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Relations industrie-grande distribution au Brésil : une analyse des déterminants de la satisfaction des acteurs


The objective of this doctoral research is to contribute to a better understanding of relational mechanisms explaining the satisfaction of large foreign retailers and their suppliers in the host country. From a qualitative fieldwork conducted in Brazil with 22 managers from industry and major retailing firms, we have identified a set of determinants of satisfaction in a cross-cultural context of relationships. The proposed model considers the joint influence of power and dependence, conflict and cooperation on satisfaction. The main results indicate that the Brazilian food distribution channel is controlled by large retailers. In this context, relationships sometimes develop in coordination, cooperation between the parties and also in confrontation, through conflicts, power games.

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Paper provided by Department of Research, Ipag Business School in its series Working Papers with number 2014-229.

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Length: 14 pages
Date of creation: 22 Apr 2014
Date of revision:
Handle: RePEc:ipg:wpaper:2014-229
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  1. Hicham ABBAD & Gilles PACHÉ & Dominique BONET FERNANDEZ, 2014. "Peut-on désormais parler d’engagement du distributeur dans la relation avec l’industriel ?," Working Papers 2014-202, Department of Research, Ipag Business School.
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