Analyzing commitment dimensions in a long business relationship: a processual and dyadic approach of a French-Japanese case

Abstract : This paper builds on the commitment mix theory, to show how commitment evolves over time in a business relationship. Commitment is a major ingredient for building collaborative business relationships. However, it is generally studied 1) in a static way, not in a dynamic approach, 2) in a unilateral perspective, not in a dyadic approach 3) rarely in international contexts. Our processual analysis uses a retrospective and real time longitudinal study of a long-term French-Japanese business relationship. The data is collected on both sides of the dyad and consists of triangulating from in-depth interviews, archives and field notes. The main findings show that commitment dimensions follow a complex dynamic process. They are culturally-bound, often unconscious, implicit and therefore not necessarily perceived by the other party or attributed a different meaning. Managers can therefore decide to make some commitment evidences more explicit and understand how these are perceived by their foreign partners.
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Conference papers
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https://hal-upec-upem.archives-ouvertes.fr/hal-01125143
Contributor : Eleonore Mandel <>
Submitted on : Friday, March 6, 2015 - 11:00:37 AM
Last modification on : Thursday, July 18, 2019 - 2:50:02 PM
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Eléonore Mandel. Analyzing commitment dimensions in a long business relationship: a processual and dyadic approach of a French-Japanese case. European Academy of Management Conference (EURAM), Jun 2014, Valencia, Spain. ⟨hal-01125143⟩

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