Lobbying of commercial diplomats: institutional setting as a determining factor.

Research output: Chapter in Book/Report/Conference proceedingChapterAcademic

2 Citations (Scopus)
52 Downloads (Pure)

Abstract

The aim of this research is to contribute to the understanding of how commercial diplomats lobby for public procurement contracts. The institutional environment has ramifications for the manner of lobbying and for the practice of commercial diplomacy. This research brings together these streams of literature, and a conceptual model is developed. By means of an in-depth, single-case study, investigating the lobbying activities of EU diplomats in Indonesia, the study aimed to illustrate the model and draw the list of lobbying activities applicable for commercial diplomats. The findings reveal that in a weak institutional development environment, the diplomats focus on informational lobbying and rely heavily on their networks. If the decision-making powers are decentralized, the diplomats target more decision-makers. If diplomats do not have an access to decision-makers then ‘voice’ lobbying is applied. If the decision-makers are not elected, the diplomats do not engage in constituency-building lobbying. The findings illustrate the plausibility of the introduced conceptual model. They also suggest that domestic factors, such as interest in the host country, priority status of the host country and historical bilateral ties can positively influence the lobbying activities of the diplomats as well.
Original languageEnglish
Title of host publicationCommercial Diplomacy and International Business: a conceptual and empirical exploration. Advanced Series in Management.
EditorsH.J.M. Ruel
Place of PublicationWA UK
PublisherEmerald Publishers Ltd.
Pages??-??
Number of pages331
ISBN (Print)9781780526744
DOIs
Publication statusPublished - 2012

Publication series

NameAdvanced Series in Management.
PublisherEmerald Publishers Ltd.
Volume9

Fingerprint

diplomat
decision maker
lobby
diplomacy
Indonesia
EU
decision making

Keywords

  • METIS-287784
  • IR-81303

Cite this

Bondarouk, T., & Ruel, H. J. M. (2012). Lobbying of commercial diplomats: institutional setting as a determining factor. In H. J. M. Ruel (Ed.), Commercial Diplomacy and International Business: a conceptual and empirical exploration. Advanced Series in Management. (pp. ??-??). (Advanced Series in Management.; Vol. 9). WA UK: Emerald Publishers Ltd.. https://doi.org/10.1108/S1877-6361(2012)0000009013
Bondarouk, Tatiana ; Ruel, Hubertus Johannes Maria. / Lobbying of commercial diplomats: institutional setting as a determining factor. Commercial Diplomacy and International Business: a conceptual and empirical exploration. Advanced Series in Management.. editor / H.J.M. Ruel. WA UK : Emerald Publishers Ltd., 2012. pp. ??-?? (Advanced Series in Management.).
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Bondarouk, T & Ruel, HJM 2012, Lobbying of commercial diplomats: institutional setting as a determining factor. in HJM Ruel (ed.), Commercial Diplomacy and International Business: a conceptual and empirical exploration. Advanced Series in Management.. Advanced Series in Management., vol. 9, Emerald Publishers Ltd., WA UK, pp. ??-??. https://doi.org/10.1108/S1877-6361(2012)0000009013

Lobbying of commercial diplomats: institutional setting as a determining factor. / Bondarouk, Tatiana; Ruel, Hubertus Johannes Maria.

Commercial Diplomacy and International Business: a conceptual and empirical exploration. Advanced Series in Management.. ed. / H.J.M. Ruel. WA UK : Emerald Publishers Ltd., 2012. p. ??-?? (Advanced Series in Management.; Vol. 9).

Research output: Chapter in Book/Report/Conference proceedingChapterAcademic

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Bondarouk T, Ruel HJM. Lobbying of commercial diplomats: institutional setting as a determining factor. In Ruel HJM, editor, Commercial Diplomacy and International Business: a conceptual and empirical exploration. Advanced Series in Management.. WA UK: Emerald Publishers Ltd. 2012. p. ??-??. (Advanced Series in Management.). https://doi.org/10.1108/S1877-6361(2012)0000009013