214
Views
0
CrossRef citations to date
0
Altmetric
Articles

La dynamique de la confiance sur la coopération acheteur / vendeur en B2B

The dynamics of trust in buyer/seller cooperation in B2B

&

Références

  • Aarikka-Stenroos, L., and E. Jaakkola. 2012. “Value Co-Creation in Knowledge Intensive Business Services: A Dyadic Perspective on the Joint Problem-Solving Process.” Industrial Marketing Management 41 (1): 15–26. doi:10.1016/j.indmarman.2011.11.008.
  • Akrout, W., et H. Akrout. 2011. « La confiance en B to B : vers une approche dynamique et intégrative. » Recherche et applications en marketing 26 (1) : 59–80. doi:10.1177/076737011102600104.
  • Allal-Chérif, O., et R. Plantey. 2011. Optimisez vos chats : construisez votre performance de demain ! Saint-Denis : Afnor.
  • Allal-Chérif, O., S. Maira, et H. Poissonnier. 2011. « Nouvelles formes de management des achats : vers l’acheteur collaboratif. » Revue Française de Gestion Industrielle 30 (3) : 101–119.
  • Alleaume, A. 2013. Achats pour non spécialistes. Paris : Dunod.
  • Alrubaiee, L., and N. Al-Nazer. 2010. “Investigate the Impact of Relationship Marketing Orientation on Customer Loyalty: The Customer’s Perspective.” International Journal of Marketing Studies 2 (1): 155. doi:10.5539/ijms.v2n1p155.
  • Andaleeb, S. S., and S. F. Anwar. 1996. “Factors Influencing Customer Trust in Salespersons in a Developing Country.” Journal of International Marketing 4 (4): 35–52.
  • Anderson, J. C., and J. A. Narus. 1990. “A Model of Distributor Firm and Manufacturer Firm Working Partnerships.” Journal of Marketing 54 (1): 42–58.
  • Audebert-Lasrochas, P. 2004. « Comment différencier négociation et vente. » Revue française de gestion 6 (154) : 141–155. doi:10.3166/rfg.153.141-155.
  • Baron, R. M., and D. A. Kenny. 1986. “The Moderator–Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations.” Journal of Personality and Social Psychology 51 (6): 1173. doi:10.1037/0022-3514.51.6.1173.
  • Bellenger, L. 1987. Qu’est-ce qui fait vendre ? Paris : PUF.
  • Bellenger, L. 1994. Stratégies et tactiques de négociation. Paris : ESF éditions.
  • Belonax Jr, J. J., S. J. Newell, and R. E. Plank. 2007. “The Role of Purchase Importance on Buyer Perceptions of the Trust and Expertise Components of Supplier and Salesperson Credibility in Business-to-Business Relationships.” Journal of Personal Selling & Sales Management 27 (3): 247–258. doi:10.2753/PSS0885-3134270304.
  • Berger, J., and E. M. Schwartz. 2011. “What Drives Immediate and Ongoing Word of Mouth?” Journal of Marketing Research 48 (5): 869–880. doi:10.1509/jmkr.48.5.869.
  • Bergeron, J., J. M. Fallu, et J. Roy. 2008. « Une comparaison des effets de la première et de la dernière impression dans une rencontre de vente. » Recherche et Applications en Marketing 23 (2) : 19–36. doi:10.1177/076737010802300202.
  • Bichon, A., N. Merminod, et D. J. Kamann. 2010. « Nouveaux rôles et profils de compétences des acheteurs. » Revue française de gestion 36 (205) : 139–155. doi : 10.3166/rfg.205.139-155.
  • Blois, K. J. 1999. “Trust in Business to Business Relationships: An Evaluation of its Status.” Journal of Management Studies 36 (2): 197–215. doi:10.1111/1467-6486.00133.
  • Boghos, R. 2012. La fonction achats hors production. Paris : Eyrolles.
  • Bompar, L., et Z. Yanat. 2013. « La dichotomie transactionnel-relationnel de la première relation commerciale. » Recherches en Sciences de Gestion 2 (95) : 45–63. doi:10.3917/resg.095.0045.
  • Canonne, S., et P. Petit. 2013. La boîte à outils de l’Acheteur. 2ème éd. Paris : Dunod.
