Gouvernance interorganisationnelle imbriquée et stratégie orientée client

Carole Donada (), Gwenaëlle Nogatchewsky and Stéphane Nogatchewsky
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Carole Donada: ESSEC Business School
Gwenaëlle Nogatchewsky: DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique
Stéphane Nogatchewsky: DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique

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Abstract: 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 suppliers. Such inter-organizational governance is grounded first in a hierarchical structure in which purchasing managers holding positions at middle-management level play a pivotal role. Second, it requires that suppliers' control devices be adapted to each stage of the relationship. Finally, even though embedded governance meets the needs of a customer-oriented strategy, our study also suggests that its virtuous effects can only be sustained if strong inter-organizational trust builds between exchange partners at every level.

Keywords: Control Devices; Inter-Organizational Governance; Stratégie achat; Gouvernance inter-organisationnelle; Customer Orientation; Dispositifs de contrôle orientation client; Confiance; Purchasing Strategy; Trust (search for similar items in EconPapers)
Date: 2012
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Published in Comptabilité Contrôle Audit / Accounting Auditing Control, 2012, 18 (2)

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-01630470

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