Hidden Russia: Informal Relations and Trust

Table of Contents:
Book overview vii; About the Authors xi; Acknowledgements xiii; Background to the Publication of this Book xv; 1. Russia is different 1; Personal networks in Russian business 7; The role of social capital 11; The Russians' view on foreigners 12; 2. Communication styles in Russia 17; Cultural context and local communication styles 17; Insider approach 19; 3. Personal networks 27; Definitions and meanings 27; Personal networks in Russian business 28; Discussion 44; 4. Networking ties in Russian business 49; The structure of personal networks 49; Types of relations 50; Impact factors 52; The strength of ties 56; Multiple networks memberships 63; Competition in networks 64; Discussion 66; 5. Social norms or operational principles of networks 73; Access to resources through personal networks 73; Advantages of multiple networks memberships 76; Reciprocity and exchange of favours in Russian networks 78; Reciprocity and blat 81; Transaction Costs 84; The dark side of social capital 86; Discussion 87; 6. Trust in the Russian context 95; Why bother trying to trust the Russians? 95; Defining Trust 97; The moment of trust transition 99; Development of trust 103; The stages of trust development 107; Repairing trust or self-curing relations 115; 7. Knowledge and information transfer 123; Knowledge and information sharing benefits 123; Multidimensional view on information flow 128; Organisational learning 132; Knowledge management 133; Discussion 135; 8. Entry and exit 141; Entry into networks 141; Exit from networks 146; Discussion 153; 9. Practical suggestions 157; References 167; Index 175; Notes 179.

About the Author :
Dr Oleg Konovalov has operated many businesses, in Russia, the UK, and internationally, with over 25 years of international business experience. Oleg gained his doctoral degree at the Durham University Business School (UK) and also holds an MBA. His research areas are those of structure and forms of organisational relations, interpersonal ties, organisational trust, organisational positioning, dynamics of social forms and access to resources. He is an associate member of CODES research group (Durham University Business School). Dr Andrew Lawrence Norton is a Chartered Marketer, with 15 years' experience in the fields of information systems, business development and marketing. Andrew is a published author and his research interests are in the disciplines of marketing, organisational learning and information system implementation. He gained his doctoral degree at the Durham University Business School (UK) and holds an MBA and an MSc in Marketing.

Review :
"This is an important book that will interest practitioners and scholars seeking to understand the "riddle, wrapped in a mystery inside an enigma "as Winston Churchill described Russia. The authors show with very cogent analysis that it is necessary to get behind the calculus of management into the deep cultures and contexts of business. To establish relations based on trust in the long term, cheapness without integrity is not an adequate business model in this environment." (Prof David Weir, Head of School of Business, Leadership and Enterprise, University Campus, Suffolk, UK, ex-Chair of Association of Business Schools (UK). "Attention catching reading, full of valuable insights and clear comments. Probably, a reader comes across the first book that clearly explains the inner relations of Russian people, the facets and nature of some of these close relationships. It reveals the nature of processes and gives some thoughtful advice to all Westerners dealing with the Russian business." (Prof Fatima Mirzoeva, Diplomatic Academy of Russian Ministry of Foreign Affairs, Russia.) "This is a very interesting book about Russian culture with great insights about the types of different networks or groups, the mechanics of relationships between them and a means to create trust-building with Russian people and companies. It is certainly very valuable for cross-border and strategic management. The findings discussed in this book which due to perceive similarities could also be applicable in other high-context cultures." (Stefan Kramberg, Professional, Aviation and Aerospace, France.) "An insightful perspective on the critical role of relationship and network ties in the Russian society, and how these play out even in the business environment. This book is a must-have roadmap for international business practitioners looking to explore the Russian market. Also, the findings could be applicable to other countries and cultures." (Dr. Ekpos Waritimi, Independent Strategy Consultant, Nigeria.) "Probably, one of the best books so far, thoughtfully explaining inner processes of Russian society and business and reveals such ultimately important issues as trust, emotional, functional and cultural aspects of business relations. It must to have book for all practitioners and investors dealing with Russia and also in other high-context cultures." (Andrey Vovchenko, VP at SB Bank, Russia.)"