  • Cathelineau, M. 1991. Négocier gagnant. Paris : Intereditions.
  • Churchill, G. A., R. H. Collins, and W. A. Strang. 1975. “Should Retail Salespersons Be Similar to Their Customers.”?Journal of Retailing 51 (3): 29–42.
  • Claycomb, C., and G. L. Frankwick. 2010. “Buyers’ Perspectives of Buyer–Seller Relationship Development.” Industrial Marketing Management 39 (2): 252–263. doi:10.1016/j.indmarman.2008.08.004.
  • Comer, L. B., and T. Drollinger. 1999. “Active Empathetic Listening and Selling Success : A Conceptual Framework.” Journal of Personal Selling & Sales Management 19 (1): 15–29.
  • Crosby, L. A., K. R. Evans, and D. Cowles. 1990. “Relationship Quality in Services Selling : An Interpersonal Influence Perspective.” The Journal of Marketing 54 (3): 68–81. doi:10.2307/1251817.
  • Dahwa, M. P., L. Al-Hakim, and E. Ng. 2013. “The Importance of Trust in Procurement Practices and Its Impact on Business Performance : An Empirical Investigation from the Perspective of the Buyer–Supplier Dyad.” Journal of Relationship Marketing 12 (4): 280–300. doi:10.1080/15332667.2013.846768.
  • De Wulf, K., G. Odekerken-Schröder, and D. Iacobucci. 2001. “Investments in Consumer Relationships : A Cross-Country and Cross-Industry Exploration.” Journal of Marketing 65 (4): 33–50. doi:10.1509/jmkg.65.4.33.18386.
  • Dietvorst, R. C., W. J. Verbeke, R. P. Bagozzi, C. Yoon, M. Smits, et A. Van Der Lugt. 2010. « Une échelle fondée sur la théorie des états mentaux appliquée à la force de vente : examens de sa validité par des méthodes classiques et par imagerie par résonance magnétique fonctionnelle. » Recherche et applications en marketing 25 (4) : 93–118. doi:10.1177/076737011002500405.
  • Donada, C., et G. Nogatchewsky. 2005. « Vingt ans de recherches empiriques en marketing sur la performance des relations client-fournisseur. » Recherche et Applications en Marketing 20 (4) : 71–96. doi:10.1177/076737010502000404.
  • Doney, P. M., and J. P. Cannon. 1997. “An Examination of the Nature of Trust in Buyer–Seller Relationships.” Journal of Marketing 61 (2): 35–51. doi:10.2307/1251829.
  • Dwyer, F. R., P. H. Schurr, and S. Oh. 1987. “Developing Buyer–Seller Relationships.” The Journal of Marketing 51 (2): 11–27. doi:10.2307/1251126.
  • Ganesan, S. 1994. “Determinants of Long-Term Orientation in Buyer–Seller Relationships.” Journal of Marketing 58 (2): 1–19. doi:10.2307/1252265.
  • Ghzaiel, K., and F. Akrout. 2012. “Dimensions and Antecedents of Relationship Quality in a Business-to-Business Context : An Exploratory Study.” Journal of Supply Chain and Customer Relationship Management 2012: 1–17. doi:10.5171/2012.589977.
  • Goldmann, H. M., et J. Eisenbach. 1988. L’art de vendre. Paris : Delachaux et Niestlé.
  • Grewal, D., and A. Sharma. 1991. “The Effect of Salesforce Behavior on Customer Satisfaction: An Interactive Framework.” Journal of Personal Selling & Sales Management 11 (3): 13–23.
  • Guibert, N. 1999. « La Confiance en Marketing : Fondements et Applications. » Recherche et Applications en Marketing 14 (1) : 1–19. doi:10.1177/076737019901400101.
  • Guicherd, C., M. Dampérat, et A. Jolibert. 2011. « Asymétrie du pouvoir dans la négociation commerciale : étude du différentiel de pouvoir perçu et de la différenciation cognitive. » Recherche et Applications en Marketing 26 (1) : 23–38. doi:10.1177/076737011102600102.
  • Hair, J. F., R. E. Anderson, R. L. Tatham, and W. C. Black. 1998. Multivariate Data Analysis with Reading. 5th ed. Upper Slade River, NJ: Prentice Hall.
