"Understanding what creates trust across cultures is more important than ever. A new book, Searching for Trust in the Global Economy, finds that there are cultural differences in the way managers decide to trust in developing new business, and that these differences persist despite widespread access to video conferencing. A major strength of this research-based book is its ability to offer pre- and mid-pandemic perspectives of developing trust in new business relationships."
Martin Rand, Forbes Magazine
"Searching for Trust in the Global Economy is a must-read for anyone who is trying to build trust across cultural boundaries. Written by the foremost authorities on the topic, this book provides a comprehensive analysis of not only the key ways people around the world differ in their decision to trust, but why these differences have evolved in the first place. Filled with surprising insights that are based in the best science, along with practical advice on how to build new relationships across cultures, this book will forever change the way you view the world and make you more culturally intelligent."
Michele Gelfand, Professor of Organizational Behavior, Stanford Graduate School of Business, and Professor of Psychology by Courtesy, Stanford University
"You can do your business over the phone, you can hop on a Zoom call, or you can get on a plane. That’s the easy part of working in our global economy. The difficult part is figuring out how to build trust with clients and colleagues who come from a wide range of nations and cultural backgrounds. In this fascinating book Brett and Mitchell will show you how. Based on research that demonstrates key differences in how trust is built in a variety of world regions and offering practical strategies for how to increase your global effectiveness, this book is both timely and practical. A must-read!"
Erin Meyer, Professor of Management Practice, INSEAD, and author of The Culture Map and No Rules Rules
"Every culture puts a premium on trust, but each culture has its own norms for deciding who to trust. In this book, two experts synthesize their new research on how to earn trust and when to extend it.
Adam Grant, #1 New York Times bestselling author of Think Again and host of the TED podcast WorkLife
"Professors Brett and Mitchell shed light on the global importance of trust as we build business relationships. Through their research – and the words of managers they interview – they bring to life the important role that culture plays in developing trust. This book provides an actionable framework for those reaching out across boundaries, cultures, and countries to collaborate together effectively."
Brian Welle, VP, People Analytics & Performance Management, Google
"In a single volume, Jeanne Brett and Tyree Mitchell have provided the tools to significantly transform our understanding of the dynamics of trust and culture in a global economy. This book employs the latest analytic tools of ‘tight’ vs. ‘loose’ cultures to understand trust dynamics; employs valuable interviews and ethnographic data from multiple regions of the world to add rich and meaningful texture to its assessments; is eminently readable by both academics and practitioners; readily applies its analyses to draw implications for improving trust judgments and dynamics between international business partners."
Roy J. Lewicki, Irving Abramowitz Memorial Professor Emeritus, Ohio State University
"Based on solid literature and insights from recent interviews with managers across four regions of the world, Jeanne and Tyree provide extremely useful information about the CORR standards for deciding to trust – competence, openness, respect, and rapport. The book is timely in that it offers managers practical tools and tips for building trust, which is the scarce currency of both business and human life in the contemporary world."
Zhi-Xue Zhang, Director, Institute of Social Science Survey, and Professor, Guanghua School of Management, Peking University
"This well-written and engaging book will appeal to managers and scholars who are interested in international management and cross-cultural business relationships. The core of the book is an insightful typology that sheds light on how people in four cultural clusters decide if they will trust a potential new business partner. Vivid examples and quotations illustrate differences in the four cultural clusters, and the book provides tangible suggestions for dealing with cultural differences."
Linn Van Dyne, Professor Emerita, The Eli Broad College of Business, Michigan State University
"Brett and Mitchell provide an elegant way to think about cross-cultural differences in trust. They use the most powerful recent development in cross-cultural psychology – the idea of tight and loose cultures – to break the world down into four clusters, each of which uses different tactics for building trust. This model will provide an ‘ah-ha’ moment to managers who have worked abroad, and a useful guide for those just starting to do business abroad."
Raymond A. Friedman, Brownlee O. Currey Professor of Management, Vanderbilt University
"One of the most important global business skills is the ability to build trust with people from different cultures. Searching for Trust in the Global Economy is seminal reading for anyone working in a cross-cultural context, whether in-person or virtually. The book is a must-read for all culturally agile professionals."
Paula Caligiuri, Distinguished Professor, International Business at Northeastern University and author of Build Your Cultural Agility
"This book lays out an insightful cultural framework that provides a practical approach to unpacking the complexity of building trust across cultures. As a scientist-practitioner specializing in survey methodology, I’m eager to apply this framework toward creating trust with employees across the globe such that they feel safe and empowered to share their much-needed voices."
Elizabeth McCune, Director of Employee Listening, Microsoft
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