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Erschienen in: Management International Review 3/2017

05.08.2016 | Research Article

Developing International Business Relationships in a Russian Context

verfasst von: Ron Berger, Ram Herstein, Avi Silbiger, Bradley R. Barnes

Erschienen in: Management International Review | Ausgabe 3/2017

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Abstract

The collapse of the former Soviet Union has opened up a wealth of business opportunities for companies seeking new markets in the Russian Federation. Despite this, firms intending to do business in Russia have found themselves hampered by cultural differences in business practices and expectations. As Russia integrates into the global economy, understanding such practices and the managerial mindset of business people is crucial for managers who hope to navigate Russia’s complex markets. This study draws on the trust literature and adopts quantitative tools to deconstruct the Russian ‘Sviazi’ system of social capital business networking. We develop a model isolating three dimensions of Sviazi: one an affective or emotional component; the second, a conative component; and the third, a cognitive component. The model provides a useful guide for helping foreign firms to succeed in Russia, while also serving as a basis for further research in the field.

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Metadaten
Titel
Developing International Business Relationships in a Russian Context
verfasst von
Ron Berger
Ram Herstein
Avi Silbiger
Bradley R. Barnes
Publikationsdatum
05.08.2016
Verlag
Springer Berlin Heidelberg
Erschienen in
Management International Review / Ausgabe 3/2017
Print ISSN: 0938-8249
Elektronische ISSN: 1861-8901
DOI
https://doi.org/10.1007/s11575-016-0295-6

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