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dc.contributor.authorDonada, Carole
dc.contributor.authorMothe, Caroline
dc.contributor.authorNogatchewsky, Gwenaelle
dc.contributor.authorde Campos Ribeiro, Gisèle
dc.date.accessioned2019-04-20T08:34:51Z
dc.date.available2019-04-20T08:34:51Z
dc.date.issued2017
dc.identifier.urihttps://basepub.dauphine.fr/handle/123456789/18725
dc.language.isoenen
dc.subjectrelationshipsen
dc.subjectInter-organizational management control systemsen
dc.subjectQualityen
dc.subjectPerformanceen
dc.subject.ddc658.8en
dc.subject.classificationjelL.L1.L14en
dc.subject.classificationjelM.M2.M21en
dc.titleThe impact of collaboration scope on inter-organizational controls and boundary spanners’ relational skills.en
dc.typeCommunication / Conférence
dc.description.abstractenThe current research analyses the effect of inter-organizational management controls on boundary spanners’ relational skills and firm performance, according to the scope (breadth or depth) of buyer–supplier relationships. Drawing on survey data from 232 buyer and supplierfirms engaged in bilateral collaborations for R&D, production, logistics, marketing/distribution or after-sales, this research confirms the need to account for collaboration characteristics. In deeper collaborations, relational skills are critical, and management controls have a negative moderating effect. In broad collaborations, the situation is reversed, and the use of management controls can compensate for a lesser influence of relational skills.en
dc.relation.ispartofdate2017
dc.contributor.countryeditoruniversityotherFRANCE
dc.subject.ddclabelGestion des ventesen
dc.relation.conftitle2017 Strategic Management Society (SMS) Special Conferenceen
dc.relation.confdate2017-12
dc.relation.confcityAlajuelaen
dc.relation.confcountryCosta Ricaen
dc.relation.forthcomingnonen
dc.description.ssrncandidatenonen
dc.description.halcandidateouien
dc.description.readershiprechercheen
dc.description.audienceInternationalen
dc.relation.Isversionofjnlpeerreviewednonen
dc.relation.Isversionofjnlpeerreviewednonen
dc.date.updated2019-03-22T09:40:48Z
hal.person.labIds117605
hal.person.labIds432899
hal.person.labIds1032
hal.person.labIds117605
hal.identifierhal-02105156*


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