Advanced Search
MyIDEAS: Login to save this article or follow this journal

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

Contents:

Author Info

  • Pascale Bueno Merino

    ()
    (Université de Caen)

Registered author(s):

    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.

    Download Info

    If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
    File URL: http://leg2.u-bourgogne.fr/rev/091134.pdf
    Download Restriction: no

    Bibliographic Info

    Article provided by revues.org in its journal Revue Finance Contrôle Stratégie.

    Volume (Year): 9 (2006)
    Issue (Month): 1 (March)
    Pages: 97-134

    as in new window
    Handle: RePEc:dij:revfcs:v:9:y:2006:i:q1:p:97-134

    Contact details of provider:
    Web page: http://www.revues.org/

    Order Information:
    Email:

    Related research

    Keywords: accord de portage commercial; coordination interorganisationnelle; confiance; piggyback arrangement; interorganizational coordination; trust.;

    Find related papers by JEL classification:

    References

    References listed on IDEAS
    Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
    as in new window
    1. 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, vol. 27(4), pages 1005-1032, December.
    2. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
    3. 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.
    4. 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.
    5. repec:hal:gemptp:hal-00424495 is not listed on IDEAS
    6. 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, vol. 27(5), 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 in new window

    Cited by:
    1. Gervais, Michel & Berland, Nicolas, 2008. "À quoi ont rêvé (et n’ont pas rêvé) les chercheurs en contrôle durant les dix dernières années ? Dix ans de recherche en contrôle," Economics Papers from University Paris Dauphine 123456789/1486, Paris Dauphine University.

    Lists

    This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

    Statistics

    Access and download statistics

    Corrections

    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.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Gérard Charreaux).

    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 references are entirely missing, you can add them using this form.

    If the full references list an item that is present in RePEc, but the system did not link 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 profile, as there may be some citations waiting for confirmation.

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