Embedded Inter-organizational Governance and Customer-orientation Strategy

作者：Donada Carole^*; Nogatchewsky Gwenaelle; Nogatchewsky Stephane

来源：Comptabilite Controle Audit, 2012, 18(2): 7-32.

• INTER-ORGANIZATIONAL GOVERNANCE
• CONTROL DEVICES
• CUSTOMER ORIENTATION
• TRUST
• PURCHASING STRATEGY

This paper presents the findings of a qualitative study on the governance to adopt in implementing a customer-oriented strategy. Our case study of a company in the aeronautics industry highlights the specific features of "embedded governance" designed to structure long-term relationships with suppliers. Such inter-organizational governance is grounded first in a hierarchical structure in which purchasing managers holding positions at middle-management level play a pivotal role. Second, it requires that suppliers' control devices be adapted to each stage of the relationship. Finally, even though embedded governance meets the needs of a customer-oriented strategy, our study also suggests that its virtuous effects can only be sustained if strong inter-organizational trust builds between exchange partners at every level.

• 出版日期2012-9