Business Culture in

ITALY

Afrasinei Dorinela
 The Fundamental Principles of
Business Culture in Italy
 Italian business culture is very relationship oriented: Italians
are known for their sense of family and this approach has
been taken into the business realm. The ability to
communicate, using the right language and the right
gestures, is very important.
 Italian companies tend to have a pyramidal hierarchy. The
decision-making process is generally centralised, with
the persons positioned in the upper levels of the pyramid
making the final decisions. Smaller businesses and start-
ups may also opt for a flat hierarchy. In family-owned
companies – even those of larger size – the decision-
making power is concentrated in the hands of the family
members. Power and age are respected.
 First contact in
business

 Usually the first contact with an Italian business

partner should be formal, either by e-mail, a
phone call or a fax or letter.

 In any case, it can be very useful to be introduced

by somebody who knows you already, as
Italians often prefer to do business with people
they know and trust. After the first contact,
Italians generally like to do business on a face-
to-face basis rather than by phone, fax or e-mail.
 Punctuality
 Punctuality is not a priority for Italians. Be patient and be
prepared for some delay when you start working with
a new Italian partner. In particular, do not take a small
delay as a sign of lack of respect.

 As a general guideline, work plans are often not taken
too strictly, so that some flexibility can be built into a
deadline. Where a deadline must be firmly met, be
sure to make it very clear to your Italian partner.

 Business dress code

 First impressions are really important in Italy so it is

advisable to pay attention to the dress code, as it
may represent your lifestyle, your status and your
skills.
 Generally, men should wear dark coloured,
conservative business suits, while women should
wear either business suits or conservative dresses.
 Elegant accessories are equally important for men
and women. Nevertheless, more and more
companies are adopting a smart-casual dress code.
Business Cards

Gift giving

 In Italian business culture, gift giving is not

particularly common; only after a tried
and trusted familiar relationship has been
established, might it appear natural to give
a small and not obviously expensive gift
as a sign of friendship.

 A small gift may also be appropriate as a
token of appreciation for Italian
hospitality. In such a case, the choice of
gift may include liquors, delicacies or
crafts from the visitors’ country.

 Business
Cards
 There is no specific protocol for the exchange of
business cards, though usually they are exchanged
at the beginning of the meeting. Looking closely
at the other party’s business card before putting it
in your card holder is seen as a sign of respect.

 It is advisable to have your card translated into
Italian. Business cards should always include your
title as well as your graduate degree (if any).