and recreated. Leaders of all stripes continued to look to the "commerce of exchange" as a key element in appealing to the masses, garnering political support, and promoting a modern nation. Hilton follows the evolution of retailing and retailers alike, from crude outdoor stalls to elite establishments; through the competition of private versus state-run stores during the NEP; and finally to a system of total state control, indifferent workers, rationing, and shortages under a consolidating Stalinist state.

Business between Germans and Russians

Business between Germans and Russians

Author: Judith Blaß

Publisher: GRIN Verlag

Published: 2009-07-30

Total Pages: 10

ISBN-13: 3640387872

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Seminar paper from the year 2009 in the subject Business economics - Miscellaneous, grade: 1,7, Furtwangen University; Villingen-Schwenningen, language: English, abstract: With this paper I want to provide an understanding of the cultural differences of Germans and Russians in terms of doing business together. Germany is the most important foreign trade partner for Russia and the business relation is forecasted to remain attractive for both parties. (www.auswertiges-amt.de) If managers from different cultures do business together, it is very important to be aware of the cultural differences when conducting business abroad to understand the business partners better. Culture is “something (...) that shapes behavior, or ... structures one’s perception of the world.” (Nancy J. Adler, International Dimensions of Organizational Behaviour, p.54; 2008) There are many aspects to look at, if you compare the German and the Russian culture. I used the cultural dimensions developed by Geert Hofstede and chose three dimensions, which I think are most relevant in this context, to point out cultural differences between Germans and Russians. This paper will first look at the differences in power distance of both countries. Then it goes on with the effects of the different scores in masculinity. The third dimension covered in this paper is uncertainty avoidance. It is to mention that Hofstede has not published any large-scale empirical studies for Russia, but he provided estimates.


Book Synopsis Business between Germans and Russians by : Judith Blaß

Download or read book Business between Germans and Russians written by Judith Blaß and published by GRIN Verlag. This book was released on 2009-07-30 with total page 10 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2009 in the subject Business economics - Miscellaneous, grade: 1,7, Furtwangen University; Villingen-Schwenningen, language: English, abstract: With this paper I want to provide an understanding of the cultural differences of Germans and Russians in terms of doing business together. Germany is the most important foreign trade partner for Russia and the business relation is forecasted to remain attractive for both parties. (www.auswertiges-amt.de) If managers from different cultures do business together, it is very important to be aware of the cultural differences when conducting business abroad to understand the business partners better. Culture is “something (...) that shapes behavior, or ... structures one’s perception of the world.” (Nancy J. Adler, International Dimensions of Organizational Behaviour, p.54; 2008) There are many aspects to look at, if you compare the German and the Russian culture. I used the cultural dimensions developed by Geert Hofstede and chose three dimensions, which I think are most relevant in this context, to point out cultural differences between Germans and Russians. This paper will first look at the differences in power distance of both countries. Then it goes on with the effects of the different scores in masculinity. The third dimension covered in this paper is uncertainty avoidance. It is to mention that Hofstede has not published any large-scale empirical studies for Russia, but he provided estimates.