La distribution d'automobiles neuves en Europe est régie par un règlement d'exemption aux règles de la concurrence qui protège les concessionnaires. Ce règlement arrive à échéance et sa reconduction est âprement souhaitée par les concessionnaires qui risquent de perdre leur position...

La crise de la filière automobile française est aussi celle de sa gouvernance relationnelle. Au-delà des difficultés financières conjoncturelles, les nouveaux besoins qui apparaissent autour de la globalisation, de la mobilité décarbonée et de la digitalisation de l'offre automobile...

Our analysis explores how a key managerial competence, the supplier relations dynamic capability, was progressively developed and implemented by Renault over a quarter of a century. As our historical approach will demonstrate, this construction process followed three main periods, each of which...

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...