absenteeism 32
accountancy, and functional competence 97-8
affect-based trust 190-1, 193, 194, 195, 203, 207
and social interaction 192
attitudes, and functional competence 95-6, 100-1
Bachmann, R 181
bad faith, and trust 10
banking system, and western investment 25,62
Barber, B, on trust 5
Barnes, J W 9
Baruch, G 46
blat, see networks
Blumer, H 38
bribery and corruption 217
and customs 125
and exit 143
see also mafia
bureaucracy
and bribery and corruption 84-90
and decision-making 66, 73, 77
development of 8
and hierarchy 160
as investment obstacle 82-4, 178-9,
and local competence 83-4, 142-3
Butler, J K 6, 10-11, 16, 157, 204
calculus-based trust 193, 194, 205, 207, 209
Cantrell, R S 16
characteristic-based trust 190, 195, 205
Child, J 6, 183, 184, 193, 194
on trust and international strategic
and trust guardians 185-6, 205
cognition-based trust 190, 194, 203
Coleman, J 7
assumptions of 32
and informal networks 9, 29-30, 33
nature of 54
communication skills
and low trust 188
and Russian culture 170
contracts
corruption, see bribery and corruption
credible deterrent 13, 14-15, 157
credit, and east-west business ventures 62-3
Culpan, R 24
cultural difference
and communication skills 170
and expectations 157
as obstacle 65
work-related differences 22-3, 58-9, 64, 98-9, 159-60
cultural embeddedness
and trust 12
customs
and bribery 125
problems with 61, 71-3, 76-7, 151, 158
and credible deterrent 14
data collection and analysis, see research
decision-making 83
and hierarchy 30-1, 116-17, 160-2
and local competence 91-4, 144, 145
and management style 114-15, 183
and negotiations 174
devaluation 215
drinking
and relationship building 111, 115
east-west business ventures
application of trust determinants
contributions of partners 56
and cultural differences 22-3, 58-9
evaluation 214
expectations 53, 173, 181, 219
external challenges 61-3, 70-1, 158-9, 183-4, 219, 223
high failure rate 24
partner choice 14, 15, 157, 167
and personal trust 25, 156, 157
risks of 62-3, 157, 158-9, 177, 219, 221
and skills transfer 95, 145-6, 147, 205
and 'sovietization' 199-200, 207-8
trust development model 209-13
and trust guardians 185-6, 205
western motives for 55-6, 63-4
workplace challenges 58-61, 159-60
see also affect-based trust
and mafia 143
expatriate staff
frustrations of 129
and interpersonal competence 149
pressures on 64
and relationship building 111, 150
expectations
and east-west business ventures 53, 173, 181, 219
and functional competence 96-7, 103—4, 105, 146
and language 109
finance, and functional competence 97-8
financial institutions, and risk 62
Foreign Corrupt Practices Act (USA) 86, 88, 143
foreign direct investment
and international strategic alliances 4
and trust 10
and societal trust 7
trust and economic success 7, 8
functional competence 39, 95, 145-9
employment of young people 99-101, 164-5
and expectations 96-7, 103-4, 105, 146
growth in 220
in legal system 151
and low-trust option 186
managerial competence 148, 162, 163, 167
and Moose joint venture 105
and handover 107
Russian view of western 105,
130-1, 146-9, 162, 168, 169-70
western view of Russian 105-6, 149
and motives 147
and partner choice 167
and service culture 98-9, 100, 163-4
and skills transfer 95, 145-6, 147, 205, 206
technical competence 148, 162-3
and trust development 208, 209
Gabarro, J J, and determinants of trust 16, 17-18
Glassner, B 45
globalisation, and trust 4, 203
Good, D, definition of trust 11
Granovetter, M, and cultural
Havel, Vaclav 8
and networks 9
hierarchy
and decision-making 116-17, 160-2
Hirschman, A O 10
Huberman, A M 35
Humphrey, J 8
identification-based trust 193, 195, 206
and reputation 14
role of 171-3, 178, 184-5, 220, 223
international business, and trust 4
International Monetary Fund 216, 217
international strategic alliances (ISAs), and trust 4-5, 182, 203-4
see also east-west business ventures
interpersonal competence 149-51
importance of 108, 149, 173, 174,
and management style 114-15, 150, 151, 173
and misunderstandings 149
and Moose joint venture 117-20, 150-1
and motives 162
and outgroup perceptions 155
and promise-keeping 114, 115-16,
relationship building 111, 150
and social interaction 115
as trust determinant 18
and trust development 208, 209
and trust guardians 205
and workplace relationships 110-12
interpersonal relations
importance of 110-12, 174, 180, 205
and reputation 14
and trust development 194
investment, as commitment 57, 64
Jennings, E E, and determinants of trust 16, 18
Kirienko, Sergei 215
knowledge-based trust 193, 194, 195, 204, 209
Kolb, D 49
Kotkin, S 29
Krueger, Anne 216
on trust and globalisation 4
Lane, David 29
language
and interpersonal competence 108-9, 137, 149
and outgroup perceptions 137, 154
legal system 15
and contracts 113-14, 171, 178, 184
interpretation problems 73, 77
reform of 217
and western investment 25, 63, 207
liberalisation, see market reform
local competence 39, 81, 104, 142-5, 220
acquisition of 143, 144, 187, 205
and bribery and corruption 84
and decision-making 91-4, 144, 145
and Moose joint venture 91-4, 144-5 difficulties with 145, 162, 172
and motive assessment 152
and partner choice 167
requirements of 145
tax and legal framework 82
as trust determinant 18
and trust development 208, 209
Luhmann, N 6
Mammoth, see Moose joint venture
