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

Abstract

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?

Keywords

• trust
• business relationships
• business partner
• control over deal
• obligations
• slovenia
• russia