Cookies Policy

This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies.

I accept this policy

Find out more here

Commercial Diplomats in the Context of International Business

No metrics data to plot.
The attempt to load metrics for this article has failed.
The attempt to plot a graph for these metrics has failed.
The full text of this article is not currently available.

Brill’s MyBook program is exclusively available on BrillOnline Books and Journals. Students and scholars affiliated with an institution that has purchased a Brill E-Book on the BrillOnline platform automatically have access to the MyBook option for the title(s) acquired by the Library. Brill MyBook is a print-on-demand paperback copy which is sold at a favorably uniform low price.

Access this article

+ Tax (if applicable)
Add to Favorites
You must be logged in to use this functionality

Drawing on literature from various disciplines that directly address commercial diplomacy (diplomacy, political economy and international marketing) as well as empirical research, this article brings to commercial diplomacy the approach of management and organizational science. Methods used include qualitative case study research from in-depth semi-structured interviews with numerous commercial diplomats and related stakeholders, such as concerned business firms. A large share of the data was gathered in Switzerland. Naray analyses the roles of commercial diplomats by creating a framework composed of three main groups of roles — facilitation (F), advisory (A) and representation (R) — or ‘FAR’. These three roles cut across activity areas such as trade promotion, investments, ‘made-in’ and corporate image, cooperation in science and technology, and the protection of intellectual property. Two key dimensions of factors that shape the nature of commercial diplomacy are identified: organizational (such as arrangements between ministries and trade-promotion organizations, etc.); and individual (education, background and motivation). Implications arising from the organizational dimension concern organizational design, seeking effective arrangements between the commercial diplomat’s organizational unit and the headquarters. The individual dimension implies rethinking recruitment and talent management. If governments are to reorganize their commercial diplomacy, these two dimensions should be considered and acted upon.

Affiliations: 1: Institut de l’entreprise (IENE), Université de Neuchâtel A.-L. Breguet 1, CH-2000 Neuchâtel Switzerland, Email:


Full text loading...


Data & Media loading...

Article metrics loading...



Can't access your account?
  • Tools

  • Add to Favorites
  • Printable version
  • Email this page
  • Subscribe to ToC alert
  • Get permissions
  • Recommend to your library

    You must fill out fields marked with: *

    Librarian details
    Your details
    Why are you recommending this title?
    Select reason:
    The Hague Journal of Diplomacy — Recommend this title to your library
  • Export citations
  • Key

  • Full access
  • Open Access
  • Partial/No accessInformation