Stages of Trust Development in Business Relationship in the Internationalisation Process

DOI: 10.5176/2251-2039_IE17.13

Authors: Łukasz Małys, Krzysztof Fonfara

Abstract: Based on the results of the analysis of 27 case studies of companies active on foreign markets, the paper proposes three stages of development of trust in business relationships in the internationalisation process. Moreover, the types of trust (in reliability and/or in benevolence), which are of specific importance at various stages are elaborated. Some practical implications, including actions taken by companies to build certain levels of trust at each stage, are presented.

Keywords: trust, business relationships, internationalisation process