http://businessculture.org - Find out about business culture in Italy. This guide is part of the Passport to Trade 2.0 project which examined European Business culture in 31 countries looking at business communication, business etiquette, business meeting etiquette, internship and student placements, cost of living, work-life-balance and social media guide.

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businessculture.org
Business Culture
in Italy
http://businessculture.org/southerneurope/business-culture-in-italy/
Content Template
businessculture.org
This project has been funded with support from the European Commission. This
publication reflects the view only of the author, and the Commission cannot be held
responsible for any use which may be made of the information contained therein.
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TABLE
OF
CONTENTS
Business
Culture
in
Italy
............................................................................................................
4
Xenophobia: being a foreigner in Italy .................................................................................................5
International Business in Italy ...............................................................................................................6
General Education ................................................................................................................................6
Educational standards ...........................................................................................................................6
Other Issues such as transportation infrastructure ................................................................................7
Cultural taboos ......................................................................................................................................8
Business
Communication
..........................................................................................................
9
Face-to-face communication .................................................................................................................9
Language Matters .................................................................................................................................9
Business Relationships .........................................................................................................................10
Making contact....................................................................................................................................10
Personal Titles .....................................................................................................................................11
Business
Etiquette
..................................................................................................................
12
Corporate Social Responsibility ..........................................................................................................12
Punctuality ..........................................................................................................................................13
Gift giving ............................................................................................................................................13
Business Dress Code ............................................................................................................................13
Bribery and corruption........................................................................................................................14
Business
Meeting
Etiquette
....................................................................................................
15
Importance of Business Meeting .........................................................................................................15
Business Meeting planning ..................................................................................................................15
Negotiation process .............................................................................................................................16
Meeting protocol .................................................................................................................................16
How to Run a Business Meeting .........................................................................................................17
Follow up letter after meeting with client............................................................................................17
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Business meals .....................................................................................................................................17
Business Meeting tips ..........................................................................................................................19
Internship
and
placement
.......................................................................................................
20
Work experience .................................................................................................................................20
Internship and Placement advice ........................................................................................................20
Social security and European health insurance ..................................................................................20
Safety ...................................................................................................................................................20
Do I need a visa? .................................................................................................................................21
Internship and placement salary .........................................................................................................21
Internship and placement accommodation ........................................................................................21
Cost
of
Living
...........................................................................................................................
22
Money and Banking ............................................................................................................................22
Traveling costs.....................................................................................................................................22
Work-­‐life
Balance
....................................................................................................................
23
National holidays.................................................................................................................................23
Working hours .....................................................................................................................................24
Health insurance .................................................................................................................................24
Social
Media
Guide
.................................................................................................................
26
Search and Social Media Marketing for International Business .........................................................26
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Business
Culture
in
Italy
The following is a very short introduction to Italy. External links at the end of this page
provide you with more in depth information concerning different topics.
The following video gives you an overview of the general facts:
(http://www.youtube.com/watch?feature=player_embedded&v=6BR99GzrVDo)
Italy is a peninsula covering 301,401 km2, and surrounded by the Mediterranean Sea. The
population is about 59,5 million according to Report ISTAT Census 2011. The climate is
mainly Mediterranean: in the north of the country winters are cold and summers are warm. In
Central Regions the climate is milder and in the South and in the islands winters are never
particularly harsh, and Spring and Autumn temperatures are approximately equal to those
reached in the summer in other areas of Italy. Italy is in the time zone of UTC+1, but during
the period from March to October the clock changes to UTC+2.
Over the past 3,000 years Italy has seen many migrations and invasions and has been
influenced by many civilisations including the Etruscans, the Greeks and the Romans. After
the fall of the Roman Empire in AD 476, for many years, Italy remained fragmented into a
large number of city-states. In the Early Modern period, it was annexed to the Spanish
Kingdom, the Austrians and also to Napoleon’s empire. During the restoration period (1815–
1835), there were popular uprisings throughout the peninsula. At the end of this period, the
Italian Wars of Independence began. All this led to the unification of Italy under Victor
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Emmanuel II in 1861 and this status quo continued until 1946 through 20 years of Fascist
Dictatorship until the end of the Second World War, when the Italians opted for a republican
constitution.
Italy jointly with Germany, France, Netherlands, Belgium and Luxembourg founded the
European Economic Community. The Italian Peninsula is divided into 20 Regions; each
divided into Provinces which in turn are divided into Municipalities.
Italy is a Democratic Republic based on a system of civil law. The Chief of State (“Presidente
della Repubblica”) represents national unity and has an important role in the political arena as
a mediator and guarantor. The Prime Minister (“Primo Ministro”) is the head of the
government, being president of the Council of the Ministers (“Consiglio dei Ministri”). Italy
has a bicameral Parliament (“Parlamento”) consisting of the Senate (“Senato della
Repubblica”) and the Chamber of Deputies (“Camera dei Deputati”).
