The Purchaser's Choice : Transactional or Relational Contracting ?
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.