  • Hansen, D. E., and P. J. Danaher. 1999. “Inconsistent Performance during the Service Encounter : What’s a Good Start Worth?” Journal of Service Research 1 (3): 227–235. doi:10.1177/109467059913004.
  • Harwood, T. G. 2006. “Developing Buyer–Seller Relationships through Face-to-Face Negotiations.” Journal of Relationship Marketing 4 (3–4): 105–122. doi:10.1300/J366v04n03_07.
  • Hawes, J. M., K. E. Mast, and J. E. Swan. 1989. “Trust Earning Perceptions of Sellers and Buyers.” Journal of Personal Selling & Sales Management 9 (1): 1–8.
  • Hibbard, J. D., F. F. Brunel, R. P. Dant, and D. Iacobucci. 2001. “Does Relationship Marketing Age Well?” Business Strategy Review 12 (4): 29–35. doi:10.1111/busr.2001.12.issue-4.
  • Hu, L. T., and P. M. Bentler. 1999. “Cutoff Criteria for Fit Indexes in Covariance Structure Analysis : Conventional Criteria versus New Alternatives.” Structural Equation Modeling: A Multidisciplinary Journal 6 (1): 1–55. doi:10.1080/10705519909540118.
  • Johlke, M. C. 2006. “Sales Presentation Skills and Salesperson Job Performance.” Journal of Business & Industrial Marketing 21 (5): 311–319. doi:10.1108/08858620610681614.
  • Korda, P. 2015. Négocier et défendre ses marges : Vente, achat, négociations d’affaires. 5ème éd. Paris : Dunod.
  • Korsgaard, M. A., H. H. Brower, and S. W. Lester. 2014. “It isn’t Always Mutual : A Critical Review of Dyadic Trust.” Journal of Management 41 (1): 47–70. doi:10.1177/0149206314547521.
  • Lee, D. Y., and P. L. Dawes. 2005. “Guanxi, Trust, and Long-Term Orientation in Chinese Business Markets.” Journal of International Marketing 13 (2): 28–56. doi:10.1509/jimk.13.2.28.64860.
  • Macquin, A. 1998. « La négociation. » Recherche et applications en marketing 13 (1) : 67–88. doi:10.1177/076737019801300105.
  • McKean, H. P. 1972. “Selberg's Trace Formula as Applied to a Compact Riemann Surface.” Communications on Pure and Applied Mathematics 25 (3): 225–246.
  • McKnight, D. H., L. L. Cummings, and N. L. Chervany. 1998. “Initial Trust Formation in New Organizational Relationships.” Academy of Management Review 23 (3): 473–490.
  • Morgan, R. M., and S. D. Hunt. 1994. “The Commitment-Trust Theory of Relationship Marketing.” The Journal of Marketing 58 (3): 20–38. doi:10.2307/1252308.
  • Morris, M. H., J. Brunyee, and M. Page. 1998. “Relationship Marketing in Practice: Myths and Realities.” Industrial Marketing Management 27 (4): 359–371. doi:10.1016/S0019-8501(97)00079-5.
  • Nguyen, N., and G. Leblanc. 2001. “Corporate Image and Corporate Reputation in Customers’ Retention Decisions in Services.” Journal of Retailing and Consumer Services 8 (4): 227–236.
  • Nyaga, G. N., J. M. Whipple, and D. F. Lynch. 2010. “Examining Supply Chain Relationships : Do Buyer and Supplier Perspectives on Collaborative Relationships Differ?” Journal of Operations Management 28 (2): 101–114. doi:10.1016/j.jom.2009.07.005.
  • Palmatier, R. W., R. P. Dant, D. Grewal, et K. R. Evans. 2007. « Les facteurs qui influencent l’efficacité du marketing relationnel : une méta-analyse. » Recherche et applications en marketing 22 (1) : 79–103. doi:10.1177/076737010702200105.
  • Paquet, P. 2011. « Externalisation du système d’information : le point de vue du prestataire. » Gestion 2000 28 (5) : 123–143. doi:10.3917/g2000.285.0123.
  • Pruitt, D. G. 1981. Negotiation Behavior. New York, NY: Academic Press.
  • Reichheld, F. F. 2003. “The One Number You Need to Grow.” Harvard Business Review 81 (12): 46–55.
