Lusage du pouvoir dans les relations interentreprises

1
Lusage du pouvoir dans les relations
interentreprises

• Richard CALVI (Cerag) et Marie Anne LE DAIN
  (Gilco)

2
Contexte

• Intensification des relations déchange dans les
  supply chain
• Comment sexprime léquilibre de pouvoir dans les
  relations interentreprises ?

3
The Role of Culture in the use of power in
Buyer-Supplier Relationship

• A comparison between Dutch-French
• purchasing strategies
• Avec
• Mirjam Irene Kibbeling
• TU/e

4
Contexte

• Les fonctions achats structurent leur approche de
  la gestion des relations fournisseurs
• Les Purchasing portfolio sont présentés dans la
  littérature comme loutil support à la définition
  des stratégies relationnelles.

5
The purchasing portfolio model (4)
Leverage products
Strategic products
Profit Impact

• difficult to switch supplier
• critical for cost price/profit and delivery

• alternative suppliers available
• substitution possible

High

• Seek balance
• Cooperation

• Exploit power

Non-critical products
Bottleneck products
Low

• large diversity of products
• large supply and low unity price
• laborious

• monopolistic market
• high unity prices
• laborious

• Standardise
• E-ordering

• Assure delivery
• Developing alternatives

High
Low
Supply Risk
6
Main question

• To what extent do cultural differences affect the
  use of the purchasing portfolio model and the
  development of purchasing strategies?
• Comparative study on European level for
• France (Latin cultures) and
• The Netherlands (Anglo-Germanic cultures)

7
Literature
Purchasing portfolio model
Cox Gelderman Van Weele
To what extent do cultural differences affect
portfolio use and purchasing strategies?
C u l t u r e
Power and dependence
Hofstede DIribarne Trompenaars Ulijn
8
Literature culture

• Intercultural management focuses mainly on
  differences
• between national cultures
• The French purchaser is strongly
  relationship-oriented, while the Dutch purchaser
  is more result-oriented.

9
Survey

• Survey among French purchasers
• Purchasing organisation
• A survey on the four purchasing portfolio
  categories
• the level of dependence
• the level of trust and dependence in the
  relationship
• Portfolio use (scenario approach)
• Pilot study
• Survey distributed by internet
• Email to 413 purchasers, 84 responses (20.3
  response)

10
My findings

• Portfolio use
• French group 55
• Dutch group 74 (80 in large companies)
• Perceived dependence levels have been equally
  valued
• Relationship characteristics
• Trust is significantly lower among French
  purchasers
• Commitment is significantly lower among French
  purchasers

• The observed differences in the business
  relationship cannot be explained by differences
  in national culture
• The business relationship seems to be strongly
  affected by professional culture

11
Conclusions

• French purchasers use less often a purchasing
  portfolio model than Dutch purchasers
• French purchasers are less oriented on the
  relationship than their Dutch colleagues
• An explanation for this could be the clear
  distinction between the personal and business
  context
• The business relationship are more affected by
  characteristics of the professional culture than
  by national culture

12
Suites pour 2006 - 2007

• Terrain identifié pour lapproche co-dév retour
  dexpérience sur le pilotage de la fonction siège
  (Renault/ JJ) sur le projet X85.
• Amorce de coopération sur ce thème avec le Québec
  (Chaire approvisionnements dHEC Montréal)