IDEAS home Printed from https://ideas.repec.org/p/hal/gemptp/halshs-01020699.html
   My bibliography  Save this paper

La collaboration client/fournisseur : comment créer de la valeur au-delà des frontières de l'entreprise

Author

Listed:
  • Richard Calvi

    (IREGE - Institut de Recherche en Gestion et en Economie - USMB [Université de Savoie] [Université de Chambéry] - Université Savoie Mont Blanc)

  • Karine Samuel

    (CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique, CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique)

  • Nathalie Merminod

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

  • Hugues Poissonnier

    (EESC-GEM Grenoble Ecole de Management)

Abstract

L e 6 avril 2010, l'État français créait la médiation des relations interentreprises industrielles et de la sous-traitance. Cette initiative issue des états généraux de l'industrie (2010), faisait suite à la mise en évidence des effets néfastes pouvant naître d'un fort déséquilibre dans la relation commerciale entre client et fournisseur. Ces états généraux venaient eux-mêmes en réaction à une crise sans précédent (2008-2009) ayant fortement affecté le tissu industriel français et notamment fragilisé le réseau de sous-traitance de la filière automobile. Dès janvier 2009, la Loi de modernisation des entreprises (LME) s'était attachée en urgence à légiférer sur les délais de paiement, mais le mal semblait plus profond d'où la création de cette médiation, dont la lettre de mission de juin 2010 évoque l'impératif " d'engager des actions visant à rendre plus équilibrées et partenariales les relations entre clients et fournisseurs et à renforcer le maillage du tissu industriel " (rapport Volot, 2010, p. 43). Il y a vingt ans de cela déjà, Claude Altherson (1992), ancien commissaire général au plan, faisait un constat assez similaire. Il appelait de ses vœux à une prise de conscience, par les acteurs industriels, que le déploiement de relations plus partenariales avec les fournisseurs était vecteur de création de valeur pour l'ensemble du tissu industriel. Le renouvellement des mêmes constats doit nous interpeller sur l'évolution des modèles économiques qui régissent les relations clients/fournisseurs. Les relations basées sur l'" affrontement " (" arm lenght " comme l'évoquent les anglo-saxons) sont-elles toujours la norme dans les relations verticales ? Nos différentes actions (recherche, formation) auprès de populations en charge du pilotage des relations avec les fournisseurs (acheteurs, supply chain managers, etc.) nous amènent à penser que la collaboration est, dans bien des cas, le mode de management le plus apte à générer un avantage concurrentiel (Kanter, 1994).

Suggested Citation

  • Richard Calvi & Karine Samuel & Nathalie Merminod & Hugues Poissonnier, 2014. "La collaboration client/fournisseur : comment créer de la valeur au-delà des frontières de l'entreprise," Grenoble Ecole de Management (Post-Print) halshs-01020699, HAL.
    • Handle: RePEc:hal:gemptp:halshs-01020699
    DOI: 10.3166/rfg.239.67-74
    Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-01020699
    as

