B2B relationship management: a framework to explore the impact of collaboration

Ridha Derrouiche (), Gilles Neubert, Abdelaziz Bouras and Matteo M. Savino
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Ridha Derrouiche: ESC Saint-Etienne - ESC Saint-Etienne, LIESP - Laboratoire d'Informatique pour l'Entreprise et les Systèmes de Production - UL2 - Université Lumière - Lyon 2 - ECL - École Centrale de Lyon - Université de Lyon - UCBL - Université Claude Bernard Lyon 1 - Université de Lyon - INSA Lyon - Institut National des Sciences Appliquées de Lyon - Université de Lyon - INSA - Institut National des Sciences Appliquées
Gilles Neubert: ESC Saint Etienne, LIESP - Laboratoire d'Informatique pour l'Entreprise et les Systèmes de Production - UL2 - Université Lumière - Lyon 2 - ECL - École Centrale de Lyon - Université de Lyon - UCBL - Université Claude Bernard Lyon 1 - Université de Lyon - INSA Lyon - Institut National des Sciences Appliquées de Lyon - Université de Lyon - INSA - Institut National des Sciences Appliquées
Abdelaziz Bouras: LIESP - Laboratoire d'Informatique pour l'Entreprise et les Systèmes de Production - UL2 - Université Lumière - Lyon 2 - ECL - École Centrale de Lyon - Université de Lyon - UCBL - Université Claude Bernard Lyon 1 - Université de Lyon - INSA Lyon - Institut National des Sciences Appliquées de Lyon - Université de Lyon - INSA - Institut National des Sciences Appliquées, UL2 - Université Lumière - Lyon 2
Matteo M. Savino: University of Sannio [Benevento]

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Abstract: This article aims to propose an integrated framework, based on two levels, able to characterise collaborative relation between two or more partners in a supply chain, evaluating their related performances. In the first level, related to the context point of view, the most common parameters, identified from a literature review, characterising a relationship between two partners, have been used to build an integrated analysis framework. The second level is related to the performance side and has been achieved through two main attributes: the perceived satisfaction of the relation and its perceived effectiveness. The implementation of the approach has been achieved through a survey of different companies, so as to propose a first analysis on how the characteristics of a relation impact its performance. A new dashboard is considered as an operative tool of the proposed approach, which allows to follow all the attributes which best characterise each relation type, as well as the sensitivity of the perceived performance for each attribute.

Keywords: B2B relationship; supply chain collaboration; enterprise performance; information technologies; relation lifecycle (search for similar items in EconPapers)
Date: 2010-09-01
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Published in Production Planning and Control, 2010, 21 (6), 528-546 p. ⟨10.1080/09537287.2010.488932⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02313240

DOI: 10.1080/09537287.2010.488932

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