Contre-pouvoir et stratégies collectives. Comment contrer le pouvoir d'un puissant partenaire dans le canal de distribution ?

Virginie Noireaux and Carole Poirel

Revue française de gestion, 2014, vol. N° 240, issue 3, 81-95

Abstract: The cooperation is envisaged in this article as a way for SME of a zone of activity to exercise an effective power towards a powerful common person receiving provider. The works on the collective strategies are used as a supplement to the behaviorist theories of the distribution channels to understand how a collective strategy which built itself over time, modified the relationships of power between the stakeholders. The method consisted in studying a successful case of collective management of waste, having allowed in SME to obtain from their person receiving provider of better services.

Date: 2014
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