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

Author

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  • Boštjančič Eva

    (Faculty of Arts, Department Psychology, University of Ljubljana, Aškerčeva cesta 2, SI-1000 Ljubljana, Slovenia)

  • Ismagilova Fayruza
  • Maltcev Alexey

    (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)

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?

Suggested Citation

  • Boštjančič Eva & Ismagilova Fayruza & Maltcev Alexey, 2020. "The Relationship between Control over a Deal and Cognitive-Based Trust in an International Business Partnership," Organizacija, Sciendo, vol. 53(2), pages 95-110, May.
    • Handle: RePEc:vrs:organi:v:53:y:2020:i:2:p:95-110:n:1
    DOI: 10.2478/orga-2020-0007
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