Ce mémoire a pour objectif de définir une démarche permettant à toute entreprise de se positionner en tant que client préférentiel auprès de ses fournisseurs. Cette notion de client préférentiel fut durant de nombreuses années étudiée de façon unilatérale par une approche marketing...

Purpose - This paper aims to advance buyer-supplier relationship management research by integrating transaction cost economics, social exchange theory, and institutional theory. The specific purpose is to identify the determinants of relational adaptation in the service relationship....

Considering the growing externalisation of strategic activities, the problem of the control of buyer-supplier relationships is crucial. Therefore, researchers usually propose modes of control that are adapted to various environments. However, the organisations are often considered as “black...

This paper studies the influence of two properties of interdependence –magnitude and relative asymmetry- on the buyer's control on its supplier. Four dimensions of control are examined: the objects of the control (results, working processes, behaviours and supplier characteristics), the means...

This paper applies to adverse selection theory the advances made in the field of ambiguity theory. It shows that i) a relevant second-best contract induces no production distortion considering the efficient agent as in the standard case. But the principal has to pay a higher information rent...

The purpose of this study is to introduce the board of directors as a signal of firm quality to abate information asymmetry. This study is based on agency theory and signaling theory to suggest that the existence of properly structured board at the time of the IPO may signal high firm quality to...

This paper deals with contractual design and vertical relationships within a franchise chain, in the field of the literature on share contracts. Within a double-sided moral hazard, the contract sharing the profit generated by the vertical decentralized structure results from the necessity to...

This paper investigates the impact of family control on French acquirers' performance.We consider a sample of 239 acquisitions undertaken by French listed companies between January 1997 and December 2006. Comparing both, short-termand long-termperformance,we find that family-controlled firms...

This paper examines scientific collaboration between French public research teams and distant partners. We first analyse the role and the development of trust and then, the relation between the degree of sophistication of Information and Communication Technologies (ICT) and the constraint of...

There is evidence to suggest that firms wish to work with universities to gain access to new technologies, to knowledge of future technologies and their possible impact and to thechnical problem-solving capability. There is much less evidence to support the proposition that firms work with...