Trustworthiness is a critical element in business relationships and research (see reference below) has shown its importance in generating successful results.\r
That research also explored the role of contracts and found - perhaps not surprisingly - that the contracting process and contract terms are of very real importance in creating trust within new relationships, but less so in environments where there is a history of working together. It highlighted the difference between environments that benefit from 'contractual safeguards', compared to those where there is an established 'clan culture'.
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