Segmentation achats dans la gestion des relations client-fournisseur

Lambert Jerman and Stéphane Nogatchewsky

Revue française de gestion, 2015, vol. N° 248, issue 3, 135-152

Abstract: The article presents the results of a qualitative research on devices and tools dealing with purchasing segmentation processes at the heart of customer-supplier relationships. Since Kraljic (1983), the literature in strategy provides strategic matrices to the attention of business leaders. However it remains difficult to determine how these tools can support both the choice of a supplier and sustainable inter-organizational relationships. This paper attempts to fill this gap by specifying how purchasing segmentation devices are intertwined with dynamic capabilities. Choosing a partner is no longer reduced to a static strategic decision, but is designed as a dynamic assessment of the capabilities and resources? that have to be allocated to the control of industrial cooperations.

Date: 2015
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