Chinese Trust Judgment: A Risk Control Approach

Building trust with the Chinese partners is very important to the success of business in China. In this paper, a risk control approach was proposed to explain the Chinese businessman´s trust decision strategies. 42 top and middle managers participated in the open-ended interview. Results showed that Chinese managers adopt a multi-stage gaming view about the interpersonal trust decisions. It is important that let the trust or have a feeling of control the process. Taking the perspective of the trust or will help trust building in Chinese business settings. Suggestions of trust building strategies with Chinese managers and further research were recommended.