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The main differences between the Finns and the Russians were Russian preference for personal
connections, informal communication, fast reactions, emotions, and mutual benevolence.
Russians seemed to give high value to openness and transparency of partner’s expectations
similar to the Ukrainians in the German–Ukrainian study of Möllering and Stache (2010). The
Finns evaluated their business relationships differently. They valued rationality, punctuality,
relationships with common goals, and direct feedback.
The Russians and the Finns shared integrity (keeping of promises) as a factor of
trustworthiness. This is consistent with the Western perception (i.e. Branzei et al., 2007; Butler,
1991; Tinsley, 1996) that trust is constructed through keeping promises. However, there were
differences in the meanings that Russians and Finns attach to “keeping of promises”. It was
mentioned that in some parts of Russia keeping of promises may be a personal promise, not an
organizational promise like in Finland.
“Russia is quite different depending region to region, and customers in central part behave,
behavior is totally different what is happen in St. Petersburg for example, so Siberia and Far-East
is more, let’s say, personally oriented, so they need personal, personal promise, they don’t care
about company’s promises, they care about personal promises from person who is working for
the company.” *A Russian interviewee+
“A trustworthy customer keeps their promises. They carry out their obligations.” *A Finnish
interviewee]
Figure 1. Conceptual map of the Finns’ trustworthiness perceptions.
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