The influence of social institutions on managers’ concept of trust: Implications for trust-building in Sino-German relationships

Miriam Muethel and Martin Hoegl

Journal of World Business, 2012, vol. 47, issue 3, 420-434

Abstract: Trust has predominantly been seen as a universal construct. Recent research suggests that members of different cultures vary in their understanding of trust. These variations are mostly attributed to the national institutional environment. In describing China and Germany's institutional environments, we emphasize the fundamental institutional differences reflected in their managers’ conceptualizations of trust. Based on 45 interviews with Chinese and German managers, we identify shared elements in their concepts of trust that are likely to foster Sino-German trust development, but also two important dissimilarities which can hinder the development of trust in these relationships.

Keywords: Social institutions; Active trust-building; Contextualization (search for similar items in EconPapers)
Date: 2012
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Citations: View citations in EconPapers (7)

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DOI: 10.1016/j.jwb.2011.06.001

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