TY  - CHAP
AB  - This chapter presents a study on the work of commercial diplomats as international business promoters at foreign posts. Research has largely overlooked the actual roles and activities of commercial diplomats in explaining the effectiveness of commercial diplomacy and international business support. In this study, it is assumed that commercial diplomats’ behavior is influenced by informal institutions. Face-to-face semi-structured interviews with 23 commercial diplomats at foreign posts from different countries were conducted and analyzed. The results show three different types of role behavior and differences in proactivity per type. Informal institutions such as background, skills, and experience, cultural differences, and the working environment suggest to explain the differences in levels of proactive international business support behavior of commercial diplomats. Further research is needed to assert these findings.
VL  - 9
SN  - 978-1-78052-674-4, 978-1-78052-675-1/1877-6361
DO  - 10.1108/S1877-6361(2012)0000009006
UR  - https://doi.org/10.1108/S1877-6361(2012)0000009006
AU  - Visser Robin
AU  - Ruël Huub
ED  - Huub Ruël
PY  - 2012
Y1  - 2012/01/01
TI  - Chapter 2 Commercial Diplomats as Corporate Entrepreneurs: An Institutional Perspective
T2  - Commercial Diplomacy and International Business: A Conceptual and Empirical Exploration
T3  - Advanced Series in Management
PB  - Emerald Group Publishing Limited
SP  - 29
EP  - 70
Y2  - 2024/04/20
ER  -