Les acheteurs, « modérateurs » de la financiarisation. L’échange social pour pallier le sentiment d’injustice

Hicham Sebti and Mohamed Ikram Nasr

Revue française de gestion, 2015, vol. N° 248, issue 3, 57-75

Abstract: This paper aims to examine the consequences of financialization on purchasers? work and on the management of buyer-seller relationships. We draw on organizational justice and social exchange theories to investigate how purchasers perceive and react to financialization tools, practices and philosophy while maintaining sustainable relationships with suppliers. The results of a qualitative study suggest that purchasers perceive financialization mechanisms as sources of organizational injustice (distributive, procedural and interactional) and that they use different behavioral strategies to attenuate its effects through initiating and expanding informal social exchange relationships with suppliers. In particular, we identify four types of behaviors displayed by purchasers: building informal links with and giving voice to suppliers, developing an alternative use of financial tools, increasing transparency and challenging top management financial practices and expectations.

Date: 2015
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