  • Reynolds, K. E., and S. E. Beatty. 1999. “Customer Benefits and Company Consequences of Customer-Salesperson Relationships in Retailing.” Journal of Retailing 75 (1): 11–32. doi:10.1016/S0022-4359(99)80002-5.
  • Ribbink, D., and C. M. Grimm. 2014. “The Impact of Cultural Differences on Buyer–Supplier Negotiations: An Experimental Study.” Journal of Operations Management 32 (3): 114–126. doi:10.1016/j.jom.2014.01.004.
  • Ring, P. S., and A. H. Van de Ven. 1992. “Structuring Cooperative Relationships between Organizations.” Strategic Management Journal 13 (7): 483–498. doi:10.1002/(ISSN)1097-0266.
  • Salviac, E., C. H. Vollet, et F. Bernard. 2013. Performance et création de valeur de la fonction achats. Paris : Maxima Laurent du Mesnil.
  • Schmitt, P., S. Meyer, et B. Skiera. 2012. « Étude du lien entre I’intention de recommander une entreprise et la valeur à vie de ses clients. » Recherche et Applications en Marketing 27 (4) : 121–143. doi:10.1177/076737011202700406.
  • Schurr, P. H., and J. L. Ozanne. 1985. “Influences on Exchange Processes : Buyers’ Preconceptions of a Seller’s Trustworthiness and Bargaining Toughness.” Journal of Consumer Research 11 (4): 939–953. doi:10.1086/jcr.1985.11.issue-4.
  • Selnes, F. 1998. “Antecedents and Consequences of Trust and Satisfaction in Buyer-Seller Relationships.” European Journal of Marketing 32 (3/4): 305–322. doi:10.1108/03090569810204580.
  • Sirdeshmukh, D., J. Singh, and B. Sabol. 2002. “Consumer Trust, Value, and Loyalty in Relational Exchanges.” Journal of Marketing 66 (1): 15–37. doi:10.1509/jmkg.66.1.15.18449.
  • Smith, J. B., and D. W. Barclay. 1999. “Selling Partner Relationships: The Role of Interdependence and Relative Influence.” The Journal of Personal Selling and Sales Management 19 (4): 21–40.
  • Stremersch, S., S. Wuyts, and R. T. Frambach. 2001. “The Purchasing of Full-Service Contracts : An Exploratory Study within the Industrial Maintenance Market.” Industrial Marketing Management 30 (1): 1–12. doi:10.1016/S0019-8501(99)00090-5.
  • Swan, J. E., and J. J. Nolan. 1985. “Gaining Customer Trust: A Conceptual Guide for the Salesperson.” Journal of Personal Selling & Sales Management 5 (2): 39–48.
  • Taylor, C. R., G. R. Franke, and H. K. Bang. 2006. “Use and Effectiveness of Billboards : Perspectives from Selective-Perception Theory and Retail-Gravity Models.” Journal of Advertising 35 (4): 21–34. doi:10.2753/JOA0091-3367350402.
  • Tchokogué, A., J. Nollet, et R. M. Chiurciu. 2014. « Misez aussi sur la légitimité externe de la fonction achats ! » Revue française de gestion 2014 (239) : 143–156. doi : 10.3166/rfg.239.143-156.
  • Vanpoucke, E., A. Vereecke, and K. K. Boyer. 2014. “Triggers and Patterns of Integration Initiatives in Successful Buyer–Supplier Relationships.” Journal of Operations Management 32 (1): 15–33. doi:10.1016/j.jom.2013.11.002.
  • Volle, P., et A. Mimouni. 2003. « Bénéfices perçus de la fidélisation et qualité relationnelle : une application exploratoire au secteur du transport aérien. » Dans 19éme Congrés International de l’Association Française du Marketing : 532–549.
  • Wajnsztok, O., I. Royal, et H. de Sazilly. 2014. Stratégie achats : l’essentiel des bonnes pratiques. Paris : Eyrolles.
  • Wood, J. A., J. S. Boles, W. Johnston, and D. Bellenger. 2008. “Buyers’ Trust of the Salesperson: An Item-Level Meta-Analysis.” Journal of Personal Selling & Sales Management 28 (3): 263–283. doi:10.2753/PSS0885-3134280304.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.