    Download full text from publisher

    File URL: https://shs.hal.science/halshs-01020699/document
    Download Restriction: no
    File URL: https://libkey.io/10.3166/rfg.239.67-74?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Fouad El Ouardighi, 2008. "Le supply chain management : concilier centralisation et indépendance organisationnelle," Revue française de gestion, Lavoisier, vol. 0(6), pages 81-88.
    2. Williamson, Oliver E, 1979. "Transaction-Cost Economics: The Governance of Contractural Relations," Journal of Law and Economics, University of Chicago Press, vol. 22(2), pages 233-261, October.
    3. Alain Spalanzani & Karine Evrard Samuel, 2007. "Absorbing uncertainty within supply chains," International Journal of Productivity and Quality Management, Inderscience Enterprises Ltd, vol. 2(4), pages 441-458.
    4. Gianni Lorenzoni & Andrea Lipparini, 1999. "The leveraging of interfirm relationships as a distinctive organizational capability: a longitudinal study," Strategic Management Journal, Wiley Blackwell, vol. 20(4), pages 317-338, April.
    5. James G. March, 1991. "Exploration and Exploitation in Organizational Learning," Organization Science, INFORMS, vol. 2(1), pages 71-87, February.
    6. Jacques Houssiaux, 1957. "Le concept de « quasi-intégration » et le rôle des sous-traitants dans l'industrie," Revue Économique, Programme National Persée, vol. 8(2), pages 221-247.
    7. David J. Teece & Gary Pisano & Amy Shuen, 1997. "Dynamic capabilities and strategic management," Strategic Management Journal, Wiley Blackwell, vol. 18(7), pages 509-533, August.
    8. Richard Calvi & T. Koike & Eric Blanco, 2005. "Coopérer en conception pour améliorer les supply chains de demain : un réel défi pour les entreprises virtuelles," Post-Print halshs-00090414, HAL.
    9. Karine Evrard Samuel, 2007. "Absorbing uncertainty within supply chain," Post-Print halshs-00258258, HAL.
    10. Gilles Paché & R. Calvi, 2010. "Management des achats : renouvellement managériaux et théoriques," Post-Print halshs-00551378, HAL.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Richard Calvi & Karine Samuel & Nathalie Merminod & Hugues Poissonnier, 2014. "La collaboration client/fournisseur : comment créer de la valeur au-delà des frontières de l'entreprise," Post-Print halshs-01020699, HAL.
    2. Kazadi, Kande & Lievens, Annouk & Mahr, Dominik, 2016. "Stakeholder co-creation during the innovation process: Identifying capabilities for knowledge creation among multiple stakeholders," Journal of Business Research, Elsevier, vol. 69(2), pages 525-540.
    3. Jan-Erik Vahlne & Jan Johanson, 2017. "From internationalization to evolution: The Uppsala model at 40 years," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 48(9), pages 1087-1102, December.
    4. Shashank Mittal, 2019. "Role of Continuity, Specificity and Frequency of Firm–Supplier Exchanges in Customer Fulfilment: Evidence from Latin America," Global Journal of Flexible Systems Management, Springer;Global Institute of Flexible Systems Management, vol. 20(1), pages 25-37, December.
    5. Schön, Benjamin & Pyka, Andreas, 2013. "The success factors of technology-sourcing through mergers & acquisitions: An intuitive meta-analysis," FZID Discussion Papers 78-2013, University of Hohenheim, Center for Research on Innovation and Services (FZID).
    6. Manish Popli & Ashutosh Sinha, 2014. "Determinants of early movers in cross-border merger and acquisition wave in an emerging market: A study of Indian firms," Asia Pacific Journal of Management, Springer, vol. 31(4), pages 1075-1099, December.
    7. Katsuki Aoki & Miriam Wilhelm, 2017. "The Role of Ambidexterity in Managing Buyer–Supplier Relationships: The Toyota Case," Organization Science, INFORMS, vol. 28(6), pages 1080-1097, December.
    8. Hee‐Chan Song, 2022. "Retracted: Corporate sustainability amidst environmental change: Efficiency versus resilience," Business Strategy and the Environment, Wiley Blackwell, vol. 31(3), pages 1111-1122, March.
    9. Lin, H.E., 2010. "Effects of strategy, context and antecedents and capabilities on the outcomes of ambidexterity : A multiple country case study of the US, China and Taiwan," Other publications TiSEM c0eab7d6-d6c7-4b55-9822-1, Tilburg University, School of Economics and Management.
    10. Mehmet Ali Köseoglu & John A. Parnell & Melissa Yan Yee Yick, 2021. "Identifying influential studies and maturity level in intellectual structure of fields: evidence from strategic management," Scientometrics, Springer;Akadémiai Kiadó, vol. 126(2), pages 1271-1309, February.
    11. Yuan Jing, 2022. "The Relationship Between Business Model Innovation and Operational Performance of Incubator Enterprise," International Journal of Science and Business, IJSAB International, vol. 16(1), pages 153-191.
    12. Anil K. Gupta & Paul E. Tesluk & M. Susan Taylor, 2007. "Innovation At and Across Multiple Levels of Analysis," Organization Science, INFORMS, vol. 18(6), pages 885-897, December.
    13. López Zapata, Esteban & García Muiña, Fernando Enrique & García, Susana María, 2019. "Analysing the relationship between diversification strategy and firm performance: the role of the economic cycle," Cuadernos de Gestión, Universidad del País Vasco - Instituto de Economía Aplicada a la Empresa (IEAE).
    14. Lydia Bals & Jon F. Kirchoff & Kai Foerstl, 2016. "Exploring the reshoring and insourcing decision making process: toward an agenda for future research," Operations Management Research, Springer, vol. 9(3), pages 102-116, December.
    15. Danny Zhao‐Xiang Huang, 2022. "An integrated theory of the firm approach to environmental, social and governance performance," Accounting and Finance, Accounting and Finance Association of Australia and New Zealand, vol. 62(S1), pages 1567-1598, April.
    16. Hazhir Rahmandad, 2012. "Impact of Growth Opportunities and Competition on Firm-Level Capability Development Trade-offs," Organization Science, INFORMS, vol. 23(1), pages 138-154, February.
    17. Zhang-Zhang, YingYing & Rohlfer, Sylvia & Varma, Arup, 2022. "Strategic people management in contemporary highly dynamic VUCA contexts: A knowledge worker perspective," Journal of Business Research, Elsevier, vol. 144(C), pages 587-598.
    18. Dildar Hussain & Marijana Sreckovic & Josef Windsperger, 2018. "An organizational capability perspective on multi-unit franchising," Small Business Economics, Springer, vol. 50(4), pages 717-727, April.
    19. Dario Blanco-Fernandez & Stephan Leitner & Alexandra Rausch, 2022. "Interactions between the individual and the group level in organizations: The case of learning and autonomous group adaptation," Papers 2203.09162, arXiv.org.
    20. Lee, Ruby P. & Johnson, Jean L. & Grewal, Rajdeep, 2008. "Understanding the antecedents of collateral learning in new product alliances," International Journal of Research in Marketing, Elsevier, vol. 25(3), pages 192-200.

    More about this item

    Keywords

    client/fournisseur;

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:gemptp:halshs-01020699. See general information about how to correct material in RePEc.

    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 CitEc recognized a bibliographic reference but did not link an item in RePEc 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 RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

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

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.