IDEAS home Printed from
MyIDEAS: Log in (now much improved!) to save this article

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

Listed author(s):
  • Marc Fréchet


    (Université de Toulouse 1 (IAE))

Registered author(s):

    (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.

    If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.

    File URL:
    Download Restriction: no

    Article provided by in its journal Revue Finance Contrôle Stratégie.

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

    in new window

    Handle: RePEc:dij:revfcs:v:10:y:2007:i:q1:p:125-148
    Contact details of provider: Web page:

    Order Information: Email:

    References listed on IDEAS
    Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:

    in new window

    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. 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, September.
    3. 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, July.
    4. 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.
    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.
    Full references (including those not matched with items on IDEAS)

    This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

    When requesting a correction, please mention this item's handle: RePEc:dij:revfcs:v:10:y:2007:i:q1:p:125-148. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Gérard Charreaux)

    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 references are entirely missing, you can add them using this form.

    If the full references list an item that is present in RePEc, but the system did not link 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 profile, as there may be some citations waiting for confirmation.

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

    This information is provided to you by IDEAS at the Research Division of the Federal Reserve Bank of St. Louis using RePEc data.