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Commercial diplomacy: an integrative framework

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  • Olivier Naray

Abstract

The author aims to undertake exploratory theory building by suggesting a framework in which relationships between input-process-output may be further researched. The approach serves as a tool to understand value creation by commercial diplomacy. First, the author traces back the origins and the rationale of commercial diplomacy and introduces the relevant definitions. Then literature, concepts and theories are reviewed. Managerial concerns such as organisational arrangements, developmental factors and the commercial diplomat's individual features are integrated in an input-process-output framework. Inputs are divided into capabilities and resources such as organisational arrangements, geographic localisation of the foreign post and the commercial diplomat's individual features such as education and business experience. The roles performed (the process) are identified as facilitation, advisory and representation 'FAR', creating value for stakeholders (outputs) such as relationship capital and networks, knowledge and influence. The input-process-output framework may invite research to develop constructs/variables and test relationships between variables.

Suggested Citation

  • Olivier Naray, 2012. "Commercial diplomacy: an integrative framework," International Journal of Diplomacy and Economy, Inderscience Enterprises Ltd, vol. 1(2), pages 119-133.
    • Handle: RePEc:ids:ijdipe:v:1:y:2012:i:2:p:119-133
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    Cited by:

    1. (ed.), 0. "Research Handbook on Economic Diplomacy," Books, Edward Elgar Publishing, number 16053.
    2. Stanzel, Volker (Ed.), 2018. "New realities in foreign affairs: Diplomacy in the 21st century," SWP Research Papers 11/2018, Stiftung Wissenschaft und Politik (SWP), German Institute for International and Security Affairs.

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