The Relationship between Control over a Deal and Cognitive-Based Trust in an International Business Partnership

Organizacija

Boštjančič Eva¹  Ismagilova Fayruza²  Maltcev Alexey² 

[1] Faculty of Arts, Department Psychology, University of Ljubljana, Aškerčeva cesta 2, SI-1000 Ljubljana, Slovenia;Ural Federal University named after the first President of Russia B.N. Yeltsin, Ural Institute of Humanities, Department of Psychology, Lenina, 51, 620083 Ekaterinburg, Russian Federation;

关键词: trust;    business relationships;    business partner;    control over deal;    obligations;    slovenia;    russia;   

DOI  :  10.2478/orga-2020-0007

来源: DOAJ

【 摘 要 】

Background and purpose: Trust is embedded into the national culture. It is a tool that helps create strategic partnerships and facilitates deals that carry certain risks. Cultural differences and norms can affect business relations, but more often focus is on the obvious differences. Although trust in a business partner may be due to non-obvious differences, for example, which part of the deal the partner wants to control himself and which part of the deal he wants to give to the partner to control. If the difference between the real and desired levels of the partner’s control over the deal is large, then is trust possible, especially in intercultural business relations?

【 授权许可】

Unknown