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Gouvernance interorganisationnelle imbriquée et stratégie orientée client

Author

Listed:
  • Carole Donada

    (ESSEC Business School)

  • Gwenaëlle Nogatchewsky

    (DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

  • Stéphane Nogatchewsky

    (DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

Abstract

This paper presents the findings of a qualitative study on the governance to adopt in implementing a customer-oriented strategy. Our case study of a company in the aeronautics industry highlights the specific features of «embedded governance» designed to structure long-term relationships with suppliers. Such inter-organizational governance is grounded first in a hierarchical structure in which purchasing managers holding positions at middle-management level play a pivotal role. Second, it requires that suppliers' control devices be adapted to each stage of the relationship. Finally, even though embedded governance meets the needs of a customer-oriented strategy, our study also suggests that its virtuous effects can only be sustained if strong inter-organizational trust builds between exchange partners at every level.

Suggested Citation

  • Carole Donada & Gwenaëlle Nogatchewsky & Stéphane Nogatchewsky, 2012. "Gouvernance interorganisationnelle imbriquée et stratégie orientée client," Post-Print hal-01630470, HAL.
    • Handle: RePEc:hal:journl:hal-01630470
    as

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