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"Vertical coopetition": the key account perspective

Author

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  • Sylvie Lacoste

    (Pôle Customer, Retail and Supply Chain - Rouen Business School - Rouen Business School)

Abstract

Why do key accounts combine opposing types of relationship with their suppliers? The author has chosen to term this new hybrid form of supplier relationship management, which combines cooperation and price-competitive transactions and reflects the tension between value creation and value appropriation, "vertical coopetition." She investigates the use of this concept in the context of an in-depth qualitative study, involving, firstly, an exploratory field study and, secondly, four case studies involving leading industrial MNCs. The results indicate that "vertical coopetition" occurs in two forms: when the price-competitive approach is predominant but some cooperation features are still to be found; and when cooperation is predominant, but appeals to competition are still made. Mutually opposed aspects of each form are linked and explained by three pivotal mechanisms, which the author calls, "strengthening", "correction" and "commuting". Finally, the study reveals that, increasingly, the key account's brands or Business Unit value1 are explanatory forces of "vertical coopetition". --------------------------------------------------------------------------------

Suggested Citation

  • Sylvie Lacoste, 2012. ""Vertical coopetition": the key account perspective," Post-Print hal-00747162, HAL.
    • Handle: RePEc:hal:journl:hal-00747162
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    Cited by:

    1. Jóna, György, 2017. "Versenytársak együttműködésének hatása a regionális gazdasági fejlődésre [Impacts of rivals cooperation on regional economic development]," Közgazdasági Szemle (Economic Review - monthly of the Hungarian Academy of Sciences), Közgazdasági Szemle Alapítvány (Economic Review Foundation), vol. 0(1), pages 54-73.
    2. John K. Ashton & Andrew D. Pressey, 2012. "Who Manages Cartels? The Role of Sales and Marketing Managers within International Cartels: Evidence from the European Union 1990-2009," Working Paper series, University of East Anglia, Centre for Competition Policy (CCP) 2012-11, Centre for Competition Policy, University of East Anglia, Norwich, UK..
    3. Eduard Gabriel Ceptureanu & Sebastian Ion Ceptureanu & Violeta Radulescu & Stefan Alexandru Ionescu, 2018. "What Makes Coopetition Successful? An Inter-Organizational Side Analysis on Coopetition Critical Success Factors in Oil and Gas Distribution Networks," Energies, MDPI, vol. 11(12), pages 1-20, December.
    4. Frédéric Le Roy & Sea Matilda Bez & Johanna Gast, 2021. "Unpacking the management of Oligo-coopetition strategies in the absence of a moderating third party," Post-Print hal-03349671, HAL.

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