Italy has a diversified industrial economy: the Northern regions are the industrial “engines”
for the Italian economy. The main sectors are: food, textiles, machinery, iron and steel,
clothing, footwear and ceramics. The Southern Regions, on the contrary, are much less
prosperous and there is a clear economic gap between north and south, where the economy is
based on small enterprises mainly agricultural and manufacturing, and the tourism sector (the
south of Italy is incredibly beautiful). There is high unemployment, especially among women
and young people.
The main exports of the south are engineering products, food, especially olive oil, wine,
beverages, textiles and clothing, production machinery, motor vehicles, transport equipment,
chemicals; minerals and nonferrous metals.
Xenophobia:
being
a
foreigner
in
Italy
Italians are very pleasant with foreigners, probably because Italy is a favourite place for
tourists who are often captivated by the country’s history, natural beauty and culture.
For a long time, Italy was a country of emigrants, especially during the last century, when
millions of Italians moved to other European countries (mostly Switzerland, Germany,
Belgium, UK), Latin America, the United States and Australia. Recently, however, Italian
society has been facing racial issues precipitated by the growth of large immigrant
communities, some illegal, from nearby areas in the Balkans (Albania, etc.) and north African
countries as well as from Oriental countries (Chinese, Indian, Philippine communities are
growing in many large Italian cities).
Generally, there are no major prejudices even if subtle forms of racism can be perceived and
the role and rights of immigrants in Italian society (i.e. the right to vote for non-residents,
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annual limitation of migratory flows, etc.) are currently the subject of an extensive political
debate.
International
Business
in
Italy
Cross cultural awareness should improve the potential of having business relations in Italy.
Before starting doing business in Italy, it could be very important to look at the way in which
meetings are conducted and Italian negotiation styles.
General
Education
Education is compulsory for 10 years in the first cycle (primary and lower secondary
education) and the first two years of the second cycle (from 6 to 16 years of age).
Therefore, the last two years from 14 to 16 years of age, can be completed either in upper
secondary schools or within the three-year vocational education and training courses (falling
under the competence of the Regions). Universities are divided into different faculties and
provide a degree (“Laurea”). The former system provided a university degree after four or
five years, eventually followed by a PhD. A new regulation (1999) has introduced three levels
of university degrees: a basic three year degree; a specialist two year degree; and a PhD
degree.
Higher education is completed by a large number of private and public postgraduate courses,
generically called “Master”.
The actual level of qualification and the official ministerial backing of such supplementary
courses have yet to be assessed specifically. The number of people taking advanced secondary
school and University courses is slightly below the OECD average but is constantly
increasing. Education still varies with age and sex, although this gap is being reduced.
IT and foreign language competencies are generally lacking among the older generations but
this situation is improving with the younger generations as IT and foreign language courses
have been compulsorily introduced at all levels, starting with primary schools.
Young people are more interested in travelling abroad and are very interested in European
exchanges. Many Italian students join mobility projects within EU countries, often to
complete their academic studies or to carry out research projects in other European
Universities.
Educational
standards
Over the last twenty years the education system in Italy has seen a series of transformations.
A recent education reform has been implemented from the 1st of September 2010 regarding
the organisation of the High Schools (two categories: Licei and Technical and Professional
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Institutes) and the University system (the presence of an ethics code, amendments to
academic professors and researchers evaluation methodologies and recruitment procedures,
reduction of disciplines, etc).
In September 2009, the Minister of Work, Health and Social Policies jointly with the Minister
of Education, Universities and Research, presented project “Italy 2020”: a plan of action to
support youth employment by integrating learning and working”. The actions are tailored
towards re-launching technical-vocational education, to enhance apprentice contracts and
focus on the need to reform the university offer, by reducing mismatches between demand
and offers of work.
Other
Issues
such
as
transportation
infrastructure
Smoking etiquette. In Italy, smoking in restaurants, bars, offices, factories and any public
place without special non-smoking areas, is illegal. The law is applied quite extensively in
public places and in most offices.
Mobile etiquette. Mobile phones are widely used by Italians of all ages, cultures and social
status to communicate and socialise.
Generally, “mobile etiquette” is based on concepts of courtesy and respect, but it is not
unusual, in public conferences or during business meetings, to hear mobiles ringing. In fact,
the use of mobile phones can be rather intrusive in Italy: conversations can be loud even in
public places (restaurants, public transport, etc. and incoming mobile calls can be given
precedence over a face-to-face conversation.
Religion. Italians are mostly raised as Roman Catholics even if the influence of the Church is
decreasing and large sectors of society are open to civil rights issues (e.g. divorce and
abortion were made legal in the 1970s opposing Catholic principles; artificial insemination
and unconventional families are current issues).
Women. The presence of women in technical and business positions is increasing, although it
is still relatively unusual to find them in the highest position of an organisation. Only 38% of
Italian women under 65 are in the labour market – one of the lowest percentages in Western
Europe. Nonetheless, the Italians are generally not inhibited when working together with the
opposite sex and foreign women can do business in Italy without great difficulty.
Sense of humour. Italians are generally not easily offended and you can criticize them and
joke with them indeed, your sense of humour may well be appreciated by Italians.
