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Dépendance asymétrique dans les alliances verticales : comment un client vassal contrôle-t-il ses fournisseurs ?

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)

  • Carole Donada

    (ESSEC Business School)

Abstract

L'objet de cette étude est d'analyser l'exercice du contrôle au sein d'alliances verticales marquées par une forte asymétrie de dépendance entre des partenaires. Deux études de cas sont réalisées et portent sur le contrôle que des clients dépendants de leurs fournisseurs partenaires peuvent exercer sur ces derniers. Nos observations sont mises en perspective avec des propositions issues de l'approche transactionnelle, de l'approche de l'échange social, de l'approche par le pouvoir et la dépendance et de l'approche par les ressources et les compétences. L'étude suggère que les clients fortement dépendants de leurs fournisseurs (appelés ici clients vassaux) ne peuvent imposer à ces derniers des contrats stricts ni les influencer de manière coercitive. Ils privilégient alors un contrôle plus informel et cherchent à développer une influence « affective » sur leurs fournisseurs. Cette influence est fondée sur la confiance et les normes relationnelles.

Suggested Citation

  • Gwenaëlle Nogatchewsky & Carole Donada, 2005. "Dépendance asymétrique dans les alliances verticales : comment un client vassal contrôle-t-il ses fournisseurs ?," Post-Print halshs-00143130, HAL.
    • Handle: RePEc:hal:journl:halshs-00143130
    Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-00143130
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    References listed on IDEAS

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    Cited by:

    1. Carole Donada & François Lenglet & Caroline Mothe & Jean-Jacques Nillès, 2015. "Un indice de mesure du collaboratif client-fournisseur," Post-Print hal-01301383, HAL.

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