Résumés
Abstract
Coopetition combines paradoxical forces: competition and cooperation. Many previous works have examined the forces driving competitors to cooperate. Little research investigates the factors driving competition, in particular the influence of power in the case of client-supplier coopetition. To fill this gap, a longitudinal case study is being conducted in the telecom sector. It concerns the coopetition between the French operator Orange and Apple its device supplier. The study shows that supplier dominance combined with low trust fosters competition in customer-supplier coopetition.
Keywords:
- coopetition,
- customer-supplier relationship,
- dominant supplier,
- trust,
- procurement
Résumé
La coopétition combine des forces paradoxales : la compétition et la coopération. De nombreux travaux antérieurs ont étudié les forces incitant les concurrents à coopérer. Peu de travaux étudient les facteurs poussant à la compétition, en particulier, l’influence du pouvoir dans le cas de la coopétition client-fournisseur. Afin de combler ce manque, une étude de cas longitudinale est menée dans le secteur des télécoms. Elle porte sur la coopétition entre l’opérateur Orange et son fournisseur de terminaux Apple. L’étude montre qu’une dominance fournisseur couplée à une confiance faible favorise la prépondérance de la compétition dans la coopétition client-fournisseur.
Mots-clés :
- coopetition,
- relations client,
- fournisseur,
- fournisseur dominant,
- confiance,
- achat
Resumen
La coopetencia combina fuerzas paradójicas: competición y cooperación. Muchos trabajos anteriores estudiaron las fuerzas que incitan los competidores a cooperar. Pocos trabajos estudian los factores que empujan a la competición, en particular, la influencia del poder en el caso de la coopetencia cliente-proveedor. Para llenar este vacío se lleva a cabo un estudio longitudinal en el sector de las telecomunicaciones. Abarca la coopetencia entre el operador Orange y su proveedor de terminales Apple. El estudio muestra que un proveedor dominante asociado con una baja confianza fomenta la preponderancia de la competición en la coopetencia cliente-proveedor.
Palabras clave:
- coopetencia,
- relaciones cliente-proveedor,
- proveedor dominante,
- confianza,
- compra
Parties annexes
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