The building of trust with prospective business partners and customers is mainly rooted in either results or relationships in different parts of the world.
In Denmark (Scandinavia, Germany, US and UK) trust is built on business results. How do your company perform? How do your company deliver? How do you perform?
Good relations count, but trust is primarily task based. Business is business.
Asians, Arabs and Latins buy from people they like. Trust is built through socializing and personal contact. Through spending time sharing meals and evening drinks.
The personal relationship, over the long term, paves the way for business relations.
Of course task-based and relationship-based trust are mixed together. A relative scale will show what is in focus.
