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Segmentation achats dans la gestion des relations client-fournisseur

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  • Lambert Jerman
  • Stéphane Nogatchewsky

Abstract

The article presents the results of a qualitative research on devices and tools dealing with purchasing segmentation processes at the heart of customer-supplier relationships. Since Kraljic (1983), the literature in strategy provides strategic matrices to the attention of business leaders. However it remains difficult to determine how these tools can support both the choice of a supplier and sustainable inter-organizational relationships. This paper attempts to fill this gap by specifying how purchasing segmentation devices are intertwined with dynamic capabilities. Choosing a partner is no longer reduced to a static strategic decision, but is designed as a dynamic assessment of the capabilities and resources? that have to be allocated to the control of industrial cooperations.

Suggested Citation

  • Lambert Jerman & Stéphane Nogatchewsky, 2015. "Segmentation achats dans la gestion des relations client-fournisseur," Revue française de gestion, Lavoisier, vol. 0(3), pages 135-152.
    • Handle: RePEc:cai:rfglav:rfg_248_0135
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    Cited by:

    1. Daniel Erhel & Richard Calvi, 2018. "A typology for logistics services from the shipper perspective [Une typologie des prestations logistiques (PL) orientée chargeur]," Post-Print halshs-01958530, HAL.

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