IDEAS home Printed from https://ideas.repec.org/a/dij/revfcs/v9y2006iq1p97-134.html
   My bibliography  Save this article

Le contrôle de l’intermédiaire local dans l’accord de portage commercial:analyse du rôle et des antécédents de la confiance

Author

Listed:
  • Pascale Bueno Merino

    (Université de Caen)

Abstract

(VF)L’accord de portage commercial caractérise une relation symbiotique entre un grand groupe industriel et une PMI exportatrice. Il repose sur l’existence d’un contrat d’agent commercial conclu entre la PMI et une filiale de distribution du groupe industriel. Cette délégation d’activités pose le problème du contrôle des efforts de l’intermédiaire local par une entreprise de taille modeste. Nous nous interrogerons en conséquence sur la nature de la coordination interorganisationnelle dans l’accord de portage commercial et, plus précisément, sur le rôle et les antécédents de la confiance. (VA)The piggyback arrangement characterizes a symbiotic relation between a big industrial group and an exporting SMI. It rests on the existence of a sales representative contract concluded between the SMI and a trade subsidiary from the industrial group. This delegation of activities poses the problem of the control of the efforts of the local intermediary by a small-sized company. We will consequently examine the nature of interorganizational coordination in the piggyback arrangement and, more precisely, the role and the antecedents of trust.

Suggested Citation

  • Pascale Bueno Merino, 2006. "Le contrôle de l’intermédiaire local dans l’accord de portage commercial:analyse du rôle et des antécédents de la confiance," Revue Finance Contrôle Stratégie, revues.org, vol. 9(1), pages 97-134, March.
    • Handle: RePEc:dij:revfcs:v:9:y:2006:i:q1:p:97-134
    as

    Download full text from publisher

    File URL: https://repec-crego.u-bourgogne.fr/images/stories/rev/091134.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. William T. Ross, Jr. & Erin Anderson & Barton Weitz, 1997. "Performance in Principal-Agent Dyads: The Causes and Consequences of Perceived Asymmetry of Commitment to the Relationship," Management Science, INFORMS, vol. 43(5), pages 680-704, May.
    2. Preet S Aulakh & Masaaki Kotabe & Arvind Sahay, 1996. "Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral Approach," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(5), pages 1005-1032, December.
    3. Pahud de Mortanges, Charles & Vossen, Joost, 1999. "Mechanisms to control the marketing activities of foreign distributors," International Business Review, Elsevier, vol. 8(1), pages 75-97, January.
    4. Vincent Mangematin, 1998. "La confiance : un mode de coordination dont l'utilisation dépend de ses conditions de production," Grenoble Ecole de Management (Post-Print) hal-00424495, HAL.
    5. Nathalie Guibert, 1999. "La confiance en marketing : Fondements et applications," Post-Print hal-02018437, HAL.
    6. Dekker, Henri C., 2004. "Control of inter-organizational relationships: evidence on appropriation concerns and coordination requirements," Accounting, Organizations and Society, Elsevier, vol. 29(1), pages 27-49, January.
    7. Edward Lorenz, 1988. "Neither Friends nor Strangers," Post-Print halshs-00483728, HAL.
    8. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
    9. Preet S Aulakh & Masaaki Kotabe & Arvind Sahay, 1996. "Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral Approach," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(4), pages 1005-1032, December.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. repec:dau:papers:123456789/1486 is not listed on IDEAS

