sent on foreign business assignments due to role differences which these men perceive to be unconquerable obstacles. In contrast, my own research (1992, 1993, 1995, 1997, 1998) indicates that women can and are successful in international business, despite the variety of viewpoints they encounter around the world. Specifically, my research has demonstrated that establishing credibility during the initial stages of business is one area that businesswomen find critical to their success.

Establishing Your Credibility

For men, credibility is often derived from their gender and their status in the comp

Researcher, Nancy Adler conducted a monumental study in the mid 1980’s to address myths about women and international business. Her study investigated if commonly held myths about women in international business were true including: women are not interested in International business, women were not willing to travel overseas for a variety of reasons namely family responsibilities and women would not be viewed as credible in overseas business due to the local perception of women. Her study results revealed that many of these false perceptions were indeed myths often held by male managers and HR personnel, and that women were interested and willing to conduct business overseas.

Today many of these same myths still exist despite the dramatic increase of women in business and women owned businesses and women traveling overseas.

Here are some facts published by the U.S. Department of Labor (DOL) (www.dol.gov), The National Association of Women Business Owners (NAWBO) (www.nawbo.org), and the Small Business Administration (SBA) (www.sba.gov), on women in the work force:

• Women account for over 46% of the work force in America and this is expected to increase to 48% by the year 2005.

• Women comprised 43% of employees in American executive, administrative, and managerial occupations in 1995 and this number is growing.

• Businesses owned by women number 8 million in the U.S., and they employ one out of every four workers. They are growing at double the rate of all businesses.

• 33% of women business owners report that they exported in their first or second year of operation and the majority reported that they were successful on their first transaction.

• In 1998 over 23 million Americans traveled overseas and the primary areas of travel were Europe, Asia, Japan and Latin America.

It is no longer just a rumor that women have become major players in the U.S. workforce and in the global business environment. More and more women are traveling overseas to conduct business for their corporations or for their own business ventures.

Despite these significant advances of women in International business we still find commercial guidebooks that suggest that women should not be in International business. Most books in this genre were written by men and either do not address women’s particular issues in international business or, worse, they suggest that women should not even be sent on foreign business assignments due to role differences which these men perceive to be unconquerable obstacles. In contrast, my own research (1992, 1993, 1995, 1997, 1998) indicates that women can and are successful in international business, despite the variety of viewpoints they encounter around the world. Specifically, my research has demonstrated that establishing credibility during the initial stages of business is one area that businesswomen find critical to their success.

Establishing Your Credibility

For men, credibility is often derived from their gender and their status in the comp

d that women were interested and willing to conduct business overseas.

Today many of these same myths still exist despite the dramatic increase of women in business and women owned businesses and women traveling overseas.

Here are some facts published by the U.S. Department of Labor (DOL) (www.dol.gov), The National Association of Women Business Owners (NAWBO) (www.nawbo.org), and the Small Business Administration (SBA) (www.sba.gov), on women in the work force:

• Women account for over 46% of the work force in America and this is expected to increase to 48% by the year 2005.

• Women comprised 43% of employees in American executive, administrative, and managerial occupations in 1995 and this number is growing.

• Businesses owned by women number 8 million in the U.S., and they employ one out of every four workers. They are growing at double the rate of all businesses.

• 33% of women business owners report that they exported in their first or second year of operation and the majority reported that they were successful on their first transaction.

• In 1998 over 23 million Americans traveled overseas and the primary areas of travel were Europe, Asia, Japan and Latin America.

It is no longer just a rumor that women have become major players in the U.S. workforce and in the global business environment. More and more women are traveling overseas to conduct business for their corporations or for their own business ventures.

Despite these significant advances of women in International business we still find commercial guidebooks that suggest that women should not be in International business. Most books in this genre were written by men and either do not address women’s particular issues in international business or, worse, they suggest that women should not even be sent on foreign business assignments due to role differences which these men perceive to be unconquerable obstacles. In contrast, my own research (1992, 1993, 1995, 1997, 1998) indicates that women can and are successful in international business, despite the variety of viewpoints they encounter around the world. Specifically, my research has demonstrated that establishing credibility during the initial stages of business is one area that businesswomen find critical to their success.

