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Trust and Competitive Advantage

The public’s trust in business has been declining steadily for the last forty years. Recent surveys rank CEOs well below even politicians on the dimension of trust. While the drivers of this trend vary by industry, a common thread is the unevenly shared costs and benefits of globalization.

Why does the trust deficit matter?

Because—particularly in a world of networked supply chains and global communications—a fraying relationship between business and the society that sustains it can unleash real strategic and operational consequences:

  • Increased costs of doing business as contracts and audits displace trust as the medium for commerce;
  • Barriers to cooperation and learning as customers and suppliers keep their trading partners at arms-length;
  • Damage to customer relationships as concerns over corporate behavior lead to boycotts or even switching;
  • Risk of regulation and restriction as nations try to address the unaddressed social costs of business
This situation has led many companies to focus on “corporate social responsibility” (CSR). In practice, however, these efforts have tended to focus more on public relations than on rethinking the relationship between business and society for mutual benefit.

This combination of need—addressing the trust deficit—and uncertainty over how best to respond to it, requires new, more powerful approaches to enhance the relationship of business and society. We continue to explore the foundations of corporate trust and the evolving social responsibilities of the firm with a goal to develop an ever more essential lens on developing competitive strategies.

 Publication on Trust and Competitive Advantage

Größe Verpflichtet (Size Obliges)

In this article, which followed the Business and Society project, Bolko von Oetinger and Martin Reeves discuss why size obliges and how management can learn to take on social responsibility by making the following considerations:


Adapting Self-Conception. Key drivers for regaining trust and ensuring future economic success include anticipating the regulator by applying self-restrictions, developing codes of conduct, having the clearest foresight for taking on environmental problems, and taking charge in modernizing training systems and work structures.

 
Responding Faster-Strategically. The more companies are in the limelight, the more difficult it is for boards-especially in Europe-to correct errors that have a strong social impact, without being criticized publicly. For this reason alone, low-key (early) changes are always more cost effective than noisy (later) ones.

 
Understanding Problems of Trust-in Detail. Problems of trust are complex, elusive, and emotional phenomena. To defuse them, managers have to fractionalize them. In the food industry, for example, what in particular is being criticized? Can parts of that problem be solved? Such questions require responsible managers to respond specifically and individually on behalf of their companies.
Setting Standards. Many solutions do not depend solely on an individual company's good will: solutions must be industrywide, all companies cooperating together. A top manager has to support not only a global agreement process in the industry. He can also influence industry opinion and the general public, getting them to move slowly in the right direction.

 
Developing Measurement Methods. There are not yet appropriate metrics for the role of a company in civil society. Companies are measured by criteria that are different from what they should be. Success is not only economic success. Success has to incorporate social parameters. Is it not necessary for market leaders to set these standards and metrics too? Initial strategies-for example, the triple bottom line-unite economic, ecological, and social parameters in a type of consolidated balance sheet of the company.

 
Adapting Organization. In the last ten years, global corporations have cared more about their global strategy than the cultural differences of the countries and cultures in which they operate. To be a respected (and successful) player in today's world economy, a company's focus has to shift from a global approach to a regional approach.

Bolko von Oetinger and Martin Reeves, "Größe Verpflichtet" ("Size Obliges"), Harvard Businessmanager (January 2007): pp. 60-66.

Available only in German.

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