Personal relationships matter in Asian business, in contrast to their lesser role in US business. As a result, US managers do not always understand the need to establish trust and build business relationships with Asian partners and clients. This study investigates strategies that US managers can use to develop trust in business relationships with Asian partners. In the process, it examines the knowledge, attitude, and skills that US and Asian managers can use to establish business relationships. The research findings suggest that language and cultural knowledge are of primary importance in building trust. Attitudes of patience, humility, friendship, interest, respect, sincerity, and honesty help develop and maintain relationships. Communication and interpersonal skills also play an important role in relationship development.
Grosse, Christine Uber
"US-Asian Communication Strategies to Develop Trust in Business Relationships,"
Global Business Languages:
Vol. 10, Article 5.
Available at: http://docs.lib.purdue.edu/gbl/vol10/iss1/5