I love you… me neither: between sharing nor retention information in the distribution channel

Je t’aime… moi non plus: entre partage et rétention d’informations dans le canal de distribution

Adèle Fouché (), François Fulconis (), Cécile Godé () and Gilles Paché ()
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Adèle Fouché: CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon, AMU - Aix Marseille Université
François Fulconis: AU - Avignon Université, •JPEG - Laboratoire des sciences Juridiques, Politique, Economiques et de Gestion - AU - Avignon Université, CRET-LOG - Centre de Recherche sur le Transport et la Logistique - AMU - Aix Marseille Université, AMU - Aix Marseille Université
Cécile Godé: CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon
Gilles Paché: CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon

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Abstract: • Objectives/Research Questions Numerous works in management have highlighted the existence of two distinct perspectives regarding the sharing or retention of information in inter-organizational relationships. This article examines the relevance of this approach, raising a question of prime importance: to what extent do members of a distribution channel agree to share information with their partners to work towards the success of a collective project, whereas information retention would preserve their individual interests? • Methodology An exploratory qualitative study was carried out using semi-structured interviews with logistics service providers (LSP) and food retailing companies, on the one hand, and television and radio interviews, on the other. All data was manually coded, highlighting four general themes. • Results The exploratory field study reveals that mutual trust, critical events, and the levels and types of information shared play a key role in understanding information sharing within distribution channels. It is in their dynamic articulation (over time) that the value of the empirical analysis lies. • Conceptual and managerial implications A conceptual model of information sharing, the "waves" model, is proposed, suggesting that an inter-organizational relationship is neither totally transparent nor totally opaque. Two managerial implications arise from this: anticipation, on one hand; adaptation, on the other. • Originality The conceptual "waves" model shows that an information exchange relationship within a distribution channel is similar to a romantic relationship: it often experiences ups and downs and oscillates between transparency and opacity without necessarily leading to a "divorce" between partners.

Keywords: distribution channel; Supply chain; "waves" model; Information sharing; information retention; canal de distribution; Chaîne logistique; modèle de "vagues"; Partage d'informations; Rétention d'informations (search for similar items in EconPapers)
Date: 2024
Note: View the original document on HAL open archive server: https://hal.science/hal-04624899v1
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Published in Décisions Marketing, 2024, N° 115, Juillet-Septembre,, pp. 91-109

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-04624899

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