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La gestion d’une relation d’affaires entre deux PME dans un contexte international

Author

Listed:
  • Hanane Beddi

    (Laboratoire de Recherche Magellan - UJML - Université Jean Moulin - Lyon 3 - Université de Lyon - Institut d'Administration des Entreprises (IAE) - Lyon)

  • Ulrike Mayrhofer

    (Laboratoire de Recherche Magellan - UJML - Université Jean Moulin - Lyon 3 - Université de Lyon - Institut d'Administration des Entreprises (IAE) - Lyon)

  • Jérôme Rateau

Abstract

Cet article porte sur la gestion d'une relation d'affaires entre deux PME de nationalité différente. Les auteurs mobilisent le modèle des interactions développé par Håkansson (1982) pour analyser le déroulement d'une relation d'affaires engagée entre une PME allemande et son distributeur français. L'étude de cas réalisée permet de retracer la rupture de cette relation en montrant en quoi elle est le résultat d'un processus d'interactions. Les résultats mettent en exergue l'importance de la confiance mutuelle et des relations interpersonnelles dans les relations d'affaires, notamment lorsque des tensions se développent. C'est une situation qui est exacerbée dans un contexte de relations internationales et interculturelles.

Suggested Citation

  • Hanane Beddi & Ulrike Mayrhofer & Jérôme Rateau, 2016. "La gestion d’une relation d’affaires entre deux PME dans un contexte international," Post-Print hal-01330665, HAL.
    • Handle: RePEc:hal:journl:hal-01330665
    as

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