Case 6.1.a.
Waiting in Rome I
Case
Your new responsibility is to expand your company’s sales in southern Europe. You begin your market tour in Rome, where you are to meet your largest Italian customer.
Dottore Renzo Bianchi’s email said he would meet you in the hotel lobby at 19:30 for a drink before going out to dinner at his favorite trattoria. But it is actually 19:50 before Dott. Bianchi finally appears. He approaches with a wide smile, shakes your hand and begins to chat animatedly without any kind of explanation or apology for being so late.
1. What are you going to say to Dottore Bianchi about his tardiness?
2. Explain your reasoning.
Case 6.1.a.
Waiting in Rome I
Solution and Discussion
An experienced salesperson anywhere in the world would know better than to comment on a customer’s lack of punctuality. Even a humorous remark – or obviously looking at one’s watch – may offend a buyer. All over the world business visitors are expected to be on time, especially when he or she is the seller.
In contrast, in polychronic cultures the host customer rarely feels an obligation need to be punctual.