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L'exercice du contrôle dans la relation client-fournisseur

Author

Listed:
  • Gwenaëlle Nogatchewsky

    (DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

Abstract

Dans la coopération client-fournisseur, le client met en place des dispositifs pour s'assurer que le fournisseur se comporte conformément à ses attentes (critères de sélection, objectifs, dispositifs de suivi, d'évaluation, de sanctions, etc.). L'article montre qu'au-delà de ces mécanismes formels, le contrôle dans la coopération est un exercice subtil (et souvent informel) d'influence réciproque. Le fournisseur cherche à préserver sa zone d'incertitude et à se rendre indispensable, tandis que le client tente de croiser l'information, d'évaluer sans cesse son pouvoir.

Suggested Citation

  • Gwenaëlle Nogatchewsky, 2003. "L'exercice du contrôle dans la relation client-fournisseur," Post-Print halshs-00143127, HAL.
    • Handle: RePEc:hal:journl:halshs-00143127
    Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-00143127
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    Citations

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    Cited by:

    1. Damien Mourey, 2009. "Les impensés des approches décontextualisées du contrôle des relations inter-firmes," Post-Print halshs-00459150, HAL.
    2. Arnaud Eve & Pierre-Antoine Sprimont, 2013. "Etude exploratoire sur la perception de la Etude exploratoire sur la perception de la norme de management de la qualité par les opérationnels, et son impact sur leur attitude au travail : le cas de l'," Post-Print hal-01574344, HAL.
    3. Catherine Goullet & François Meyssonnier, 2009. "Le contrôle des réseaux de franchise," Working Papers hal-00419266, HAL.
    4. Damien Talbot, 2015. "Contrôles et proximités au sein de la supply chain aéronautique," Post-Print hal-02351969, HAL.

    More about this item

    Keywords

    relation client-fournisseur;

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