Les enchères électroniques inversées et la reconsidération des business models des fournisseurs

Auteurs

DOI :

https://doi.org/10.53102/2009.28.01.748

Mots-clés :

Enchères Electroniques Inversées, Business Model, Relations inter-organisationnelles

Résumé

L'introduction des enchères électroniques inversées (EEI) a constitué un changement significatif dans les relations interorganisationnelles entre acheteurs et fournisseurs. La majorité des fournisseurs perçoivent cette technologie comme une remise en cause substantielle des mécanismes classiques de la relation. Ainsi, afin de s'adapter à un tel changement, les fournisseurs ont été contraints de reconsidérer leurs Business Models (BM). A travers le présent article, nous proposons d'étudier comment les Business Models des fournisseurs ont été amenés à évoluer pour s'adapter à la technologie des EEI.

Références

Ammar 0., 2008, "An integrative Business Model framework for strategy implementation", European Academy of Management Conference: Managing Diversity: European Destiny and Hope, Ljubljana and Bled-Slovertia, 14-17 May.

Anderson E. & Weitz B, 1992, "The Use of Pledges to Build and Sustain: Commitment in Distribution Channels" Journal of Marketing Research, Vol 29, pp.18-34.

Barney, J.B., & Hansen, M.H., 1994, "Trustworthiness as a Source of Competitive Advantage", Strategic Management Journal, vol. 15, pp.175-90.

Beall, Stewart, Craig Carter, Phillip L. Carter, Thomas Germer, Thomas Hendrick, Sandy D. Jap, Lutz Kaufmanrt, Debbie Maciejewski, Robert Monczka, & Ken Petersen, 2003, "The Role of Reverse Auctions in Strategic Sourcing," research paper, Center for Advanced Purchasing Studies (CAPS).

Chafkin, Max, 2007, Reverse Auctions : a supplier's survival guide, Vol. 29, vol 5, pp.27-30

Charki, M.H, 2007, Thèse de Doctorat, Systèmes d'Information & Relations Inter-Organisationnelles : Création du Sens dans le Cadre des Enchères Electroniques Inversées & du Catalogue Electronique" Université Paris Dauphine

Charki, Mohamed Hédi & Josserand, Emmanuel, 2008, "Online Reverse Auctions and the Dynamics of Trust", Journal of Management Information Systems, Special Issue about Trust in Online Environments, vol. 24, n°4, pp. 177-199.

Chesbrough, 2007, "Why companies should have open Business Models", MIT Sloan Management Review, Vol. 48, N°2, pp. 22-28.

Dai, Q., & Kauffman, R.I., 2002, "B2B E-Commerce Revisited: Leading Perspectives on the Key Issues and Research Directions", Electronic Markets, vol. 12, n°2, pp. 1-17.

Emiliani M.L., & Stec D.J., 2004, "Aerospace parts suppliers' reaction to online reverse auctions", Supply Chain Management: An International Journal, vol. 9, n°2, pp. 139-53.

Emiliani M.L., & Stec D.J., 2005b, "Wood pallet suppliers' reaction to online reverse auctions", Supply Chain Management: An International Journal, vo1.10, n°4, pp. 278 -287.

Emiliani ML & Stec D (2001) Online Reverse Auctions Purchasing contracts", Supply Chain Management, vol 6, n°3, pp. 101-105

Emiliani, M.L, 2000, "Business-to-business ondine auctions: key issues for purchasing process improvement", Supply Chain Management, Vol. 5, N°4, pp.176-186.

Emiliani, M.L., 2005, "Regulating B2B online reverse auctions through voluntary codes of conduct", Industrial Marketing Management, (34:5), pp. 526-534.

Eng T.Y, 2004, "The role of e-marketplaces in supply chain management", Industrial Marketing Management, vol. 33, n°2, pp. 97-105.