Regionalism. Italian regions should be grouped into three “macro-regions”, usually indicated
by: the South, the Centre and the North of the Country. This distinction reflects a series of
linguistic, geographic, and socio-economic regional differences.
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There are many tradition-related differences that exist between Northern and Southern
regions. Some of them make Northern people appear more reserved and Southern people
more open and relationship oriented. From a linguistic point of view, Italy has a large number
of dialects and linguistic inflections that characterise all regions, towns, and even small
villages.
Gestures. Sign language is rich in ”expressions”. Two of the most popular signs you may
see are:
- grouping all fingers’ tips together against the thumb and waving the hand back and
forth is to say “what do you want?” or “what is it ?”;
- pointing the index and little fingers downwards to shape two “horns” is a sign to
protect against bad luck, whereas the “horns” pointed upwards are a sign of
offence.
Cultural
taboos
While it is difficult to pinpoint a specific “taboo”, it should be considered that a number of
topics are sensitive, e.g. politics, the mafia, private family issues, private income.
Also, Italians are usually uncomfortable if their acquaintances start telling graphic jokes.
Finally, even when your host is being explicitly negative about some aspects of the Italian
situation, avoid expressing additional criticism of your own. On the contrary, movies, sport,
arts, travel, fashion etc. can be good topics for discussion.
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Business
Communication
The ability to use the right language and the right gestures when communicating is very
important, especially in Italy. Hand gestures and personal contacts are a feature of Italian
conversations. If you move away or keep your distance, this can be considered unfriendly.
Italians are often guided by their feelings and trust is very important in establishing a good
business relationship. During a meeting, try not to create a sense of urgency since this can
appear rude or a weakness.
You should make small talk and demonstrate your interest in Italian food, art, fashion or
sports.
Face-­‐to-­‐face
communication
According to a popular joke, to stop an Italian talking just block his/her hands. Italians, in
fact, tend to gesture to emphasize their speech. They are also very tactile: upon meeting and
leaving, embraces and “kisses” are common between close friends and relatives.
Eye contact is vital because it is considered to be a sign of interest, openness and frankness.
On the other hand, looking away is not appropriate and would send negative signals.
Business cards can be exchanged at any time during a meeting. Italian business cards
normally contain all important business information including: contact details, business
position, education degree and/or professional titles.
Sometimes, such titles are crossed out when the card is handed over. This is to indicate that a
less formal relationship has been established and the formal title is not required when
addressing your Italian partner.
Language
Matters
The average language competence level of Italians is below EU standards, especially among
the older generation. Currently, English is the most used foreign language. English, French,
and German are frequently spoken in tourist resorts as, in these areas Italians are obliged to
communicate with foreigners in order to conduct their business.
German is widespread in some areas, in particular in the north-east regions. The use of a
professional translator is widespread among businessmen.
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Business
Relationships
Personal relationships. Italians, generally establish relaxed personal relationships, often from
the very first acquaintance. They also tend to be eloquent and curious. Questions about you,
your family and your personal interests are all possible topics of conversation. Be aware,
however, that this does not necessarily mean that you and your business have gained their
trust. In fact, during the earlier contacts, the establishment of trust in a business relationship is
as relevant as the presentation of a business project.
Management structure and style. Italian companies tend to have a pyramidal hierarchy; final
decisions are centralised and taken by the persons positioned in the upper levels of the
pyramid. Employees also have a great respect for their bosses and they tend to look for
consensus with their colleagues.
Meetings are one of the best ways to get a deeper and common understanding of an issue
rather than being the conclusive part of a decision making process. In this sense, meetings are
more analysis-oriented than decision-oriented.
Making
contact
Usually the first contact with an Italian business partner should be formal. You should send an
e mail, make a phone call or send a fax or letter.
The general format you should use is the following:
Name of the Company
Title and name of the person addressed
Name of the street, followed by the number
Post code (5 digits), Name of the city followed by the province abbreviation code
Country
Recently, Italian companies have been using Social Media like LinkedIn in order to promote
their businesses and a lot of contacts have also been initiated throughout this communication
tool.
Please also consider that after the first contact, Italians like to do business on a face-to-face
basis rather than by phone, fax or e-mail.
If you don’t speak Italian, you should indicate this clearly in your letter, e-mail or fax,
indicating the language you feel more confident speaking. Often, Italian businessmen do not
speak English and they are prepared to use the services of a professional translator.
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Personal
Titles
A certain formality is still common and appreciated. The use of professional titles is required,
especially in writing. Initially, you should address people by their title and last name (e.g.
Dottor Rossi, please…) and wait to be explicitly invited to use other forms (first name or last
name coupled with the Italian “tu”).
On the other hand, the use of colloquial forms of address can be adopted quite rapidly, even
during the first meeting, depending on the company culture and personal attitudes.
Dottore and Dottoressa are generic (male and female) titles for people with a university
degree. Specific titles are used for lawyers (Avvocato), engineers (Ingegnere) and architects
(Architetto). In these cases, the same forms also apply to women.
