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Appendix 2. Russian trustworthiness categories and their quotes
Main categories Representative quotes
Long-term approach,
Long-term
relationships and
contracts
Fast decisions
I have experience how
he behaves in
different situations
Responsible
Takes care reputation,
If problems, minimize
threats and costs to
partner
Stable, Works in the
same network for a
long time
Open-minded
Do everything on time
Good quality
“Well working companies they are more or less already orientated to this
style of doing business like Russians are doing: faster, and they, they
taking care of their reputation and of course they are really thinking about
the future, they can make kind of fast decision and they could see the
future.”
“A trustworthy partner is one who has earned the trust in long-term, with
all kinds of common experience of positive and negative situations. So I
could learn to trust the words of partner. And in my view, precisely the
long-term common experience brings trust.”
“You just speak about my personal experience, with whom I have several
years business relations.”
“Yes, and know how people can behave in this or that situation. ”
“I mean they are responsible and usually if they promised something they
are following their promises.”
“They taking care of their reputation.”
“And even if they had some bad problems… then how to get out with a
less, with the minimum of, minimum of threats and for their partners and
the minimum of expenses and minimum of lost.”
“I think, stable and working with the same network for a long time,
because they understand how important is to have good reputation.”
“But with Russians you also can support building your mutual trust by
your own private connections. So I trust a friend of my friend in the
Russia, but in Finland it’s not that way.”
“I think that’s open companies, like open-minded, so with clear
understanding of personal responsibilities and the decision making
people, with understanding of who is making the decisions, that company
is almost trustable in both customers and suppliers.”
“They are taking cake a lot about their reputation, means that everything
will be done in time, probably, and with the good quality.”
Interested in our
product. Has
possibility to buy from
us
More money, more
sells, more profit
Well-known company,
Insurances are in
place,
Healthy finance, Good
delivery capability
Understand the supply
chain, Understands
partner
Understand the needs
of end-client
“The one who is interested in the product, really. And have the
opportunity to buy our products.”
“When speak about business, it’s business. So more money, more sells,
more profit, long term contracts.”
“It is good if the customer is well-known, the very same for Russian or
Finnish company, I always explore what is their finance, and the delivery
capability, and are the insurances ok.”
“To demonstrate competence in your business, and if you are going to be
international or even not international, but understanding the supply
chain, understanding the partner, understanding the end-client is
essential. Without this, I think, there will be no trust, at least for me
personally.”
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