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Vingt ans de recherches empiriques en marketing sur la performance des relations client-fournisseur


  • Gwenaëlle Nogatchewsky

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

  • Carole Donada

    () (Management Department - Essec Business School)


This paper proposes a review of empirical research in marketing on the performance of buyer-supplier relationships for the last twenty years. The authors develop the theoretical models of the studies and analyse their results along four dimensions: economic performance, harmonious cooperation, satisfaction and evolution of the relationship. The analysis highlights the importance of relational issues and their positive influence on the performance of buyer-supplier relationships.

Suggested Citation

  • Gwenaëlle Nogatchewsky & Carole Donada, 2005. "Vingt ans de recherches empiriques en marketing sur la performance des relations client-fournisseur," Post-Print halshs-00143136, HAL.
  • Handle: RePEc:hal:journl:halshs-00143136
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    References listed on IDEAS

    1. van der Meer-Kooistra, Jeltje & Vosselman, Ed G. J., 2000. "Management control of interfirm transactional relationships: the case of industrial renovation and maintenance," Accounting, Organizations and Society, Elsevier, vol. 25(1), pages 51-77, January.
    2. Dekker, Henri C., 2004. "Control of inter-organizational relationships: evidence on appropriation concerns and coordination requirements," Accounting, Organizations and Society, Elsevier, vol. 29(1), pages 27-49, January.
    3. Nooteboom, B. & Berger, H. & Noorderhaven, N.G., 1997. "Effects of trust and governance on relational risk," Other publications TiSEM 8e83932e-064c-40e8-afe7-4, Tilburg University, School of Economics and Management.
    4. Hakansson, Hakan & Lind, Johnny, 2004. "Accounting and network coordination," Accounting, Organizations and Society, Elsevier, vol. 29(1), pages 51-72, January.
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    Cited by:

    1. Courvoisier, François & Calmelet, Laurence, 2012. "Stratégies marketing pour PME sous-traitantes dans l’horlogerie
      [Marketing strategies for subcontractant SME in the watchmaking industry]
      ," MPRA Paper 43413, University Library of Munich, Germany, revised 01 May 2012.
    2. Carole Donada & François Lenglet & Caroline Mothe & Jean-Jacques Nillès, 2015. "Un indice de mesure du collaboratif client-fournisseur," Post-Print hal-01301383, HAL.


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