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Le rôle du client dans les stratégies de coopétition

Author

Listed:
  • Colette Depeyre

    (CRG - Centre de recherche en gestion - X - École polytechnique - CNRS - Centre National de la Recherche Scientifique)

  • Hervé Dumez

    (CRG - Centre de recherche en gestion - X - École polytechnique - CNRS - Centre National de la Recherche Scientifique)

Abstract

The paper focuses on the issue of the role played by the client in coopetition. The selected industry is the American defense industry. The main interest of this industry is that the client is in a monopsony position and is able to play an architectural role. He can influence coopetitive strategies in different manners : creating a small group of providers, creating incentives for these firms to cooperate, creating situations where firms adopt self-restraining strategies, etc. Strategic actions and reactions between the client and his providers are analyzed from the coopetitive perspective.

Suggested Citation

  • Colette Depeyre & Hervé Dumez, 2007. "Le rôle du client dans les stratégies de coopétition," Post-Print hal-00263322, HAL.
    • Handle: RePEc:hal:journl:hal-00263322
    as

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