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Date
1 juillet 2011
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- handle: 10670/1.3hefyi
- hal: hal-02312647
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Purchasers Vendors and purchasers--Law and legislation House selling--Law and legislation Venders and purchasers House buying--Law and legislationCiter ce document
Florence Crespin-Mazet et al., « The Purchaser's Choice : Transactional or Relational Contracting ? », HAL-SHS : économie et finance, ID : 10670/1.3hefyi
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Résumé
While literature acknowledges the development of relational exchanges between customers and suppliers, practitioners notice the resilience of the transactional mode among purchasers. Based on a field study, this article aims at identifying the factors that determine the project purchasers’ choice of a relationship pattern with their suppliers. It formulates hypotheses on the reasons leading most of them to select transactional contracting.