Establishing Your Credibility

For men, credibility is often derived from their gender and their status in the comp

comprised 43% of employees in American executive, administrative, and managerial occupations in 1995 and this number is growing.

• Businesses owned by women number 8 million in the U.S., and they employ one out of every four workers. They are growing at double the rate of all businesses.

• 33% of women business owners report that they exported in their first or second year of operation and the majority reported that they were successful on their first transaction.

• In 1998 over 23 million Americans traveled overseas and the primary areas of travel were Europe, Asia, Japan and Latin America.

It is no longer just a rumor that women have become major players in the U.S. workforce and in the global business environment. More and more women are traveling overseas to conduct business for their corporations or for their own business ventures.

Despite these significant advances of women in International business we still find commercial guidebooks that suggest that women should not be in International business. Most books in this genre were written by men and either do not address women’s particular issues in international business or, worse, they suggest that women should not even be sent on foreign business assignments due to role differences which these men perceive to be unconquerable obstacles. In contrast, my own research (1992, 1993, 1995, 1997, 1998) indicates that women can and are successful in international business, despite the variety of viewpoints they encounter around the world. Specifically, my research has demonstrated that establishing credibility during the initial stages of business is one area that businesswomen find critical to their success.

Establishing Your Credibility

For men, credibility is often derived from their gender and their status in the comp

a.

It is no longer just a rumor that women have become major players in the U.S. workforce and in the global business environment. More and more women are traveling overseas to conduct business for their corporations or for their own business ventures.

Despite these significant advances of women in International business we still find commercial guidebooks that suggest that women should not be in International business. Most books in this genre were written by men and either do not address women’s particular issues in international business or, worse, they suggest that women should not even be sent on foreign business assignments due to role differences which these men perceive to be unconquerable obstacles. In contrast, my own research (1992, 1993, 1995, 1997, 1998) indicates that women can and are successful in international business, despite the variety of viewpoints they encounter around the world. Specifically, my research has demonstrated that establishing credibility during the initial stages of business is one area that businesswomen find critical to their success.

Establishing Your Credibility

For men, credibility is often derived from their gender and their status in the comp

sent on foreign business assignments due to role differences which these men perceive to be unconquerable obstacles. In contrast, my own research (1992, 1993, 1995, 1997, 1998) indicates that women can and are successful in international business, despite the variety of viewpoints they encounter around the world. Specifically, my research has demonstrated that establishing credibility during the initial stages of business is one area that businesswomen find critical to their success.

Establishing Your Credibility

For men, credibility is often derived from their gender and their status in the company. For women, credibility is more often derived from their individual skills. Women report that they often have to work extra hard to establish credibility because of their gender.

Some women explain:

When I conduct business in most countries I am consciously aware that my male colleagues have more credibility than I do, just because of gender differences. In most countries women are not expected to have significant positions of authority, so I am frequently viewed in the same way. I am first assumed to be an administrator, not the decision-maker in the group, whereas my male colleague is first viewed as the manager or decision-maker. I feel I have to work doubly hard to establish my credibility before I can effectively conduct business and I’m aware that I need to do this immediately so that the business can start. (Chicago)

When I travel outside the U.S. for the corporate office, I am viewed as foreign first, and female second. However, I feel I am still met with some degree of skepticism as to what my role is and how much authority I have for the corporate office. Due to this, I take extra steps to make sure that the proper introductions are made in advance to limit concerns that men might have about my credibility. (Los Angeles)

As a woman business owner I realize that I am not the norm in many countries. Therefore I have to develop methods by which to establish my self and my company as credible for my foreign business associates. This requires preparation and advance communication about my firm, our success and our viability -- perhaps more than is required for men who run their own firms. (New York)

Here are some pointers for establishing credibility:

• Be visible. Attend and host meetings between your company and your international counterparts whenever possible. International travel is often associated with decision-makers in a firm, so being present adds to your credibility.

• Introductions are important, particularly for women. If you are doing business with a firm for the first time, have yourself introduced by a higher-ranking person in your company who already knows the people with whom you will be dealing.

• If you cannot have someone introduce you, ask a higher-ranking person in your company to send a fax or written correspondence in advance, outlining your title, responsibilities and background.

• Make sure your business card indicates a dist