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Le rôle de la confiance dans le succès des partenariats verticaux logistiques:le cas des coopérations entre industriels agro-alimentaires et prestataires logistiques


  • Franck Brulhart

    () (Université de la Méditerranée)


This communication aims at a better understanding of characteristics associated with logistics partnership success. We hypothesize that trust, commitment, communication, equity and electronic communications systems are positively related to indicators of partnership success (satisfaction). Then we try to test these hypotheses using a structural equations model.

Suggested Citation

  • Franck Brulhart, 2002. "Le rôle de la confiance dans le succès des partenariats verticaux logistiques:le cas des coopérations entre industriels agro-alimentaires et prestataires logistiques," Revue Finance Contrôle Stratégie,, vol. 5(4), pages 51-77, December.
  • Handle: RePEc:dij:revfcs:v:5:y:2002:i:q4:p:51-77

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    References listed on IDEAS

    1. Keith J. Blois, 1999. "Trust in Business to Business Relationships: An Evaluation of its Status," Journal of Management Studies, Wiley Blackwell, vol. 36(2), pages 197-215, March.
    2. Biong, Harald & Selnes, Fred, 1995. "Relational selling behavior and skills in long-term industrial buyer-seller relationships," International Business Review, Elsevier, vol. 4(4), pages 483-498.
    3. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
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    Cited by:

    1. Saïsset, L.A., 2017. "From Val d’Orbieu to InVivo Wine: the emergence of new ways of strategic partnership and governance in French wine industry," Working Papers MOISA 201703, UMR MOISA : Marchés, Organisations, Institutions et Stratégies d'Acteurs : CIHEAM-IAMM, CIRAD, INRA, Montpellier SupAgro - Montpellier, France.

    More about this item


    partnership; success; logistic; providers; farm-produce industry.;

    JEL classification:

    • L14 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Transactional Relationships; Contracts and Reputation
    • L22 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Firm Organization and Market Structure


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