In writing, such titles are respectively abbreviated as Dott., Dott.ssa, Avv., Ing., Arch.
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Business
Etiquette
When doing business in Italy having cross cultural skills should improve the potential of your
business trip. In order to prepare yourself and also to ensure that your business proposal is
well tailored to the target audience, leading to a successful meeting with your Italian
counterpart, you should demonstrate and understand Italian culture and etiquette.
Courtesy is a quality that is very much appreciated in Italy, so ensure your conduct is always
polished. There are specific etiquettes and protocols for individual social and business
situations however, you should remember that Italian codes of behaviour are less important
than consideration.
Corporate
Social
Responsibility
Environmental issues have rapidly taken centre stage over the last two decades and specific
legislation has been developed, according to European and International Standards (ISO –
EMAS).
In Italy, safeguarding and protecting the country’s natural heritage is very important.
Restrictions are currently in place in 47% of the territory with an environmental protection
system of:
•
20 national parks;
•
142 state natural reserves;
•
89 regional parks;
•
197 regional natural reserves;
•
106 other protected areas;
•
16 state marine reserves.
However, the importance of enforcing environmental legislation is not always fully
supported by public opinion. A common example of a rather generalised abuse is the building
of houses, etc., without the required permits.
Italian law has gradually included many principles of European law to protect consumers,
securing them the right to form associations in this field. Product Safety is protected by law
(L.281/98).
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The activities that SMEs usually undertake under the umbrella of Corporate Social
Responsibility (CSR) are focussed on employees and local communities. CSR and ethical
values are not seen to be as important for small businesses as are other values, such as
security, innovation and quality.
SME’s of Italy still don’t consider CSR and social values as being part of their strategic goals
that could have a positive influence all aspects of their business.
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.
Italians tend to ”multitask”, since they like to do many things at once, shifting their priorities
as new demands arise but being unruffled by interruptions. As a consequence, you might
experience differing reaction times from your Italian contact as he/she is probably following
several other projects at once.
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.
When invited for a family lunch or dinner (see Entertaining), small presents can be given in
an informal way as typically such an invitation would indicate a high level of familiarity.
Pastries, chocolates or flowers are appropriate on such occasions. Never give an even number
of flowers (especially roses) and avoid chrysanthemums as they are used for funerals.
Business
Dress
Code
Dress and presentation plays an important role in Italian culture. Fashionable style is
considered a sign of wealthy social status and success. Milan is one of the Wold’s four main
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centres of fashion and Italian design and craftsmanship is valued, respected and coveted the
world over. Anything that is ‘made in Italy’ has a tremendous cachet and respect. Prada,
Marni, Max Mara, Armani, Dolce and Gabbana. Missoni and Gucci are just some high
fashion Italian brands.
In general, the characteristics of elegance are quality fabric dresses, such as lightweight wools
and silk. Quite often, great attention is given to fashionable brand clothing and accessories.
Formal attire is generally expected for business meetings, for the most part dark colours for
businessmen. Businesswomen tend to wear elegant and modest pant or skirt suits,
accessorised with simple jewellery and makeup.
While a conservative style is always accepted, more informal clothing is also common,
especially outside of large companies and financial circles., To be on the safe side it is
recommended to adopt tasteful coordinated clothes and to refrain from “competing” on
fashion details if you are not particularly interested in such things.
Keep in mind that Italy is a major centre of European fashion design and production. Even
casual clothes are smart and chic.
Bribery
and
corruption
The OECD Convention on Combating Bribery of Foreign Public Officials in International
Business Transactions was signed by Italy on 21 November 1997. The Convention has been
ratified and implemented through Act No. 300 of 29.9.2000 and entered into force in Italy on
26 October 2000.
The Act integrated the Criminal Code, introducing Article 322-bis which provides for the
criminal responsibility of anyone who bribes or attempts to bribe a foreign public official
receiving and/or procuring an undue benefit for himself or others.
However, Italians continue to perceive that political and business sectors are the most affected
by corrupt practices and that Government efforts to combat corruption are largely ineffective.
The Global Coalition against Corruption Transparency International provides quantitative
tools about levels of transparency and corruption in Italy.
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Business
Meeting
Etiquette
The safest practice when organising and attending meetings in Italy is to ‘act local’; your
business partner will appreciate your cultural sensitivity. The following sections should
provide you with some useful information on local attitudes to establishing and running
business meetings, conducting negotiations, etc.
Importance
of
Business
Meeting
Italians, like most south European people, are relationship-oriented. They usually prefer to
establish direct relationships, even superficially, before “getting down” to business.
The establishment of a reciprocal climate of trust and respect is as important as the exchange
of information and details about a specific business proposal.
Meetings are a way to get a deeper and common understanding of an issue rather than
forming the conclusive part of a decision making process, so in this sense, they are more
exploratory and analysis-oriented than decision-oriented.
The goal of early contact and particularly of the first meeting is to provide all the information
needed regarding a proposal and, in particular, to establish a reciprocal climate of trust and
respect.
