Le rôle du client dans les stratégies de coopétition

Colette Depeyre and Hervé Dumez

Revue française de gestion, 2007, vol. n° 176, issue 7, 99-110

Abstract: The paper focuses on the issue of the role played by the client in coopetition. The selected industry is the American defense industry. The main interest of this industry is that the client is in a monopsony position and is able to play an architectural role. He can influence coopetitive strategies in different manners : creating a small group of providers, creating incentives for these firms to cooperate, creating situations where firms adopt self-restraining strategies etc. Strategic actions and reactions between the client and his providers are analyzed from the coopetitive perspective.

Date: 2007
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