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Trust-building in international business ventures

Alexandra Gerbasi (Department of Management and Technology, Grenoble Ecole de Management, Grenoble, France)
Dominika Latusek (Department of Management, Kozminski University, Warsaw, Poland,)

Baltic Journal of Management

ISSN: 1746-5265

Article publication date: 5 January 2015




The purpose of this paper is to investigate collaboration and coordination practices in the organisation whose members come from two countries that differ dramatically in generalised trust: Poland and the USA.


A qualitative field study conducted in Silicon Valley-based American-Polish start-up joint venture.


There are three mechanisms can facilitate collaboration in organisations that differ in generalised trust: frequent interaction that may form a basis for knowledge-based trust, professional cultures that provide common platform for communication, and presence of intermediaries that possess understanding and ability to communicate of both cultures.

Practical implications

The findings can be applied in the context of offshoring projects in knowledge intensive industries.


Research presented in this paper investigates collaboration of parties from low-trust and high-trust cultures within one business venture.



This research is a part of research project “Sources of social capital in management practices within organizations” run by Kozminski University and funded by Polish National Centre for Research and Development.


Gerbasi, A. and Latusek, D. (2015), "Trust-building in international business ventures", Baltic Journal of Management, Vol. 10 No. 1, pp. 30-51.



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