Le contrôle des relations interorganisationnelles dans le canal de distribution - Etude de la grande distribution au Japon -

Abstract : The research aim is to comprehend interorganizational relationships inside marketing channels in Japan. A qualitative study of marketing channel around a large japanese retailer allows to explain interorganizational relationships structure thanks to some theories: centered networks (J.C. Jarillo, 1988; H.B. Thorelli, 1986; W.W. Powell, 1987; R.E. Miles and C.C. Snow, 1978, 1984, 1988, 1992), hybrid and bilateral governments (O.E. Williamson, 1975, 1979, 1981, 1985; J.B. Heide and G. John, 1990, 1992) and mechanisms of clan control (W.G. Ouchi, 1977, 1979, 1980). A contextualisation with Japanese culture of management (E.T and M.R. Hall, 1994; D. Bollinger and G. Hofstede, 1987) supports analysis. This research identifies two interorganizational structures: multilateral relationships organized around two brokers, a coordinator and an emulator; and relationships organized around a interorganizational entity made up from dedicated commercial teams of two companies. Mechanisms of control varies from control by results, control by behaviours to a "personalized clan" control. These two types of structures and three modes of control appear simultaneously in marketing channels of distribution of a company.
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Claire Capo. Le contrôle des relations interorganisationnelles dans le canal de distribution - Etude de la grande distribution au Japon - . Gestion et management. Université de la Méditerranée – Aix-Marseille II, 2006. Français. ⟨tel-01745700⟩

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