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Holtgrave, Maximilian & Nienaber, Ann-Marie & Ferreira, Carlos, 2017. "Untangling the trust–control nexus in international buyer–supplier exchange relationships: An investigation of the changing world regarding relationship length," European Management Journal, Elsevier, vol. 35(4), pages 523-537.
    2. Crosno, Jody L. & Tong, Pui Ying, 2018. "Just going through the motions? An empirical investigation of control, compliance, and performance in franchisor-franchisee relationships," Journal of Business Research, Elsevier, vol. 92(C), pages 360-373.
    3. Abosag, Ibrahim & Lee, Joong-Woo, 2013. "The formation of trust and commitment in business relationships in the Middle East: Understanding Et-Moone relationships," International Business Review, Elsevier, vol. 22(3), pages 602-614.
    4. Inkpen, Andrew C. & Currall, Steven C., 1998. "The nature, antecedents, and consequences of joint venture trust," Journal of International Management, Elsevier, vol. 4(1), pages 1-20, July.
    5. Gounaris, Spiros P., 2005. "Trust and commitment influences on customer retention: insights from business-to-business services," Journal of Business Research, Elsevier, vol. 58(2), pages 126-140, February.
    6. Wu, Jie & Wu, Zefu & Si, Steven, 2016. "The influences of Internet-based collaboration and intimate interactions in buyer–supplier relationship on product innovation," Journal of Business Research, Elsevier, vol. 69(9), pages 3780-3787.
    7. Kurt, Yusuf & Yamin, Mo & Sinkovics, Noemi & Sinkovics, Rudolf R., 2016. "Spirituality as an antecedent of trust and network commitment: The case of Anatolian Tigers," European Management Journal, Elsevier, vol. 34(6), pages 686-700.
    8. Liu, Yen-Hung Steven & Deligonul, Seyda & Cavusgil, Erin & Chiou, Jyh-Shen, 2018. "Always trust in old friends? Effects of reciprocity in bilateral asset specificity on trust in international B2B partnerships," Journal of Business Research, Elsevier, vol. 90(C), pages 171-185.
    9. Gwenaëlle Nogatchewsky & Rachel Beaujolin-Bellet, 2005. "La rupture du contrôle par la confiance dans les relations client-fournisseur," Post-Print halshs-00143134, HAL.
    10. Vijayasarathy, Leo R., 2010. "Supply integration: An investigation of its multi-dimensionality and relational antecedents," International Journal of Production Economics, Elsevier, vol. 124(2), pages 489-505, April.
    11. Steven H. Dahlquist & David A. Griffith, 2015. "A framework for the formation of governance portfolios in international interfirm marketing collaborations," AMS Review, Springer;Academy of Marketing Science, vol. 5(1), pages 45-59, June.
    12. Yahui Li & Wenli Zheng & Yunhui Zhao, 2022. "How Does Green Search Promote Green Innovation? The Mediating Role of Green Control," Sustainability, MDPI, vol. 14(16), pages 1-26, August.
    13. Bove, Liliana L. & Johnson, Lester W., 2001. "Customer relationships with service personnel: do we measure closeness, quality or strength?," Journal of Business Research, Elsevier, vol. 54(3), pages 189-197, December.
    14. Obadia, Claude & Stöttinger, Barbara, 2015. "Pricing to manage export channel relationships," International Business Review, Elsevier, vol. 24(2), pages 311-318.
    15. Hugues Poissonnier & Armelle Godener, 2009. "L'Articulation Controle – Confiance Au Sein Des Projets Portes Par Un Pole De Competitivite," Post-Print halshs-00460138, HAL.
    16. Steven Dahlquist & David Griffith, 2015. "A framework for the formation of governance portfolios in international interfirm marketing collaborations," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 5(1), pages 45-59, June.
    17. Nielsen, Bo Bernhard, 2007. "Determining international strategic alliance performance: A multidimensional approach," International Business Review, Elsevier, vol. 16(3), pages 337-361, June.
    18. Ranjay Gulati & Jack A. Nickerson, 2008. "Interorganizational Trust, Governance Choice, and Exchange Performance," Organization Science, INFORMS, vol. 19(5), pages 688-708, October.
    19. Heribert Gierl & Sandra Praxmarer, 2007. "Die Wirkung der Positionierung eines Zulieferunternehmens auf das Vertrauen des Kunden," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 18(2), pages 187-206, August.
    20. Jia, Flora Fang & Wang, Jeff Jianfeng, 2013. "Marketing channel relationships in China: A review and integration with an institution-based perspective," Journal of Business Research, Elsevier, vol. 66(12), pages 2545-2551.

    More about this item

    Keywords

    accord de portage commercial; coordination interorganisationnelle; confiance; piggyback arrangement; interorganizational coordination; trust.;
    All these keywords.

    JEL classification:

    • L14 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Transactional Relationships; Contracts and Reputation

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:dij:revfcs:v:9:y:2006:i:q1:p:97-134. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Informatique Technique MSH Dijon (email available below). General contact details of provider: http://www.revues.org/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.