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...

L'objet de cette étude est d'analyser l'exercice du contrôle au sein d'alliances verticales marquées par une forte asymétrie de dépendance entre des partenaires. Deux études de cas sont réalisées et portent sur le contrôle que des clients dépendants de leurs fournisseurs partenaires...

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,...

Partnership, vassalage, market, and lordship: 4 buyer-supplier configurationsThis article presents the results of a study on buyer-supplier control in the manufacturing industry based on six case studies. Four control configurations are proposed according to the purchasing environment of buyers....

This research aims at studying the adaptation of an inter-organisational control configuration (in terms of strategy, structure and control) to the evolutions of the environment. The empirical research is based on a case study of a civil aerospace engine maker called Aeromotor. This motorist has...

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...

Cet article propose une synthèse des vingt dernières années de recherches empiriques sur les relations client-fournisseur au sein du canal marketing. Il met en évidence la prépondérance des quatre approches théoriques les plus testées par les chercheurs et quatre dimensions empiriques du...

This research aims to analyze the role of positive and negative emotions in decisions about supplier switching in the hotel industry. It shows how, in addition to switching costs and relational norms, positive emotions, such as happiness, empathy, gladness and satisfaction, also act as switching...