Business
Meeting
planning
In order to overcome possible language barriers, written forms of communication are
preferred for a first approach. In this case, either a fax or a letter is appropriate to present your
idea and pave the way for a subsequent phone call or visit. Whenever possible, an
introduction by someone who is already connected to the company would be useful.
If you only have a general reference for the company you wish to approach, your phone call
should be addressed to a secretary. You might explain who you are and why you are
contacting the company, referring to your previous fax or e-mail, and giving the name of the
person you would like to meet.
Meetings are often organised in the company offices after 10.00 am or in the early afternoon,
i.e. 3.00 pm.
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Negotiation
process
Be prepared for lengthy negotiations. Often negotiations are conducted slowly, both because
Italians tend to carefully evaluate advantages and risks, and because of the hierarchical
decision-making process of Italian companies.
During the negotiations, you might be contacting and/or providing information to different
people with specific roles (technical, financial, market oriented) who have limited decisional
authority on the matter being negotiated. Most often, they will report to their boss to take a
specific decision, thus slowing down the process.
Final decisions, due to rigid hierarchical management structures are centralised and taken by
the chairman.
Be prepared, on the other hand, to deal with new aspects introduced by the “creative”
individuals involved in the negotiation.
Management often adopts short/medium term plans and strategies that can be repeatedly
modified or improved/adjusted to the current situation.
This may also introduce sudden changes during negotiations. During negotiations, Italians
give importance to verbal commitments and the final contract is certainly based on previous
informal agreements.
Be patient, even when the timescale for conducting business is short, it is important to give
time to your Italian partners. A sense of urgency is often taken as an attempt to weaken one’s
bargaining position. On the other hand, once the agreement has been reached, your Italian
partner will be strongly convinced that he/she has made the best decision!
Meeting
protocol
Handshaking is common on all business and social occasions. The handshake is firm but not
too long. Upon introductions and departures, people shake hands individually with all
members of a group.
In the case of a very friendly or family relationship, people may embrace and/or “kiss” on
either cheek. In this case, “kissing” is done by simply pressing the sides of the face together.
When being introduced you can simply say “piacere” (i.e. it is a pleasure) and pronounce your
name clearly while shaking hands. If no one is giving a formal introduction, it is proper to
shake hands and introduce yourself.
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A daily greeting such as “buongiorno” or “buonasera” (i.e. good morning, good evening) is
generally expected upon arrival and when entering an office, shop, restaurant, etc.
Before leaving you can say “arrivederci” (“see you”) or “a presto” (“see you soon”).
How
to
Run
a
Business
Meeting
Dressing formally is generally required, in particular for first meetings, to make a serious and
positive impression.
During meetings, it is uncommon to have a secretary taking notes and even the participants
themselves tend to only make a few short notes.
Interrupting a speaker in discussions and meetings is tolerated as a way of reaching
conclusions quickly or to allow for the introduction of new elements as soon as they surface.
Often several people may speak simultaneously during a meeting, thus creating two or more
“micro-meetings”.
Also, especially during preliminary meetings, Italians may not follow agendas strictly.
Mobile phones are generally switched off or set to “silent” mode during business meetings.
However, it is not unusual to hear a mobile ring during meetings or public conferences.
Follow
up
letter
after
meeting
with
client
After a meeting, especially if minutes were not taken and language was an issue, it is good
practice to summarize your understanding of the conclusions and send this to your Italian
partner for confirmation, clarity and mutual approval.
Italians tend to be enthusiastic about joining new project ideas even if a detailed work plan
has not been prepared. On the other hand, they tend to follow several projects and ideas in
parallel. Thus, as their interest can be diverted to other topics, be prepared to face “higher”
and “lower” attention phases and do not be upset by such behaviour.
Business
meals
It is common that business meetings end with an invitation to eating out, typically in a
carefully selected restaurant, as a way to socialize and establish a closer relationship.
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According to circumstances and time constraints, the invitation might be either for lunch or,
often preferably, for dinner.
Lunch is still the main meal of the day and it comprises several courses. However, lunch
during the working day is very quick and informal. A break for lunch during a meeting might
feature simple sandwiches or possibly a single dish in a restaurant (e.g., pasta, or salad, or
cheese, etc.).
Usually, lunch begins after 1.00 p.m. Dinner time is around 8.00 p.m. In southern regions,
especially during the summer, dinner time is delayed until 9 p.m. and even 10 p.m.
A moderate consumption of wine during the meal is considered a way to socialize. However,
drinking too much or getting drunk is normally not accepted and is considered gauche.
The most common way to begin lunch or dinner is “buon appetito” (i.e. enjoy your lunch).
The most usual toast for drinking is “salute” (i.e. to your health) or informally, “cin cin”.
To alert the waiter, try to make eye contact. If necessary, you may raise your finger or hands
to call a waiter saying “senta” (literally, “please, listen”), “il conto” (literally, “the bill”) etc.
According to Italian etiquette, the host always pays the bill. The person invited may offer to
pay the bill but, usually, the host will decline. The tip is included in the bill but it can be
appropriate to leave an additional tip, often about 5% of the total amount.
