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In an ongoing process of globalization and technology improvements and due to an increase in worldwide actors in the economic sector, commercial diplomacy is an important tool for countries to support their business community during the internationalization process and afterwards. Nevertheless, commercial diplomacy literature is still in its infancy. Therefore, this chapter reviews existing research on the topic and develops a framework, which integrates the topics examined so far and provides the reader with a more complete picture of the topic at hand.

By means of a literature review, this chapter shows that the body of literature involving research of both disciplines, International Relations and International Management, is still rather limited. As a consequence, we determine a future research agenda and call for more empirical studies, especially in the field of (political) economy.

The global economic power shift towards the East has caused the governments of developed economies to support national businesses which are involved in the process of internationalizing and expanding across borders. Commercial diplomacy provides a means for governments to increase their international trade and to stimulate their national economies. Foreign posts play a crucial role in offering effective diplomatic support for international business. But what are the factors that can explain commercial diplomacy effectiveness at the foreign post level? This chapter presents the results of a survey that was conducted among commercial diplomats stationed at foreign posts. It appears that the amount of experience that commercial diplomats acquired at these foreign posts, combined with their established business network, form two of the most important factors which have a positive impact on the quality of commercial diplomacy. This extends further to include the importance of the client (business) preparedness in terms of knowledge and skills as well. Furthermore, the results indicate that the less favourable a cognitive institutional environment in a host country is, for instance in terms of information availability, the more relevance commercial diplomacy will have. The results of this study promote the understanding of how commercial diplomacy works and show how the debate on the future of commercial diplomacy can be taken a step further. This study should also be seen as a starting point for a holistic framework of commercial diplomacy effectiveness.

Purpose – University–industry relationships raise concerns about the influence of commercial interests on academic science. In this paper, we investigate how academic scientists who collaborate with industry understand their professional identity in relation to their research money and the notion of scientific “independence.”

Design/Methodology/Approach – We conducted in-depth interviews with 84 scientists and 65 administrators from 9 U.S. universities. The scientists do research in the field of agricultural biotechnology and collaborate with industry. The administrators have oversight responsibility for academic research, university–industry collaborations, and technology transfer.

Findings – We find that our respondents are wary of industry funding but believe that it has an appropriate place in academic research. Typically, industry money is treated either as seed money for preliminary research or as flexible funding that supplements the core, essential competitive grants academic scientists obtain from public agencies. We find that academic scientists talk about the mix of public and private funds in their research funding portfolios in ways that aim to construct an “independent” investigator professional identity.

Originality/Value – Our study is a case of how money is inscribed with meanings in institutional settings. It contributes to scholarship in economic sociology of work by revealing how money is used by academic scientists to signal their alignment with institutionally sanctioned professional norms and by administrators to evaluate scientists' work.

Commercial diplomacy within the EU is currently a matter for the individual EU member states (MS). This results in different policies and practices. But to what extent do they really differ? This chapter presents the results of a comparative study on EU MS commercial diplomacy policies and practices. The policy goals and practices of all 27 MS were assessed via document analysis and interviews with commercial diplomats. The findings show considerable differences in terms of the responsible ministry, the policy focus, the network of foreign posts and the work performed at the foreign post. However, countries that entered the EU first seem to have similar commercial diplomacy policy and practices characteristics, as do the countries that entered the EU after 2003. Furthermore, the results of statistical tests show that countries that entered first are similar in size, wealth, share of EU trade, number of embassies inside the EU, number of employees at the foreign post and the activism of the foreign post. These similarities apply as well for the countries that entered the EU after 2003. Overall, this study concludes that home country characteristics (size, culture, government), host country characteristics (institutions, culture, regime) and the relationship between a home country and a host country affect the commercial diplomacy policies and practices.

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.

