Abstract Background and purpose: Trust is embedded into the national culture. It is a tool that helps create strategic partnerships and facilitates deals that carry certain risks. Cultural differences and norms can affect business relations, but more often focus is on the obvious differences. Although trust in a business partner may be due to non-obvious differences, for example, which part of the deal the partner wants to control himself and which part of the deal he wants to give to the partner to control. If the difference between the real and desired levels of the partner’s control over the deal is large, then is trust possible, especially in intercultural business relations? Objective: One aim of our study is to find out whether trust may be considered as moderator of control in a business deal. In other words, if the level of trust in a business partner is higher, are the partners more open to sharing their control over the deal with each other? The other aim is to identify the links between these indicators (trust and control) in business partnerships of partners from different cultures. Design/Methodology/Approach: The study investigated the answers of 103 Slovenian and 124 Russian business partners. The Organizational Trust Inventory (OTI) and the 5-items questionnaire on control over deal were used to collect data. Descriptive and inferential statistics were used to process the data collected. Results: The probability that the business partner will not fulfil their obligations in the deal negatively relates to the level of trust. The difference between degree of desired control and degree of control negatively relates to the level of trust. Conclusion: As our results showed, trust cannot be considered as a strong moderator of control between partners. In response to greater trust, the respondents only agree to increase their partner’s control, but are not willing to reduce their own. Moreover, this finding is stronger in the group of Russian partners than in the Slovenian ones.

中文翻译：

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交易控制与国际业务合作伙伴关系中基于认知的信任之间的关系

摘要背景和目的：信任已融入民族文化。它是一种工具，可帮助建立战略合作伙伴关系并促进具有某些风险的交易。文化差异和规范可能会影响业务关系，但更多地侧重于明显的差异。尽管对业务合作伙伴的信任可能是由于非显而易见的差异引起的，例如，合作伙伴想要控制自己在交易的哪一部分以及他希望交给合作伙伴控制的交易的哪一部分。如果合作伙伴对交易的控制的实际水平与期望水平之间的差异很大，那么信任是否可能，特别是在跨文化业务关系中？目的：我们研究的目的之一是确定信任是否可以被视为商业交易中控制的主持人。换一种说法，如果对业务合作伙伴的信任程度更高，那么合作伙伴是否更愿意彼此共享对交易的控制权？另一个目标是确定来自不同文化的合作伙伴之间的商业伙伴关系中这些指标（信任和控制）之间的联系。设计/方法/方法：该研究调查了103个斯洛文尼亚人和124个俄罗斯商业伙伴的答案。使用组织信任清单（OTI）和关于交易控制的5项问卷来收集数据。描述性和推断性统计数据用于处理收集的数据。结果：业务合作伙伴无法履行交易义务的可能性与信任程度负相关。期望控制程度和控制程度之间的差异与信任程度负相关。结论：正如我们的结果所示，信任不能被视为合作伙伴之间控制的强大调节器。为了获得更大的信任，受访者仅同意增加其伴侣的控制权，但不愿意降低自己的控制权。此外，这一发现在俄罗斯伙伴国中要强于斯洛文尼亚伙伴国。