Lunch begins with an appetizer (“antipasto”) followed by pasta or soup (“primo piatto”, i.e.
first course), a main course with salad (“secondo piatto”), dessert and/or cheese and fruits.
These several courses are served in single portions.
According to “good Italian tradition” any meal should end with a cup of strong “espresso”
coffee. Decaffeinated coffee is often simply indicated as “hag” (after a popular brand of
decaffeinated coffee).
Italy is characterised by a wonderful and very rich variety of regional cooking: dishes like
“tortellini” and “lasagna” (Emilia Romagna), “pasta al pesto” (Liguria), “pizza Napoletana”
(Campania), “polenta” (Lombardia) and a large variety of fresh pasta. Southern Regions and
Islands present a rich variety of delicious dishes based on fish, vegetables, olive oil, cheeses
and cakes.
White wine, in Italian “vino bianco” is typically served with fish and salad and red wine, in
Italian “vino rosso” is served with meat, cheese and vegetables. Sweeter wines, such as
“moscato” or “passito”, can be served with dessert.
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Business
Meeting
tips
Dress “formally” to make a serious, no-nonsense impression. Italians give importance to
visual appearances and are accustomed to very high quality clothing and accessories. Many of
the greatest designers in the world are Italian.
Allow your Italian partner to make a “bella figura” (good impression) on you, by letting
him/her show his/her qualities and successes by expressing appreciation for the hospitality
offered.
Accept your partner’s invitations for lunch or dinner as a way to develop your relationship
and to gain trust.
Be patient. Before tackling the details of your business idea, be sure that a reciprocal climate
of trust is established between you and your business partner. Also, be prepared for extensive
discussion before final decisions are reached.
Be prepared to answer all sorts of questions from your “curious” Italian partners: this clearly
indicates interest in what you are saying.
Avoid showing your impatience to wrap up the negotiation: the more important the contract,
the more time is required to secure a response from your Italian partner.
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Internship
and
placement
Work
experience
Universities are the main sources of placements in Italy. A survey on the job placement
services conducted in 2009 by Fondazione Crui (the Association of Rectors of Public and
Private Italian Universities) offered an overview on the activities and the results of
universities in Italy.
Some Italian students take part time employment in order to support themselves while
studying. European students who want to have a placement experience can work in Italy
without a work permit. Non- EU students do need a work permit in order to work in Italy but
this is not easy to obtain.
The employer must produce a letter of employment to the Italian Police Station “Questura”.
In Italy, the bureaucratic process takes a very long time and a work permit may not be granted
at the end. English is not always widely spoken in Italy, especially amongst the older
generations. Knowledge of Italian will make it much easier for foreign students to meet
people and experience the culture.
Internship
and
Placement
advice
There are many practical issues students and companies, who would have a placement
experience should know: information on arrangements, safety, social security, visa and other
formalities.
Social
security
and
European
health
insurance
European citizens who plan to travel and to stay temporarily in another EU country will need
the European Health Insurance Card. Non-EU citizens need private health insurance and a
consular declaration of its validity for Italy. If you don’t have insurance cover, access to all
medical treatment is very expensive.
Safety
The main personal safety tips are the same in Italy as in other countries: there are greater
risks in large cities but it is necessary to be careful everywhere.
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When using public transport (buses, trains and metro), you should make sure that your
personal belongings are secure as there is a risk of pickpocketing. When you are in pubs,
cinemas, fast food, restaurants you shouldn’t leave bags or jackets unattended.
Do
I
need
a
visa?
If you come from the United States, Canada, Brazil, Argentina, Mexico, Australia, New
Zealand, Japan and other countries included in the Schengen area you will not need a tourist
visa if you are planning to travel to Italy for less than three months in a period of six-months.
Internship
and
placement
salary
As with most internships, the vast majority of placements are unpaid. Participants can receive
academic credits from their university and the placement forms part of their college degree.
In order to find a paid job during their internship, students can search on line both for
information and for a list of companies and locations.
Internship
and
placement
accommodation
Universities usually have officers who manage university accommodation, and who offer
information on renting student apartments. These are usually cheaper than the cost of
accommodation in the private sector. You could also consider renting a room in a private
apartment and sharing the costs of the whole apartment with other students.
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Cost
of
Living
The tourist areas and main cities are more expensive than small towns. Students should work
on the basis of a monthly budget of 1000 / 1500 Euros to cover the costs of accommodation,
food, telephone, local travel and leisure.
Money
and
Banking
Non residents can open an account by providing the bank with their tax registration code
(codice fiscale). Some banks can also ask for a residence certificate. You can change currency
at both banks and post offices or withdraw cash from Automatic Teller Machines (Bancomat)
which have an international circuit. Credit cards are used, but you should use cash if you want
buy things in smaller shops or at street markets.
Traveling
costs
Travel costs depend on where in Italy you are staying. Large cities usually have an airport
with good connections and public transport systems.
When travelling in Italy you should be aware that demonstrations and strikes are frequent and
that they can cause area, street and building closures, particularly in tourist areas, as well as
disruptions to public transport services, causing delays and cancellations.
