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...

Trust control in buyer-supplier relationships is both powerful ... and fragile. From a case study concerning buyer-supplier relationships in the Maurienne valley (France), we study a process of breach of trust control, its causes and its consequences for the partners. It brings out that trust...

The Internet-driven electronic marketplace (IEMP) has been presented as a way to enhance collaboration between buyers and suppliers while generating significant advantages for both parties. Nevertheless, the introduction of Online Reverse Auctions (ORA) in the negotiation process has been...

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...

(VF)Cet article examine la façon dont les praticiens fabriquent la coordination au quotidien lorsqu’ils évoluent dans des environnements volatils. Il pose alors la question suivante:comment les acteurs résolvent-ils concrètement les problèmes de coordination auxquels ils sont confrontés,...

Dans la coopération client-fournisseur, le client met en place des dispositifs pour s'assurer que le fournisseur se comporte conformément à ses attentes (critères de sélection, objectifs, dispositifs de suivi, d'évaluation, de sanctions, etc.). L'article montre qu'au-delà de ces...