Evans, P. & Wruster, T., 2000, "Strategy and the new economics of information", Harvard Business Review, Vol. 75, N°. 5, 1997, pp. 71-82

Ganesan, S., 1994, "Determinants of long-term orientation in buyer-seller relationship", Journal of Marketing, vol.58, n°2, pp.1-19.

Giampietro, C. & Emiliani, M.L, 2007, "Coercion and reverse auctions", Supply Chain Management: An International Journal, vol. 12, n° 2, pp. 75-84.

Grove Andy, 1995, "Only the paranoid survive", For information, p 24-25, 20 November.

Gundlach G.T, Achrol R.S, & Mentzer J.T, 1995, "The structure of commitment in exchange", Journal of Marketing, vol 59, n°1, pp. 78-92.

Hallén, L., J. Johanson & N. Seyed-Mohamed, 1991, "Interfirm Adaptation in Business Relationships", Journal of Marketing, vol. 55, pp. 29-37.

Haine G. 2001, La révolution en tête, edition Village Mondial.

Hawes, J.M.; Mast, K.E., & Swan, J.E., 1989, "Trust Earning Perceptions of Sellers and Buyers", Journal of Personal Selling and Sales Management, vol. 9, n°1, pp.1-9.

Heide, J.B & John, G., 1992, "Do Norms Malter in Marketing Relationships?", Journal of Marketing, vol. 56, n° 2, pp. 32-44.

Jap S.D, 2002, "Online Reverse Auctions: Issues, Themes, and Prospects for the Future", Journal of the Academy of Marketing Science, vol. 30, n°4, pp.506-525.

Jap S.D., 2001, "The impact of online reverse auction on buyer supplier relationship", Working Paper Emory University, pp. 1-45.

Jap, S.D, 2003, "An Exploratory Study of the Introduction of Online Reverse Auctions", Journal of Marketing, Vol. 67, n°3, pp.96-108.

Jap, S.D., 2007, "The Impact of Online Reverse Auction Design on Buyer-Supplier-Relationships", Journal of Marketing, (71:1), pp. 146-59.

Jap, Sandy D. & Ernan Haruvy, 2008, "Inter-organizational Relationships and Bidding Behavior in

Industrial Online Reverse Auctions", A paraître dans Journal of Marketing Research.

Kelly, K.1998, New iules for the new economy - 10 Radical Strategies for a connected world, Viking Penguin, New York, 1998

Koh. S.C.L, Gunasekaran, A. & Saad S.M, 2005, "A business model for uncertainty management", Benchmarking: An International Journal, Vol. 12, N°. 4, pp. 383 - 400

Kraemer K.L. Dedrick J. & Yamashiro S., 2000, "Refining and Extending the Business Model With

Information Technology: Dell Computer Corporation", The Information Society, 16:5-21.

Lehmann-Ortega L & Schoettl j-M, 2005, "Rupture et perturbation : les deux formes de l'innovation stratégique", AIMS, Vol. 37: 37: Anger

Linder J, & Cantrell S., 2000, "Changing BMs: Surveying the Landscape", Institute for Strategic Change, Accenture

Linder J. & Cantrell S., 2001, "Five BM myths that hold companies back" Strategy & Leadership.

Malone T.W; Weill P. ; Lai R.K.; D'Urso V.T.; Herman G.; Apel T.G. & Woerner S. L., 2006, "Do some Business Models perform Better than Others?", MIT Sloan Working Paper, 4615 -06.

McEvily, B., Perrone, V., & Zaheer, A, 2003, "Trust as an organizing principle", Organization Science, vol. 14, n°1, pp. 91-103.

Moigeon B. & Lehmann-Ortega L, 2005, "Le Business model au service de la performance", Supplément l'Art du Management des Echos, 8-9.

Morgan R.M & Hunt S.D, 1994, "The Commitment-Trust Theory of Relationship Marketing", Journal of Marketing, vol 58, n°3, pp.20-39.

Morris M, Schindehutte M & Allen J, 2004, "the entrepreneur's BM: Towards a unified perspective", Journal of Business research, p. 1-10.

