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La dialogique contrat-confiance dans la gestion des alliances interentreprises:une illustration dans l’industrie automobile

Listed author(s):
  • Pascal Philippart


    (Université de Lille 1)

(VF)À partir de l’étude de plusieurs alliances conclues par une grande firme internationale, cette recherche démontre que contrat et confiance constituent des modes de régulation de l’alliance non pas exclusifs, mais inscrits dans une interdépendance dialogique. Ils concourent mutuellement à la gestion de la coopération. Le contrat promeut la confiance entre les partenaires au travers du processus de contractualisation et de l’intégration par les acteurs du référentiel partagé qu’il génère, tandis que la confiance permet une contractualisation axée sur la coordination ainsi que le maintien de la pertinence du cadre commun dans lequel le jeu coopératif se déploie.(VA)In a study of several alliances concluded by an important international firm, this research demonstrates that contract and trust are not exclusive mechanisms of alliance governance, but stand in dialogic interaction to mutually govern alliances.Contract develops trust between partners through the contractualization process and integration of its common set of rules, whereas trust allows for a coordination-based contractualization and sustains relevance of this set of rules.

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Article provided by in its journal Revue Finance Contrôle Stratégie.

Volume (Year): 8 (2005)
Issue (Month): 4 (December)
Pages: 177-203

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Handle: RePEc:dij:revfcs:v:8:y:2005:i:q4:p:177-203
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  1. Pierre Dussauge & Bernard Garrette, 1995. "Determinants of Success in International Strategic Alliances: Evidence from the Global Aerospace Industry," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 26(3), pages 505-530, September.
  2. Willcocks, Leslie & Choi, Chong Ju, 1995. "Co-operative partnership and 'total' IT outsourcing: From contractual obligation to strategic alliance?," European Management Journal, Elsevier, vol. 13(1), pages 67-78, March.
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