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Les déterminants de la fréquence du face à face dans les relations interentreprises : une analyse empirique

Author

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  • Virginie Lethiais

    (DS - Direction Scientifique - Télécom Bretagne - IMT - Institut Mines-Télécom [Paris], MARSOUIN - Môle Armoricain de Recherche sur la SOciété de l'information et des usages d'INternet - UR - Université de Rennes - UEB - Université européenne de Bretagne - European University of Brittany - UBS - Université de Bretagne Sud - ENSAI - Ecole Nationale de la Statistique et de l'Analyse de l'Information [Bruz] - UBO - Université de Brest - Télécom Bretagne - IMT - Institut Mines-Télécom [Paris] - UR2 - Université de Rennes 2, ICI - Laboratoire Information, Coordination, Incitations - UEB - Université européenne de Bretagne - European University of Brittany - UBO - Université de Brest - Télécom Bretagne - IMT - Institut Mines-Télécom [Paris] - IBSHS - Institut Brestois des Sciences de l'Homme et de la Société - UBO - Université de Brest)

  • Anne Aguilera

    (LVMT - Laboratoire Ville, Mobilité, Transport - IFSTTAR - Institut Français des Sciences et Technologies des Transports, de l'Aménagement et des Réseaux - UPEM - Université Paris-Est Marne-la-Vallée - ENPC - École des Ponts ParisTech)

Abstract

Cet article vise à discuter l'influence des TIC, de la nature des échanges et des formes de proximité (spatiale et non spatiale) sur la fréquence du recours au face à face dans les relations client-fournisseur. Les données utilisées sont issues d'une enquête réalisée en 2008 par questionnaire auprès d'un échantillon représentatif de 2000 PME localisées en Bretagne. Les résultats ne permettent pas de conclure sur le rôle de la nature des connaissances, mais soulignent que la distance spatiale et l'usage des TIC limitent les rencontres physiques. Ils montrent aussi le rôle contrasté des variables rendant compte des formes de proximité non spatiale entre les partenaires : certaines, comme la confiance, diminuent les besoins de rencontre ; d'autres, comme la bonne connaissance antérieure des interlocuteurs, tendent à les augmenter. Ces résultats mettent en évidence la dimension profondément sociale des relations interentreprises et leur influence sur les besoins de face à face.

Suggested Citation

  • Virginie Lethiais & Anne Aguilera, 2014. "Les déterminants de la fréquence du face à face dans les relations interentreprises : une analyse empirique," Post-Print hal-01213993, HAL.
    • Handle: RePEc:hal:journl:hal-01213993
    Note: View the original document on HAL open archive server: https://hal.science/hal-01213993
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    References listed on IDEAS

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