Texte remanié de: Th. doct.--Sci. Gestion--Paris 10, 1996. / En appendice, choix de textes et documents. Index.

La mondialisation de l’économie et l’internationalisation des marchés ont entrainé le développement sans précédent des alliances stratégiques. De nombreux travaux de recherches se sont attachés à décrire et tenter d'expliquer ce phénomène notamment en s'intéressant à leurs modes de gouvernance. Dans la plupart des travaux, deux modes de gouvernance sont identifiés et théorisés : la gouvernance contractuelle et la gouvernance relationnelle. Dans le prolongement de ces travaux, l'étude de la relation entre mode de gouvernance et performance occupe une place de choix en sciences de gestion. Partant de ce corpus, cette recherche vise à répondre à la question suivante : "Dans quelle mesure la structure de la gouvernance peut-elle améliorer la performance d'alliance?". En mobilisant la théorie des coûts de transactions (Williamson, 1985) et la théorie de l’échange social (Blau, 1964 ; Homans, 1961), cette recherche développe un modèle intégrateur à travers neuf hypothèses de recherche, permettant de comprendre le lien entre la gouvernance contractuelle, la gouvernance relationnelle et la performance d’alliance stratégique. Avec la collaboration de l'association France Biotech, ce modèle a été testé auprès d’un échantillon représentatif des firmes biotechnologiques françaises. La validation des hypothèses de recherche a été faite en ayant recours à la méthode PLS. Trois principaux résultats importants ont émergé : le choix de la gouvernance contractuelle est fortement recommandé en cas de forte spécificité des actifs investis dans l’alliance, une forte dépendance vis à vis du partenaire défavorise le recours à la gouvernance relationnelle ; et l’effet positif de la gouvernance relationnelle sur la performance d’alliance est plus fort que celui de la gouvernance contractuelle. / Economic globalization and internationalization of markets have led to an unprecedented development of strategic alliances. Many research projects have tried to describe and explain this phenomenon, some via exploration of modes of governance. Contractual and relational governance are the two modes of governance identified and theorized upon in the majority of these works. Extending this research avenue further in the area of Management Sciences, a prominent place is held by the relationship between mode of governance and performance. Based on this corpus, this research aims to answer the following question: “To what extent can the governance structure improve the performance of an alliance?” Mobilizing transaction cost theory (Williamson, 1985) and social exchange theory (Blau, 1964 ; Homans, 1961) this research develops an integrative model through nine research hypotheses in an effort to understand the link between contractual governance, relational governance and performance of strategic alliances. Thanks to collaboration with the French Biotech association, the model has been tested using a representative sample of French Biotech firms. The research hypotheses were validate using the PLS method. Three main important results emerge : contractual governance is a strongly recommended choice if there is a high level of asset specificity invested in the alliance ; in the case of strong dependence on a partner, relational governance is not the ideal choice ; and relational governance has a stronger positive effect on alliance performance than does contractual governance.

Cette recherche porte sur le concept de la capacité d’absorption, et les mécanismes de gestion des ressources humaines (GRH) susceptibles de favoriser l’acquisition des connaissances en provenance d’un partenaire étranger au sein d’une alliance stratégique au Maroc. Nous avons tenté de repérer quelques pratiques de GRH sur lesquelles les responsables peuvent s’appuyer afin de développer une capacité d’assimilation et d’exploitation des connaissances et savoir-faire de leurs partenaires étrangers. Durant la première partie de cette recherche, nous avons réalisé un état de l’art sur les concepts des alliances stratégiques, de la capacité d’absorption et la gestion stratégique des ressources. Cette revue de littérature nous a permis d’établir trois hypothèses concernant la compétence et la motivation des employés ; ces deux axes sont présentés comme vecteurs majeurs en vue de l’acquisition d’une capacité d’absorption. Pour tester ces hypothèses, nous avons choisi une méthodologie qualitative, et des entretiens de face à face avec des dirigeants des sociétés de l’industrie aéronautique au Maroc. Ce secteur connaît actuellement un essor sans précédent et dans lequel nous pouvons observer les enjeux du transfert des connaissances. L’examen empirique des hypothèses a permis d’appuyer le rôle de la compétence des employés. Cette dernière peut être favorisée en premier lieu par la formation et en second lieu par l’évaluation. Le second axe étant la motivation du personnel à acquérir de nouvelles connaissances, elle peut être favorisée en premier lieu par la communication interne et en second lieu par une rémunération basée sur la performance. Ces résultats peuvent faire l’objet de recommandations pratiques aux dirigeants des sociétés industrielles au Maroc, afin de s’approprier les savoir-faire des sociétés étrangères en vue de confirmer la croissance économique queconnaît actuellement plusieurs secteurs économiques dans ce pays. / This research focuses on the concept of absorptive capacity, and the HRM mechanisms that can support knowledge acquisition from a foreign partner in strategic alliances in Morocco. We tried to identify some HRM practices on which managers can rely in order to obtain a capacity of assimilation and exploitation of knowledge and know-how of their foreign partners. During the first part of that research, we realized a state of the art on the concepts of strategic alliances, of the absorptive capacity and strategic HRM. This literature review has identified three assumptions about the competences andmotivation of employees. These two dimensions are presented as major vectors for the acquisition of absorptive capacity. To test these hypotheses, we chose a qualitative methodology and face to face interviews with company executives in the aviation industry in Morocco, this sector is experiencing unprecedented growth and in which we can observe the issues of transfer knowledge. The empirical examination of the assumptions has supported the role of employee competences. The latter can be promoted primarily through training and secondly by the evaluation. The second dimension is the motivation to acquire new knowledge, it can be promoted primarily by internal communication and secondly by a performance-based compensation. These results can be objects of practical recommendations to the leaders of industrial companies in Morocco, to acquire the expertise of foreign companies in order to confirm the economic growth currently being experienced several economic sectors in that country.