Osterwalder, A Pigneur. Y, Tucci & Christopher. L, 2005, "Clarifying BMs: origins, present, and future of the concept", Communications of the Association for Information Systems, Volume 16, 1-25.

Palmatier R.W; Dant R.P. & Grewal D, 2007, "A Comparative Longitudinal Analysis of Theoretical Perspectives of Inter-organizational Relationship Performance", Journal of Marketing, vol. 71, n°4, pp.172-194.

Pateli A. G, & Giaglis G. M, 2000, "Technology innovation-induced BM change: a contingency approach", Journal of organizational change, Vol. 18, N°2, pp 167-183.

Porter, M.E, 2001, "Strategy and the Internet", Harvard Business Review, (79)3, pp. 63-78.

Prahalad, C, & Oosterveld, J, 1999, "Transforming internai govemance: the challenge for multinationals", Sloan Management Review, Vol. 40, N°. 3, pp. 31-9.

Ring, P.S. & Van De Ven, A.H, 1994, "Developmental processes of cooperative interorganizational relationships", Academy of Management Review, vol. 19, n° 1, pp. 90-118.

Seddon P.B.; Lewis G.P.; Freeman P. & Shanks G., 2004, "The Case for Viewing BMs as Abstraction of Strategy" Communications of the Association for Information Systems 13: 427-442.

Seppânen, M. & Mâkinen, S, 2007, "Assessing business model concepts with taxonomical research criteria", Management research news, pp: 735 - 748, Vol. 30, N°10

Shafer Scott M, Smith H. Jeff & Linder Jane C, 2005, "The power of BMs", Business Horizons, Volume 48, Issue 3, May-Jure, p199-207

Smart A. & Harrison A., 2003, "Online reverse auctions and their role in buyer-supplier relationship", Journal of Purchasing and Supply Management, vol. 9, n°5/6, pp. 257-268.

Smeltzer L.R & Carr A.S, 2003, "Electronic reverse auctions: Promises, risks and conditions for success", Industrial Marketing Management, vol. 32, n°6, pp.481-488.

Soh C., Markus M.L. & Kim H.G., 2006, "Electronic Marketplace and Price Transparency: Strategy, Information Technology and Success", MIS Quarterly, vol.30, n°3, pp.705-723.

Tapscoot, D, 1997, "Strategy in the new economy", Strategy and Leadership, vol 25, n°6, pp. 8-14.

Tassabehji, R.; Taylor, W. A.; Beach, R. & Wood, 2006, "A Reverse e-auctions and supplier-buyer relationships: an exploratory study", International Journal of Operations & Production Management, vol. 26, n°2, pp. 166-184.

Timmers, P, 2000, Electronic Commerce: Strategies and models for business to business trading, March, Ed. Chichester, England: Johon Wiley and Sons Ltd.

Tushman, M. & Romanelli, E, 1985, "Organization evolution : A metamorphosis model of convergence and reorientation". Dans Staw, B.M. et Curnmings, L.L. (éditeurs), Research in Organizational Behavior, vol. 7, JAI Press, Greenwich, CT, pp. 171-232.

Voelpel S.C.; Leibold M. & Tekie E.B. "The Wheel of BM reinvention: how to reshape your BM to leapfrog competitors", Journal of Change Management, Vol. 4, N°.3, 259-276.

Williamson, O.E. 1985, The economic institutions of capitalism, The Free Press, New York.

Zott, C. & Amit, R., 2008, "Business Model design and the performance of Entrepreneurial Firms", Organization Science, Vol. 18, N°.2, pp. 181 — 199.

Téléchargements

Publiée

01-03-2009

Comment citer

AMMAR, O., & CHARKI, M. H. (2009). Les enchères électroniques inversées et la reconsidération des business models des fournisseurs. Revue Française De Gestion Industrielle, 28(1), 61–76. https://doi.org/10.53102/2009.28.01.748

Rubrique

Article

Statistiques

Vues: 134
Téléchargements: 94