Résumés
Résumé
L’article s’inscrit dans la littérature récente sur la stratégie de coopétition dans le domaine commercial en explorant en particulier le contexte des marchés avec procédure d’appel d’offres. Notre recherche entend enrichir cette littérature émergente en explorant cette stratégie à partir d’une étude qualitative au sein du secteur de l’architecture. La contribution principale réside dans la proposition d’un modèle conceptuel de la dynamique coopétitive commerciale avec appels d’offres. Trois formes spécifiques sont identifiées puis discutées dans cet article : la coopétition a priori, la réponse coopétitive et la coopétition a posteriori.
Mots-clés :
- Coopétition commerciale,
- dynamique coopétitive,
- appels d’offres,
- architectes
Abstract
This article belongs to the expanding academic literature about selling coopetition. In particular, we focus the attention on the specificities of markets ruled by calls for tenders. We intend to contribute to this new research area with a qualitative empirical study conducted in the architecture industry. The main result lies in the proposition of a conceptual model about selling coopetition dynamics with calls for tenders. Three different forms of selling coopetition are defined and discussed: a priori coopetition, coopetitive answer and a posteriori coopetition.
Keywords:
- Selling coopetition,
- coopetitive dynamics,
- calls for tenders,
- architects
Resumen
Este artículo se inscribe en la literatura académica sobre la coopetición comercial. En particular, nos focalizamos sobre las características de los mercados con licitaciones. Tratamos de contribuir a esta nueva área con un estudio cualitativo en el sector arquitectural. El principal resultado consiste en proponer un modelo conceptual de la dinámica de la coopetición con licitaciones. Tres diferentes formas estas definidas y discutidas: a priori coopetición, repuesta coopetitiva y a posteriori coopetición.
Palabras clave:
- Comercial coopetición,
- dinámica coopetitiva,
- licitaciones,
- arquitectas
Parties annexes
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