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Développer des relations collaboratives avec ses fournisseurs : quelles implications pour la fonction achats ?

Author

Listed:
  • Nathalie Merminod

    (CRET-LOG - Centre de Recherche sur le Transport et la Logistique - AMU - Aix Marseille Université)

  • Hugues Poissonnier

    (IRIMA - Institut de Recherche et d'Innovation en Management des Achats - EESC-GEM Grenoble Ecole de Management)

Abstract

The aim of this conceptual paper is to highlight how to support implementation of collaborative relationships with suppliers within the purchasing firm. We contend that firms have to develop their internal collaborative purchasing capital to then be capable of implementing greater collaborative relationships with suppliers. First, we explore the importance of consistency in internal and external relationships. Second, we address specificities of a collaborative approach with suppliers. Third, we propose ways to develop collaborative capital inside the purchasing firm at the buyer level, at the buying center level and for the entire firm.

Suggested Citation

  • Nathalie Merminod & Hugues Poissonnier, 2016. "Développer des relations collaboratives avec ses fournisseurs : quelles implications pour la fonction achats ?," Grenoble Ecole de Management (Post-Print) hal-01459887, HAL.
    • Handle: RePEc:hal:gemptp:hal-01459887
    as

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