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.

part I|49 pages

Trust, Business and Russia

chapter 1|18 pages

Trust in International Joint Ventures

chapter 3|15 pages


part II|27 pages

Entering the Russian Market — Experiences and Challenges

chapter 4|12 pages

East and West Come Together

chapter 5|13 pages

The Moose Joint Venture

part III|60 pages

The Determinants of Trust

chapter 6|14 pages

Local Competence

chapter 7|13 pages

Functional Competence

chapter 8|13 pages

Interpersonal Competence Versus Monitoring

chapter 9|8 pages


chapter 10|10 pages


part IV|62 pages

Analysis and Comparison of the Trust Determinants

part V|24 pages

Reflections and Conclusions

chapter 14|11 pages

Conclusions on Trust, Culture and Russia

chapter 15|11 pages

Addendum – Russia in 2003