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La collaboration client/fournisseur : comment créer de la valeur au-delà des frontières de l'entreprise

Author

Listed:
  • Richard Calvi

    (IREGE - Institut de Recherche en Gestion et en Economie - USMB [Université de Savoie] [Université de Chambéry] - Université Savoie Mont Blanc)

  • Karine Samuel

    (CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique, CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique)

  • Nathalie Merminod

    (CRET-LOG - Centre de Recherche sur le Transport et la Logistique - AMU - Aix Marseille Université)

  • Hugues Poissonnier

    (EESC-GEM Grenoble Ecole de Management)

Abstract

L e 6 avril 2010, l'État français créait la médiation des relations interentreprises industrielles et de la sous-traitance. Cette initiative issue des états généraux de l'industrie (2010), faisait suite à la mise en évidence des effets néfastes pouvant naître d'un fort déséquilibre dans la relation commerciale entre client et fournisseur. Ces états généraux venaient eux-mêmes en réaction à une crise sans précédent (2008-2009) ayant fortement affecté le tissu industriel français et notamment fragilisé le réseau de sous-traitance de la filière automobile. Dès janvier 2009, la Loi de modernisation des entreprises (LME) s'était attachée en urgence à légiférer sur les délais de paiement, mais le mal semblait plus profond d'où la création de cette médiation, dont la lettre de mission de juin 2010 évoque l'impératif " d'engager des actions visant à rendre plus équilibrées et partenariales les relations entre clients et fournisseurs et à renforcer le maillage du tissu industriel " (rapport Volot, 2010, p. 43). Il y a vingt ans de cela déjà, Claude Altherson (1992), ancien commissaire général au plan, faisait un constat assez similaire. Il appelait de ses vœux à une prise de conscience, par les acteurs industriels, que le déploiement de relations plus partenariales avec les fournisseurs était vecteur de création de valeur pour l'ensemble du tissu industriel. Le renouvellement des mêmes constats doit nous interpeller sur l'évolution des modèles économiques qui régissent les relations clients/fournisseurs. Les relations basées sur l'" affrontement " (" arm lenght " comme l'évoquent les anglo-saxons) sont-elles toujours la norme dans les relations verticales ? Nos différentes actions (recherche, formation) auprès de populations en charge du pilotage des relations avec les fournisseurs (acheteurs, supply chain managers, etc.) nous amènent à penser que la collaboration est, dans bien des cas, le mode de management le plus apte à générer un avantage concurrentiel (Kanter, 1994).

Suggested Citation

  • Richard Calvi & Karine Samuel & Nathalie Merminod & Hugues Poissonnier, 2014. "La collaboration client/fournisseur : comment créer de la valeur au-delà des frontières de l'entreprise," Grenoble Ecole de Management (Post-Print) halshs-01020699, HAL.
    • Handle: RePEc:hal:gemptp:halshs-01020699
    DOI: 10.3166/rfg.239.67-74
    Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-01020699
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    References listed on IDEAS

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