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Work-­‐life
Balance
In general, Italians try to reconcile work with private life, reserving enough time for family
and private interests. However, the high unemployment rate and the growth of new variations
of part time and temporary jobs are currently placing higher pressure, on young people in
particular, who are looking for and trying to keep a job. It is still common for young people
to live with their parents until they get married , due to a combination of economic and
cultural constraints. Likewise, ties to one’s birth area remain strong. Mobility is often
enforced however when looking for a (better) job.
Family, in its “extended” form with strong links between several generations, is still a source
of security and stability even if its importance is diminishing, due to a falling birth rate and
new economic conditions.
The Italian culture appreciates individual thinking and creativity. Nonetheless, individual
decisions are expected to take into account family interests.
National
holidays
Summer holidays are usually taken during August, when most large industries are closed.
The second choice is July. Consider this when planning a meeting or trying to contact a
company during the summer. The period between Christmas, New Year Day and the
Epiphany is also characterised by reduced business activity.
Main holidays in Italy are:
New Year’s Day: January 1
Epiphany: January 6
Easter Monday
Liberation Day: April 25
Labor Day: May 1
Republic Day: June 2
Assumption Day (“Ferragosto”): August 15
All Saints’ Day: November 1
Immaculate Conception: December 8
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Christmas Day: 25 December
St. Stephen’s Day: 26 December
In addition, all Italian cities celebrate the patron saint as a legal holiday. All businesses are
closed on:
St. John’s Day (June 24) in Florence and Genoa
St. Peter’s Day (June 29) in Rome
St. Rosalia’s Day (July 15) in Palermo
St. Gennaro’s Day (September 19) in Naples
St. Ambrogio’s Day (December 7) in Milan
Working
hours
In the private sector, Italians tend to work long hours. A typical week’s working hours is from
9.00 am to 1.00 pm and from 2.30 pm to 6.00 pm, from Monday to Friday. Frequently, you
can find people still at work after 6.00 pm. This is especially true for managers who tend to
take work home for the weekend or stay longer at the office.
In the public sector, typical working hours are from 8.00 am to 2.00 pm from Monday to
Saturday. However, many public offices compensate for being closed on Saturday with a
couple of working afternoons.
According to this schedule, a morning meeting can easily be scheduled at 9.30, a late
morning appointment can be placed at 11.00 – 12.00 am and an after lunch meeting can be
arranged around 2.30 – 3.00 pm.
Lunch breaks are normally kept to a minimum especially in large cities. Occasionally,
however, lunches with your Italian business partners can be quite sophisticated and long
lasting. In such cases, lunches are used to build/reinforce a personal relationship – especially
during first meetings.
Health
insurance
The public National Health Service (S.S.N. “Servizio Sanitario Nazionale”) operates through
a network of Local Health Units (ASL – Aziende Sanitarie Locali, about 197 all over the
country) and hospitals (Aziende Ospedaliere) at a regional or national level located
throughout the country.
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In all regions, you can access the “health emergency service” (“Pronto Soccorso”) by calling
the number 118.
European citizens requiring urgent or unforeseen health treatment during a temporary stay in
Italy can obtain health treatments from the SSN by presenting a Community certificate (the
most common of which is the European Health Insurance Card – EHIC) ).
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Social
Media
Guide
In Italy, the number of Social Media and Social Networks users, over the last year, has
trebled.
Social Networks such as Facebook, My Space, Linkedin and Netlog are the most popular,
followed by local social media platforms, such as ItalyLink, (for sharing interests with
anyone who loves Italy and the Italian way of life), Vinix (for professionals and lovers of
Italian food and drinks), Fubles (to organize playing soccer in your city ), etc.
Facebook penetration in Italy is 38.42% compared to the number of Internet userswhich is
71.33%.
The active presence of companies on social media is still limited, but Web 2.0 tools are
becoming used more and more for marketing and PR purposes.
A recent report of ECCO, an International Communication Network, (“Everything you need
to know about Social media but were afraid to ask / Italy”) shows that companies are yet to
employ professionals whose sole role is the monitoring of Social Media and online
conversations, although only the 20% think this will be the trend in the near future.
Communication professionals consider that 2 or 3 hours per day are necessary to manage
online activities. They also think that monitoring Web Reputation is a strategic factor which
can directly influence company profits.
In general, the trend is that businesses are turning their attention more and more towards
Social Media and that they will develop a growing interest in this area in the near future.
Search
and
Social
Media
Marketing
for
International
Business
Learn how to use social media for business from one of Salford Business School’s latest
business management courses. The course was jointly researched by the Passport to Trade 2.0
project team and prepared in collaboration with some of the leading digital marketing
agencies in the UK.
This Massive Open Online Course (MOOC) can help businesses and individuals to make the
best use of search and social media platforms. The course is called Search and Social Media
Marketing for International Business and is applicable to students looking for placements
abroad as well as businesses thinking about new trade links; it comprises the following
twelve topics:
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How to develop a personal brand online (1/12)
•
•
Whether you are a student beginning a job search
or a business person planning a new business
venture, personal branding can make a difference.
