De l'acheteur "cost killer" à l'acheteur "business partner. L'utilisation du contrôle pour se créer une identité socialement valorisée

Hicham Sebti (), Ludivine Redslob () and Benoît Gerard ()
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Hicham Sebti: DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique
Ludivine Redslob: CREFIGE - Centre Européen de Recherche en Finance et Gestion - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres
Benoît Gerard: CREFIGE - Centre Européen de Recherche en Finance et Gestion - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres

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Abstract: Strategic relationships with supplier are one of the organizational practices that have increased in popularity over the past decade. This practice carried some consequences on organizations external relationships as well as on internal relations between organizational actors. In the specific case of buyers, strategic partnership with suppliers raised the need for those actors to change their social identity. Going from "cost killers" to "business partners". The aim of this article is to understand how actors move from an "old fashioned" social identity to a new one. Our qualitative study reveals how buyers rely on suppliers control process to make their "business partners" identity comes true. In that way, this article contributes to a better understanding of management control part in relation with support function actors.

Keywords: strategic suppliers relationships; social identity; management control process; support functions actors; Relations clients-fournisseurs; identité sociale; processus de contrôle; fonctionnels (search for similar items in EconPapers)
Date: 2010-05-10
Note: View the original document on HAL open archive server: https://hal.science/hal-00481088v1
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Published in Crises et nouvelles problématiques de la Valeur, May 2010, Nice, France. pp.CD-ROM

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