The value of commercial diplomacy from an international entrepreneurs perspective.

Research output: Chapter in Book/Report/Conference proceedingChapterAcademic

3 Citations (Scopus)

Abstract

One powerful public support instrument to support the economic interests abroad is via commercial diplomacy (CD). CD is practice gaining more importance in today's economy, but is poorly addressed in research. The available existing research, however, lack detail on the beneficiary perspective and the value-added function of CD, let alone specific enterprises to small and medium enterprises (SMEs). This study contributes to the field of CD by identifying the determinants of the value of CD from an SME (beneficiary) perspective. Out of a random sample of 450 SMEs contacted, 115 of them agreed to fill out a scale-based questionnaire and answer to open questions in the questionnaire. The results demonstrate that the perceived service quality by SMEs of CD influences the overall value SMEs attach to CD. No evidence was found in support of the hypothesis that institutional environment of a host country is negatively related to the value SMEs attach to CD. But we found a negative relationship between the international experience of an SME and the overall value SMEs attach to CD, and a positive relationship between the extent of having foreign public customers and the overall value attached to CD by SMEs. Opposite to what existing literature suggests, smaller SMEs do not attach more value to CD services. Also, for the business network we did not find evidence that SMEs with an established business network attach less value to CD. We did, however, find evidence that SMEs with an established business network attach less value to partner search services. Suggestions for further research are provided
Original languageUndefined
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.
Pages71-103
Number of pages331
ISBN (Print)9781780526744
DOIs
Publication statusPublished - 2012

Publication series

NameAdvanced Series in Management.
PublisherEmerald Publishers Ltd.
Number9
Volume9

Keywords

  • METIS-287780
  • IR-81300

Cite this

Busschers, S., & Ruel, H. J. M. (2012). The value of commercial diplomacy from an international entrepreneurs perspective. In H. J. M. Ruel (Ed.), Commercial Diplomacy and International Business: a conceptual and empirical exploration. Advanced Series in Management. (pp. 71-103). (Advanced Series in Management.; Vol. 9, No. 9). WA UK: Emerald Publishers Ltd.. https://doi.org/10.1108/S1877-6361(2012)0000009007
Busschers, S. ; Ruel, Hubertus Johannes Maria. / The value of commercial diplomacy from an international entrepreneurs perspective. 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. 71-103 (Advanced Series in Management.; 9).
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Busschers, S & Ruel, HJM 2012, The value of commercial diplomacy from an international entrepreneurs perspective. in HJM Ruel (ed.), Commercial Diplomacy and International Business: a conceptual and empirical exploration. Advanced Series in Management.. Advanced Series in Management., no. 9, vol. 9, Emerald Publishers Ltd., WA UK, pp. 71-103. https://doi.org/10.1108/S1877-6361(2012)0000009007

The value of commercial diplomacy from an international entrepreneurs perspective. / Busschers, S.; 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. 71-103 (Advanced Series in Management.; Vol. 9, No. 9).

Research output: Chapter in Book/Report/Conference proceedingChapterAcademic

TY - CHAP

T1 - The value of commercial diplomacy from an international entrepreneurs perspective.

AU - Busschers, S.

AU - Ruel, Hubertus Johannes Maria

PY - 2012

Y1 - 2012

N2 - One powerful public support instrument to support the economic interests abroad is via commercial diplomacy (CD). CD is practice gaining more importance in today's economy, but is poorly addressed in research. The available existing research, however, lack detail on the beneficiary perspective and the value-added function of CD, let alone specific enterprises to small and medium enterprises (SMEs). This study contributes to the field of CD by identifying the determinants of the value of CD from an SME (beneficiary) perspective. Out of a random sample of 450 SMEs contacted, 115 of them agreed to fill out a scale-based questionnaire and answer to open questions in the questionnaire. The results demonstrate that the perceived service quality by SMEs of CD influences the overall value SMEs attach to CD. No evidence was found in support of the hypothesis that institutional environment of a host country is negatively related to the value SMEs attach to CD. But we found a negative relationship between the international experience of an SME and the overall value SMEs attach to CD, and a positive relationship between the extent of having foreign public customers and the overall value attached to CD by SMEs. Opposite to what existing literature suggests, smaller SMEs do not attach more value to CD services. Also, for the business network we did not find evidence that SMEs with an established business network attach less value to CD. We did, however, find evidence that SMEs with an established business network attach less value to partner search services. Suggestions for further research are provided

AB - One powerful public support instrument to support the economic interests abroad is via commercial diplomacy (CD). CD is practice gaining more importance in today's economy, but is poorly addressed in research. The available existing research, however, lack detail on the beneficiary perspective and the value-added function of CD, let alone specific enterprises to small and medium enterprises (SMEs). This study contributes to the field of CD by identifying the determinants of the value of CD from an SME (beneficiary) perspective. Out of a random sample of 450 SMEs contacted, 115 of them agreed to fill out a scale-based questionnaire and answer to open questions in the questionnaire. The results demonstrate that the perceived service quality by SMEs of CD influences the overall value SMEs attach to CD. No evidence was found in support of the hypothesis that institutional environment of a host country is negatively related to the value SMEs attach to CD. But we found a negative relationship between the international experience of an SME and the overall value SMEs attach to CD, and a positive relationship between the extent of having foreign public customers and the overall value attached to CD by SMEs. Opposite to what existing literature suggests, smaller SMEs do not attach more value to CD services. Also, for the business network we did not find evidence that SMEs with an established business network attach less value to CD. We did, however, find evidence that SMEs with an established business network attach less value to partner search services. Suggestions for further research are provided

KW - METIS-287780

KW - IR-81300

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DO - 10.1108/S1877-6361(2012)0000009007

M3 - Chapter

SN - 9781780526744

T3 - Advanced Series in Management.

SP - 71

EP - 103

BT - Commercial Diplomacy and International Business: a conceptual and empirical exploration. Advanced Series in Management.

A2 - Ruel, H.J.M.

PB - Emerald Publishers Ltd.

CY - WA UK

ER -

Busschers S, Ruel HJM. The value of commercial diplomacy from an international entrepreneurs perspective. 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. 71-103. (Advanced Series in Management.; 9). https://doi.org/10.1108/S1877-6361(2012)0000009007