Learn about personal branding and why it is
important for you.
http://www.youtube.com/watch?
v=l9LYw0mgtn4&feature=player
_embedded
How to use Twitter (2/12)
•
•
Learn the basics of using Twitter to develop an
individual or business profile.
Remember to use hash tag #SSMMUoS to share
your learning journey on this course so far!
http://www.youtube.com/watch?
v=9CVY3pp91Dc&feature=playe
r_embedded
How to use Search Engine Optimisation (SEO) (3/12)
•
•
Learn the principles of SEO to ensure that your
website and any social media profiles are found by
individuals searching for your name, products and
services.
These basic principles of SEO include keyword
research, on-page optimisation and off-page
optimisation.
http://www.youtube.com/watch?
v=zw27cRcwtM0&feature=player
_embedded
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How to use social media for international business development (4/12)
•
•
Social media networks break down the traditional
country barriers, but do you know which networks
are relevant for the country you are interested in
trading with?
Find out in this video how to identify the relevant
networks and what social media strategies you might
be able to use on these networks.
http://www.youtube.com/watch?
v=Bx-B56AHS4c&feature=
player_embedded
How to use Facebook (5/12)
•
•
Facebook is currently the largest social media
network in the world and it can benefit you as a
business as well as an individual.
Learn how to develop a Facebook business page and
see how other businesses use it and what strategies
work for them.
http://www.youtube.com/watch?
v=UmRGn-vdcO8&feature=
player_embedded
How to use YouTube (6/12)
•
•
YouTube was identified as the second largest
social network amongst younger internet users as
part of the Passport to Trade 2.0 project.
Learn how to optimise your video content in order
to reach wider audiences for your profile.
http://www.youtube.com/watch?
feature=player_embedded&v=G2
0OVpmTBss
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How to use LinkedIn (7/12)
•
•
LinkedIn is one of the three main professional
social networks – the others being Xing and
Viadeo which are also popular in several
European countries.
Learn how to make the most of LinkedIn for your
profile.
http://www.youtube.com/watch?
v=N6e_EAUQqic&feature=playe
r_embedded
How to use Google+ (8/12)
•
•
•
Google+ is the second largest social network as of
January 2013.
It is one of the fastest growing social networks and
one that has the biggest impact when it comes to
search engine results integration for anyone who
uses Google as their main search engine.
Learn how to make the most of Google+ for you
and your digital profiles.
http://www.youtube.com/watch?
feature=player_embedded&v=8ti
3SPHkEWw
How to use copywriting online (9/12)
•
•
Copywriting is a process of translating technical
specifications and product descriptions into
engaging and understandable customer focused
text.
Learn about the basic techniques in structuring
your online content here.
http://www.youtube.com/watch?
v=5f1hx_f2ONI&feature=player_
embedded
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How to stay legal on social media (10/12)
•
•
Everything and anything you do and say online
can be potentially viewed by anyone who has
internet access.
Always respect the law and familiarise yourself
with new options offered to you through a creative
commons licence which is popular online.
http://www.youtube.com/watch?
v=eQxDpiHsdk&feature=player_embedde
d
How to use monitoring and reporting (11/12)
•
•
Whether you are an individual or a business
spending time on social media – there has to be a
return on your engagement online.
How do you justify your engagement on social
media to your boss? Listen to the industry experts
in this area and see what you might be able to
measure in respect of your on-line engagements.
http://www.youtube.com/watch?
v=LbEq7jsG0jg&feature=player_
embedded
How to blog (12/12)
•
•
http://www.youtube.com/watch?
v=OqVjR7oI8Rs&feature=player
_embedded
businessculture.org
•
Blogging is a process of writing text and sharing
content with others. It can help your customers or
friends to keep in-touch regardless of social media
platforms.
Think about the voice you might want to adopt
and who your audience might be. Share your
thoughts with us by writing a blog post about this
MOOC.
Tweet us the link to your post on the
#SSMMUoS Twitter hash tag.
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Passport
to
Trade
2.0
Project
Partnership
Five Universities:
Lead partner: Salford Business School,
University of Salford, United Kingdom
Elena Vasilieva
Aleksej Heinze
Alex Fenton
URENIO research unit at Aristole University
of Thessaloniki, Greece
Christina Kakderi
Nitsa Papadopoulou
TSE Entre Research Centre
Turku School of Economics, University of Turku, Finland
Satu Aaltonen
Elisa Akola
Institute for Information System Research
University of Koblenz-Landau, Germany
Verena Hausmann
Susan Williams
Petra Schubert
Valahia University of Targoviste, Romania
Adriana Grigorescu
Leonardo Badea
Three Small & Medium Sized Enterprises (SMEs)
Spin, Italy
Carmine Antonio Donato
Dorella De Tommaso
Technology Development & Innovation – TDI LTD
Bulgaria
Milanka Slavova
Ivan Stoychev
TIS Praha, Czech Republic
Anna Klosova
Richard Adekeye
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