Roy Chua

Mark O'Toole

While there is no shortage of U.S. companies building successful business relationships in China, the dynamic and roadmap to do so continue to evolve. Roy Y.J. Chua, assistant professor of business administration at Harvard Business School, discusses the role of trust in building intercultural business relationships, specifically two types of trust: cognitive trust and affective trust. Chua’s recent contribution to MIT Sloan Management Review, “Building Effective Business Relationships in China,” provides depth and detail on his theories and observations. The following is based on a conversation with Chua about this article, and recommendations for Western businesses developing Chinese relationships.

Neal Goodman

Organizations can create competitive advantage by developing a global mindset, enhancing leadership development and building global teams.