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Le contrôle de l’intermédiaire local dans l’accord de portage commercial:analyse du rôle et des antécédents de la confiance

  • Pascale Bueno Merino

    ()

    (Université de Caen)

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    (VF)L’accord de portage commercial caractérise une relation symbiotique entre un grand groupe industriel et une PMI exportatrice. Il repose sur l’existence d’un contrat d’agent commercial conclu entre la PMI et une filiale de distribution du groupe industriel. Cette délégation d’activités pose le problème du contrôle des efforts de l’intermédiaire local par une entreprise de taille modeste. Nous nous interrogerons en conséquence sur la nature de la coordination interorganisationnelle dans l’accord de portage commercial et, plus précisément, sur le rôle et les antécédents de la confiance. (VA)The piggyback arrangement characterizes a symbiotic relation between a big industrial group and an exporting SMI. It rests on the existence of a sales representative contract concluded between the SMI and a trade subsidiary from the industrial group. This delegation of activities poses the problem of the control of the efforts of the local intermediary by a small-sized company. We will consequently examine the nature of interorganizational coordination in the piggyback arrangement and, more precisely, the role and the antecedents of trust.

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

    Volume (Year): 9 (2006)
    Issue (Month): 1 (March)
    Pages: 97-134

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    Handle: RePEc:dij:revfcs:v:9:y:2006:i:q1:p:97-134
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    1. Pahud de Mortanges, Charles & Vossen, Joost, 1999. "Mechanisms to control the marketing activities of foreign distributors," International Business Review, Elsevier, vol. 8(1), pages 75-97, January.
    2. Dekker, Henri C., 2004. "Control of inter-organizational relationships: evidence on appropriation concerns and coordination requirements," Accounting, Organizations and Society, Elsevier, vol. 29(1), pages 27-49, January.
    3. Preet S Aulakh & Masaaki Kotabe & Arvind Sahay, 1996. "Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral Approach," Journal of International Business Studies, Palgrave Macmillan, vol. 27(4), pages 1005-1032, December.
    4. Vincent Mangematin, 1998. "La confiance : un mode de coordination dont l'utilisation dépend de ses conditions de production," Grenoble Ecole de Management (Post-Print) hal-00424495, HAL.
    5. Preet S Aulakh & Masaaki Kotabe & Arvind Sahay, 1996. "Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral Approach," Journal of International Business Studies, Palgrave Macmillan, vol. 27(5), pages 1005-1032, December.
    6. 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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