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Les difficultés relationnelles dans les partenariats d’innovation:une approche par le contrat psychologique

  • Marc Fréchet

    ()

    (Université de Toulouse 1 (IAE))

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    (VF) Les difficultés relationnelles dans les partenariats et les alliances sont souvent reconnues par la littérature mais restent difficiles à expliquer. Dans cette contribution, nous montrons que la notion de contrat psychologique peut être mobilisée pour expliquer une partie des dysfonctionnements relationnels des alliances. Cinq études de cas permettent de constater que les acteurs nourrissent en effet des attentes sur les règles qui doivent être respectées au cours de la collaboration. Ces règles sont issues des phases de négociations mais aussi d’éléments généraux ou contextuels tels que la culture organisationnelle ou les normes de justice. Lorsque ces règles sont enfreintes, la qualité relationnelle tend à diminuer.(VA) Relational quality is recognized as a major concern in alliances. However, explaining why conflict emerges is still difficult. In this study, we analyse five alliances that failed by using psychological contract. In the five cases, we stress the importance of compliance with a set of heterogeneous rules. This set comprises promise, cultural norms and considerations of justice. Whenever one of these rules is hurt, relational quality tends to diminish.

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

    Volume (Year): 10 (2007)
    Issue (Month): 1 (March)
    Pages: 125-148

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    Handle: RePEc:dij:revfcs:v:10:y:2007:i:q1:p:125-148
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    1. Ariño, Africa & de la Torre, Jose & Ring, Peter S., 2001. "Relational quality: Managing trust in corporate alliances," IESE Research Papers D/434, IESE Business School.
    2. Graham M. Winch, 2000. "Organization and Management in an Anglo-French Consortium: The Case of Transmanche-Link," Journal of Management Studies, Wiley Blackwell, vol. 37(5), pages 663-685, 07.
    3. Seung Ho Park & Michael V. Russo, 1996. "When Competition Eclipses Cooperation: An Event History Analysis of Joint Venture Failure," Management Science, INFORMS, vol. 42(6), pages 875-890, June.
    4. Steven S. Lui & Hang-yue Ngo, 2005. "An Action Pattern Model of Inter-firm Cooperation," Journal of Management Studies, Wiley Blackwell, vol. 42(6), pages 1123-1153, 09.
    5. Robert E. Spekman, 1998. "Alliance Management: A View from the Past and a Look to the Future," Journal of Management Studies, Wiley Blackwell, vol. 35(6), pages 747-772, November.
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