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...

This paper examines how buyers control their suppliers in asymmetric interfirm transactional relationships. The conceptual framework is based on two perspectives –Transaction Cost Economics and Relational Exchange View. The empirical research analyses three case studies of buyer firms: one in...

This article presents the main results of quantitative studies about trust in interfirm relationships. The authors distinguish the studies on their research object (analysis of the antecedents and consequences of trust) and on the analysis level (the partner, the dyad, the exchange). The...