Risque d’opportunisme de la banque : le rôle de compétence relationnelle du dirigeant d’entreprise dans l’accompagnement financier

Auteurs

DOI :

https://doi.org/10.53102/2015.34.02.611

Mots-clés :

financement, PME, aéronautique, gestion relationnelle, pouvoir de négociation, multibancarité

Résumé

Dans une situation de crise économique et financière, nous avons souhaité démontrer en quoi l’engagement et le mode de gestion de la relation financière par le dirigeant de PME favorise l’accompagnement financier de l’entreprise. Cette recherche s’inscrit dans une approche relationnelle de l’échange. Nous examinons comment les relations interentreprises informelles et la multibancarité affectent le pouvoir de négociation de la PME à l’égard de sa banque. À travers une étude quantitative, ce travail permet d’identifier le rôle et l’origine du pouvoir de négociation de la PME dans sa relation financement. Celui-ci est en mesure de faciliter son accompagnement financier en créant une valeur relationnelle : la confiance. Cette recherche n’établit pas de lien entre la multibancarité et le pouvoir de négociation. Ce n’est pas tant le nombre de banques mais le mode de gestion de sa relation avec son banquier principal qui est déterminant dans la construction d’une capacité de négociation. Nous pointons ici les bénéfices pour le client bancaire de s’investir dans une gestion relationnelle de leur relation bancaire.

Biographie de l'auteur

Nathalie GARDES, Université de Bordeaux

Maître de conférences en gestion, Université de Bordeaux, IRGO

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Publiée

01-06-2015

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GARDES, N. (2015). Risque d’opportunisme de la banque : le rôle de compétence relationnelle du dirigeant d’entreprise dans l’accompagnement financier. Revue Française De Gestion Industrielle, 34(2), 47–65. https://doi.org/10.53102/2015.34.02.611

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