management style
and decision-making 114-15, 183
and interpersonal competence 114-15, 150, 151, 173
and Moose joint venture 161
managerial competence 148
and partner choice 167
market reform 4
Mayer, R C, on trust 6
meetings
methodology, see research methodology
and hierarchy 162
and national culture 7
and outgroup perceptions 163
and western management style 161
Miles, M B 35
Miller, J 45
misunderstandings
and functional competence 106-7, 146
and interpersonal competence 149
and low trust 188
monitoring
changes in 221
and common values 196
effective 199
and Moose joint venture 119-20,
and negotiations 109
as obstacle to trust 108, 153-4, 162, 184, 197-9, 222
as trust determinant 19
and trust development 208
Moose case study
data-gathering
technical language 46
researcher's isolation 41
western bias 42
age of staff 165
end of 218
fire department audit 75-6, 172-3, 178
functional competence 105, 209
and handover 107
management styles 161
Russian view of western 105,
western view of Russian 105-6, 149
interpersonal competence 117, 118-20, 150-1
and local competence 91-4, 144-5, 209
difficulties with 145, 162, 172
monitoring 119-20, 153-4, 162, 187-8
distrust of Russians 122-6, 152
role clash 66-8, 76, 91, 94, 119, 121
motives
changes in 221
and east-west business ventures 53-6, 63-4
and functional competence 147
and interpersonal competence 162
distrust of Russians 122-6, 152 western 127-8
negative 152
and partner choice 167
positive 152
and trust development 208, 209
negotiations
and interpersonal competence 109-10
western view of Russian 165-6, 173-4
in the command economy 29-30, 33
reliance on 142
and reputation 14
role of 171-3, 178, 184-5, 220, 223
causes of perceptions of 154
changes in 221
and interpersonal competence 155
and Russian perceptions 163
as trust determinant 19
and trust development 208, 209
and western frustrations 129
participant observation 37
partner choice 167
and networks 9
perestroika 26
personal relationships
importance of 84, 110-12, 113, 149, 174, 180, 205, 223
and staff recruitment 112-13, 173
and trust development 194
politics, fluidity of 85
process-based trust 190, 195, 204, 209
productivity 32
promise-keeping, and interpersonal
competence 114, 115-16, 170-1, 178
Putnam, R D 7
Raiser, M 29
recruitment, and personal relationships 112-13, 173
regulation, see bureaucracy
relationship building 111, 114, 115-16, 150, 194
relationships
cross-cultural 24
see also personal relationships
reputation
and informal networks 14
and trust relationship 13-14, 157
research methodology
participant observation 37
qualitative approach 35
strengths and weaknesses 39-40
resilient trust 17, 193-4, 195
responsibility, avoidance of 116-18
retailing, and service culture 99
Ring, P S, trust model 17
risk, and east-west business ventures 62-3, 157, 158-9, 177, 219, 221
ritual behaviour, and interpersonal
Russia
economic growth 215
financial crisis (1998) 27, 62, 214-15
institutional environment 15
investment in
and commitment 57
disadvantages 22
and risk 62-3, 157,158-9, 177, 219, 221
market reform 27-8, 216, 217 impact of 54-5, 60
new entrepreneurs 216-17, 219, 220
and rejection of western methods 169-70
Soviet legacy
Salmi, A157
Sartre, Jean-Paul 10
Schmitz, H 8
service culture, and functional competence 98-9, 100, 163-4
Shekshnia, S V 32, 157, 164, 166, 168-9, 199-200, 207
skills transfer 95, 145-6, 147, 205, 206
social capital
increases with use 10
and lack of trust 171
social interaction
and interpersonal competence 115
and outgroup perceptions 136-7
social norms, and trust 10, 12-13, 19, 181-2
Solomon, RC 6, 10, 11, 157, 204
Soviet Union
downfall of 27
networks in 9
see also Russia, Soviet legacy
strategic alliances, see international strategic alliances (ISAs)
Sztompka, P, and civilisational incompetence 8
taxation system
as investment obstacle 82, 142, 158
reform of 217
and western investment 25
technical competence, see functional competence
technocrats 28, 106, 148, 160-1
telecommunications, and western investment 25-6
training, and functional competence 101-2, 166
transportation systems, and western investment 26
trust
and bad-faith 10
definition 5-6, 7, 11-15, 157, 182, 219
dynamic nature of 11, 193-4, 219
and external environment 61-3, 70-1, 158-9, 183-4, 219, 223
increases with use 10
and international business 4
and international strategic alliances 4-5, 182, 203-4
multidimensionality of 11, 39, 157, 204, 212
personal 25, 156, 157, 171, 185
and social norms 10, 12-13, 19, 181-2
see also research methodology
trust determinants 15-19, 157, 212
application of 196-9, 205-7, 212
dynamic nature of 142
multidimensionality of 141
multiple bases of 39
and trust development model 209-13
see also functional competence;
interpersonal competence; local
competence; monitoring; motives; outgroup
trustworthiness, and relationship building 114, 115-16
Tullar, W L 24
uncertainty, and trust 12
see also risk
United States, Russian attitude towards 33-4, 130
Van de Ven, A H 19
Van Maanen, T 49
Walker, G 19
weather, impact of 72
World Economic Forum 215
Yeltsin, Boris 217
youth
and changing attitudes 179
and functional competence 99-101, 164-5
Yugin, Oleg 216
Zakana, Y, on cultural explanations 4
on definition of trust 6
and expectations 12
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