Title

Warum kann die Wirkung von Massnahmen eines Unternehmens auf das Vertrauen des Partners kulturabhangig sein?

RIS ID

29583

Publication Details

Praxmarer, S. (2009). Warum kann die Wirkung von Massnahmen eines Unternehmens auf das Vertrauen des Partners kulturabhangig sein?. Zeitschrift fur Betriebswirtschaft, 79 (5), 609-632.

Abstract

Several studies give recommendations which actions a company can take to build its partners’ trust in business relationships. Studies report that, for instance, a company’s flexibility and detailed contractual agreements may positively affect the partner’s trust. However, cultural norms may moderate the effects of potential actions on the partner’s trust and this has hardly been considered in relevant literature. The present paper explains why actions a company takes may have different effects on trust in different cultures. Suggestions for future research and the design of empirical studies are proposed.

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Link to publisher version (DOI)

http://dx.doi.org/10.1007/s11573-009-0242-0