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

Eléonore Mandel ()
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Eléonore Mandel: IRG - Institut de Recherche en Gestion - UPEM - Université Paris-Est Marne-la-Vallée - UPEC UP12 - Université Paris-Est Créteil Val-de-Marne - Paris 12, Métis Lab EM Normandie - EM Normandie - École de Management de Normandie = EM Normandie Business School

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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.

Keywords: France; culture; commitment; Japan; B-to-B relationship (search for similar items in EconPapers)
Date: 2014-06-04
Note: View the original document on HAL open archive server: https://hal.science/hal-01125143v1
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Published in European Academy of Management Conference (EURAM), Jun 2014, Valencia, Spain

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-01125143

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