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Tétraclasse appliqué aux relations commerciales B2B

Author

Listed:
  • Eric Julienne

    (LITEM - Laboratoire en Innovation, Technologies, Economie et Management (EA 7363) - UEVE - Université d'Évry-Val-d'Essonne - Université Paris-Saclay - IMT-BS - Institut Mines-Télécom Business School - IMT - Institut Mines-Télécom [Paris], UEVE - Université d'Évry-Val-d'Essonne)

Abstract

Est-il possible de classer les éléments de performance relationnelle (i.e. les éléments qui contribuent à construire une bonne qualité relationnelle) selon la logique Tétraclasse ? • Certains éléments seraient « basiques » ; une bonne performance sur ces éléments serait absolument nécessaire, car perçue comme « la moindre des choses » ; • D'autres éléments seraient « clés », c'est-à-dire contribuant fortement (en positif comme en négatif) à la qualité relationnelle ; • D'autres encore seraient des éléments « plus », non indispensables a priori mais permettant de faire la différence dans des situations à fort enjeu ; • Enfin, les éléments « secondaires » auraient une influence relativement plus faible sur la qualité relationnelle.

Suggested Citation

  • Eric Julienne, 2021. "Tétraclasse appliqué aux relations commerciales B2B," Post-Print hal-04243928, HAL.
    • Handle: RePEc:hal:journl:hal-04243928
    Note: View the original document on HAL open archive server: https://hal.science/hal-04243928v1
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    File URL: https://hal.science/hal-04243928v1/document
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