What Is A Global Manager

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BEST OF HBR 1992 What Is a Global Manager? by Christopher A. Bartlett and Sumantra Ghoshal It is hard today to use the vword "globalization" without a certain sense of irony, rueful or otherwise. Riven by ideology, religion, and mistrust, the world seems more fragmented, more at odds, than at anytimesince, arguably, World War II. But however deep the political divisions, business operations continue to span the globe, and executives still have to figure out how to run them efficiently and well. The question that Christopher Bartiett and Sumantra Choshal pose-"What is a global manager?"-seems therefore even more pressing than itdid when their article originally appeared in these pages n years ago. Their answer, too, feels particularly timely. "There is no such thing,"they write,"as a universal global manager." Multinational companies instead require three kinds of specialists-business managers, country managers, and functional managers-and a set of senior executives to nurture the specialists and coordinate their efforts. Bartlett and Ghoshal provide comprehensively researched examples of all four types of managers, exploring the different skills and perspectives they require to succeed. Their article lays out a model for a management structure that balances the local, regional, and global demands placed on companies operating across the world's many borders. If your operations span the globe, you need to develop three very different kinds of managers and then unite them in a common purpose. IN THE EARLY STAGES of its drive ovei- seas, Coming Glass hired an American ex-ambassador to head up its international division. He had excellent contacts in the governments of many nations and could converse in several languages, but he was less familiar with Coming and its businesses. In contrast, ITT decided to set up a massive educational program to "globalize"
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