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Vingt ans de recherches empiriques en marketing sur la performance des relations client-fournisseur

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Author Info

  • Gwenaëlle Nogatchewsky

    ()
    (DRM - Dauphine Recherches en Management - CNRS : UMR7088 - Université Paris Dauphine - Paris IX)

  • Carole Donada

    (Management Department - ESSEC Business School)

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    Abstract

    Cet article propose une synthèse des recherches empiriques en marketing sur la performance des relations client-fournisseur depuis vingt ans. Les auteurs mettent en perspective les modèles théoriques de ces recherches et analysent leurs résultats selon quatre dimensions de la performance : la performance économique, la coopération harmonieuse, la satisfaction et l'évolution de la relation. L'analyse révèle la prédominance des variables relationnelles et leur influence positive sur la performance des relations client-fournisseur.

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    File URL: http://halshs.archives-ouvertes.fr/docs/00/14/31/36/PDF/ram-Donada-Nogatchewsky-envoi4.pdf
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    Bibliographic Info

    Paper provided by HAL in its series Post-Print with number halshs-00143136.

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    Date of creation: 2005
    Date of revision:
    Publication status: Published, Recherche et Application en Marketing, 2005, 20, 4, 71-96
    Handle: RePEc:hal:journl:halshs-00143136

    Note: View the original document on HAL open archive server: http://halshs.archives-ouvertes.fr/halshs-00143136/en/
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    Web page: http://hal.archives-ouvertes.fr/

    Related research

    Keywords: revue de littérature; relations client-fournisseur; canal marketing; courant interactionniste; performance des relations;

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    Cited by:
    1. Courvoisier, François & Calmelet, Laurence, 2012. "Stratégies marketing pour PME sous-traitantes dans l’horlogerie
      [Marketing strategies for subcontractant SME in the watchmaking industry]
      ," MPRA Paper 43413, University Library of Munich, Germany, revised 01 May 2012.

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