L’introduction des enchères électroniques dans les relations interorganisationnelles entre clients et fournisseurs a été accueillie par une méfiance nette chez les fournisseurs toutes industries confondues. La majorité des fournisseurs perçoit les enchères comme une remise en cause...

This Paper analyses the effect of a possible takeover on information flows and on the terms of trade in business relationships. We consider a long-term relationship between a firm and a privately-informed stakeholder, a buyer for example. In our model, takeovers both increase the surplus from...

The aim of this paper is to explore the heterogeneity in R&D collaborations and of their determinants and motives. Using a recent French survey on research and innovation relations, we first show the heterogeneity of such relations thanks to a typology of their characteristics: their nature...

In this paper we analyze how legitimacy allows us to develop differentiated relationships in business networks. Our central argument is that the building of legitimacy in business networks through certification needs the development of what we call differentiated relationships, based on the use...

In this paper we analyze the way to create and manage value in a relationship between a banana company and its partners in a fair trade market. In the fair trade market a successful business requires some attention for and collaboration from employees, customers, suppliers, communities, and...

The literature on R&D collaboration highlights a broad set of rationales for allying with other organizations. At the same time, it has been reported that there exists a large variety of forms of collaboration. Nevertheless, the relation between the motives to collaborate and the different forms...

The evolution of co-operations between firms has permitted a plentiful literature around the conception of the firm and its frontiers and has placed the specificity of competencies and innovation in the heart of the firm analysis. The evolution of the firm is observed according to the...

Ce papier présente les résultats d’une étude exploratoire afin de contribuer à une meilleure compréhension du rôle des alliances stratégiques des PME pour concilier entre les innovations d’exploration et les innovations d’exploitation. La nouvelle approche des innovations et des...

L’avènement des places de marchés électroniques annonçait des relations interorganisationnelles plus collaboratives visant l’intérêt mutuel des parties impliquées dans l’échange. Toutefois, l’introduction des enchères électroniques inversées dans le processus de négociation...