Ayios looks at the Western experience of doing business in Russia, and how trust between business partners from East and West is created or destroyed within the business relationship. This book provides the reader with an in-depth look at the key factors that lead international partners to trust each other in a business relationship. Detailed data gathered from practitioners during 1996 and 1997, across a variety of industry sectors, provides a thorough account of the cultural difficulties that are encountered in the Russian context, and methods that can be employed to enhance trust and increase the chances of business success. A final chapter brings the reader up to date with the current business situation and compares the findings from the mid-1990s to the situation today. It aims to provide a good understanding of the literature on trust, to give anyone with an interest in the development of inter-personal trust a firm grounding. This is one of the first attempts to gather data at a cross-cultural level on determinants of trust and will be of interest to people working in cross-cultural business studies, east-west studies, international management, international trust, international business ethics and trust.
Contents: Part I: Trust, Business and Russia: Trust in international joint ventures; Western investment in Russia during the 1990s, and the issue of trust; Methodology. Part II: Entering the Russian Market - Experiences and Challenges: East and West come together; The Moose joint venture. Part III: The Determinants of Trust: Local competence; Functional competence; Interpersonal competence versus monitoring; Motives; Outgroup. Part IV: Analysis and Comparison of the Trust Determinants: How the trust determinants function in the East-West relationship; East-West relationships in Russia; Trust and the cross-cultural experience. Part V: Reflections and Conclusions: Conclusions on trust, culture and Russia; Addendum - Russia in 2003; Bibliography; Index.