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Peut-on désormais parler d’engagement du distributeur dans la relation avec l’industriel ?


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  • Hicham ABBAD
  • Gilles PACHÉ


The relationships between large retailers and manufacturers are often perceived as conflicting, as part of a fierce struggle to get a share of value added. To extend its market power, the retailer develops a short-term vision of exchange, with no will of long-term commitment. However, the literature insists on the emergence of a new form of relational dynamics that breaks with the old ways of relationship governance. The paper examines the reality of this mutation from a field study conducted in an emerging country, and concludes with the adoption of a long-term orientation by the retailer, under a number of specific conditions.

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Bibliographic Info

Paper provided by Department of Research, Ipag Business School in its series Working Papers with number 2014-202.

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Length: 28 pages
Date of creation: 28 Mar 2014
Date of revision:
Handle: RePEc:ipg:wpaper:2014-202

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Keywords: canal de distribution; confiance; dépendance; orientation à long terme; relations interorganisationnelles.;

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  1. Ryu, Sungmin & Park, Jeong Eun & Min, Soonhong, 2007. "Factors of determining long-term orientation in interfirm relationships," Journal of Business Research, Elsevier, vol. 60(12), pages 1225-1233, December.
  2. Nooteboom, B., 1993. "Research note: Analysis of specificity in transaction cost economics," Open Access publications from Tilburg University urn:nbn:nl:ui:12-372739, Tilburg University.
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Cited by:
  1. Carole Poirel & Virginie Noireaux, 2014. "Comment les PME peuvent-elles s’allier pour se faire entendre de leurs fournisseurs ? Une approche par les stratégies collectives," Working Papers 2014-359, Department of Research, Ipag Business School.
  2. Mohamed Mamad & Fatima Ouazzani Chahdi, 2013. "Collaboration within the Supply Chain: Perception for the Automotive Industry in Morocco," International Journal of Academic Research in Accounting, Finance and Management Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Accounting, Finance and Management Sciences, vol. 3(3), pages 211-220, July.
  3. Virginie Noireaux & Carole Poirel, 2014. "Stratégies collectives et contrepouvoir : diversité des formes et impact sur la performance. L’exemple de la gestion des déchets industriels," Working Papers 2014-370, Department of Research, Ipag Business School.
  4. Emilie Roger & Agnès Lancini & Dominique Bonet Fernandez, 2014. "Le contrôle de la gestion des connaissances d’un fournisseur stratégique : une perspective relationnelle," Working Papers 2014-400, Department of Research, Ipag Business School.
  5. Hoang Linh VU & Dominique BONET FERNANDEZ, 2014. "Proposition d’un modèle de relations producteur-distributeur : une application à la gestion des conflits en contexte interculturel," Working Papers 2014-231, Department of Research, Ipag Business School.
  6. Carole Poirel, 2014. "Equilibre et déséquilibre dans le canal de distribution : Les apports du concept de résistance," Working Papers 2014-373, Department of Research, Ipag Business School.
  7. Larisse OLIVEIRA COSTA & Dominique BONET FERNANDEZ, 2014. "Relations industrie-grande distribution au Brésil : une analyse des déterminants de la satisfaction des acteurs," Working Papers 2014-229, Department of Research, Ipag Business School.


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