Research has found that stereotypes affect occupational choices, but there has been almost no research on how they specifically affect the choice of becoming an entrepreneur. This study bridges different fields of research by combining theories on entrepreneurial intent, self-esteem, and stereotypes. The author argues that in situations of insufficient information individuals assess prospective careers in commercial and social entrepreneurship by means of stereotypes, and the author is the first to explore the influence of commercial and social entrepreneurial stereotypes on an individual’s intention to start a commercial (for-profit) or social (not for-profit) venture. The author uses the framework outlined by the stereotype content model to disclose the existence of distinct stereotypes for commercial and social entrepreneurs exist and, thereafter, the author analyzes the influences of both entrepreneurial stereotypes on the specific startup intentions. The author test the hypotheses with unique survey data from a sample of German non-entrepreneurs which reveals that commercial entrepreneurs are seen as competent but cold, whereas social entrepreneurs are regarded as warm but incompetent. Using structural equation modeling and multi-group analysis, the data implies that higher levels of perceived warmth and competence of commercial entrepreneurs have a positive indirect effect on commercial startup intentions. No such effect was found for social startup intentions; however, the results indicate that a higher societal status of social entrepreneurs exerts a positive indirect impact on the intention to start a social business. The author discusses the practical implications of our approach and point out avenues for future research.

We consider how the commercialization of social ventures may result from their founders’ personal experiences of commercial organizing. Building on theories of individual imprinting, we theorize that the commercialization of social ventures is influenced by two types of commercial experience: parental imprinting from the commercial work experience of a founder’s parents, and work imprinting from a founder’s professional experience within for-profit organizations. We find support for our theory based on analysis of a novel dataset of over 2,000 nascent social ventures and their founders. We further find that the marginal effects of additional work imprinting from a founder’s commercial experience decline with the longevity of this experience. We discuss implications of our findings for literatures on social ventures, imprinting, and hybrid organizations.

The study explores how economic factors influenced the coverage of COVID-19 in a privately owned commercial radio, Central Broadcasting Service (CBS), in Uganda. The station was selected mainly because it is one of the biggest radio stations in Uganda in terms of influence and audience reach. In addition, CBS is one of the few radio stations which carry elaborate news bulletins in the country. Most of the other stations put more emphasis on entertainment and only carry news as briefs. Since the liberalisation of airwaves in Uganda in 1993, a lot of research has been conducted on the performance and influence of commercial radio. However, there is little scholarship on the influence of economic factors on the coverage of health crises by commercial radio. The study employs the Critical Political Economy and Framing theories to understand how stories about COVID-19 were framed and the motivations for the identified frames. Quantitative content analysis was used for this study. The study found that the economic imperative influenced the frames chosen by reporters and editors at CBS during the coverage of COVID-19.

This empirical study conceptualizes the institutional environment within which firms function in a transition economy as a number of dimensions, representing the externally set ‘rules of the game’ as perceived by senior managers. It then proposes a mediating model of the links between that environment and the commercial performance of enterprises in which incentive intensity is a key strategic choice, influenced by perceptions of the institutional setting and the influence of that choice is carried on to commercial performance by a set of managerial orientations. The model is tested using survey data from a sample of 959 Chinese enterprises.

This study stresses the importance of considering a “joint” governance of interfirm relations as an alternative to external governance (by the State) and self-governance (by the business community) of these relations. We argue that a broadly-conceived structural and organizational approach to economic institutions provides insights into this joint governance because it shows how such a system spreads the costs of control among several kinds of stakeholders. We look at how transactions between any two firms are regulated through jurisdiction by “consular” judges (i.e. judges elected through the local Chamber of Commerce) who indirectly represent other firms and industries in that market, and are therefore considered to be at the same time third parties and potential levers of influence acting on behalf of corporate interests. We study an empirical case of such joint governance: The Tribunal of Commerce of Paris (TCP). Following previous work on lateral control and leverage, we hypothesize that industries and/or companies that have a strong stake in the conflict resolution process will be more represented among the judges of this court than other industries and/or companies, and that judges who are socially active in the court that enforces this joint governance will be sought out for advice more than other judges, and thus gain influence on their peers by suggesting specific outcomes. The analyses of the composition of the bench and of the advice network data collected in this court display an influence structure that confirms these hypotheses and that is likely to affect conflict resolution between businesses. It thus characterizes joint governance of markets as a complex set of social processes worthy of economic sociologists’ attention.