This thesis investigates strategic alliances in the aviation industry, focusing on resource sharing, using Scandinavian Airlines (SAS) within Star Alliance and SkyTeam as case studies. It examines the operational and competitive benefits of these collaborations through qualitative research, including interviews with executives and experts. The study highlights alliance dynamics like antitrust immunity, code sharing, and the resource-based view. Findings show alliances improve operational efficiency, competitive positioning, and customer service. It also considers the impact of new technologies and global events on alliances, which pool tangible (technology, infrastructure) and intangible assets (brand reputation, identity), fostering deeper integration. This research enhances understanding of strategic drivers in airline alliances and the complexities of resource sharing in the global aviation sector.

There is increasing evidence that relational behaviors play a role in helping firms improve the performance of their strategic alliances, but there is still a preponderance of attention given to firm level elements and a dearth of literature investigating lower levels of analysis. This has helped create a "managerial relevance gap" (Bell, den Ouden, & Ziggers, 2006) between theoretical and operational requirements. This study attempts to fill one portion of that gap by investigating individual and team level factors that shape decisions to promotively collaborate with partners in alliances. The question of interest in this paper was whether supervisors and workgroup peers influence individuals to collaborate in an alliance, and whether those individuals consequently perform collaborative behaviors that improve performance. An analysis of survey responses from 1,242 members of a pharmaceutical sales organization produced three key findings. The first indicates that individuals' attitudes toward collaboration are related to collaborative behaviors, and that these behaviors in turn are positively related to performance. The second outcome of the study shows that attitudes of one's peer group do influence collaborative attitudes while those of one's supervisor do not. Third, there is an insignificant relationship between collaborative attitudes and performance. While evidence of indirect effects mediation was shown, it is therefore not possible to demonstrate either a full or partial mediation effect between collaborative attitudes and performance. These findings, along with the limitations of this study, are discussed. Finally, implications for future research and managerial practice are explored.

Thesis (MBA)--Stellenbosch University, 2014. / ENGLISH ABSTRACT: Cross-sectoral collaborations between non-profit organisations (NPOs) and the business sector are on the rise. The success of the cross-sectoral collaboration is varied and based upon the value generated for both parties. Most literature around cross-sectoral collaboration has been written with a bias towards the corporate sector, not taking into account the challenges faced by NPOs. This research project focused upon the value generated from collaborations between NPOs and individuals from the corporate sector, within the NPO landscape. The University of Stellenbosch Business School Executive Development (USB-ED) presents a course to develop the skills of senior managers in the Senior Management Development Programme (SMDP). As part of the programme, participants (from the business sector) are required to complete a business driven action learning (BDAL) assignment where they engage NPOs in order to do a strategic analysis and develop a strategic plan for them. The BDAL assignment is not only designed to provide the SMDP participants with the opportunity to apply knowledge acquired in the course, but also aims to make a social contribution. Qualitative research methods were employed to study the engagement between the NPOs and the SMDP participants, the outcomes of the BDAL assignment and the perceived value created for the NPOs and SMDP participants. The research was not an evaluation of the BDAL assignment but drew on the information generated from the BDAL assignment to understand how value was generated through the process of business and NPOs working together. Value was generated for the NPOs through the relationship with the SMDP participants and the skills the SMDP participants employed during the collaboration. It was found, however, that the outcome was mostly generated on a strategic level for the NPO. But, as a result of a lack in capacity, the NPOs were not able to maximise the value from the BDAL assignment implementing it on an operational level. Where the SMDP participants were able to close the gap between the strategic and the operational level, through skills transfer and providing practical guidelines, the value increased significantly and operation efficiency increased. The findings on how value was generated through the BDAL assignment and the literature review formed the foundations for the guidelines that are provided for cross-sectoral collaboration, within the NPO landscape. Subsequently, the aim of the study is to enrich the cross-sectoral collaborations between NPOs and business, as well as the BDAL assignment and its outcomes.

ENGLISH ABSTRACT: On 27 September 2010, the much anticipated entry of Walmart to the South African retail sector was announced. Walmart Stores Incorporated publicised that they would make a non-binding offer of R148 per share for the entire number of Massmart Holding’s outstanding shares. The offer presented a premium of 19.2 percent and valued Massmart at R31 billion rand. Walmart later altered the offer to purchase 51 percent of the outstanding shares at the same offer price which Massmart consequently accepted. This concluded the largest investment by an American company, the tenth largest corporate transaction in South Africa and the fifth largest acquisition by Walmart. From a Massmart shareholders’ perspective, was it the correct decision to accept Walmart’s offer? Academic literature suggests that most mergers and acquisitions fail to live up to their expectations and ultimately fail to create shareholder value. Some of the most common reasons listed are the failure to determine the fair market value of an acquisition and engaging in mergers and acquisitions for the wrong reasons. Another common pitfall is that valuation methods in general do not link the company’s strategy to the valuation process, to assess the potential impact of the merger or acquisition on company performance. This case study based research report analyses the Walmart-Massmart acquisition to review Walmart’s offer price. The analysis links both companies’ business model and strategy to the valuation process, to determine the outcome on shareholder value within Massmart following the acquisition.

published_or_final_version / Business Administration / Master / Master of Business Administration

As the economy shifts from a heavy emphasis on defense science and technology to a focus on the application of innovation to commercial markets, decision makers are eager to learn how to shape successful university-industry partnerships. Given that the trend is toward greater numbers of relationships, this national survey project investigated whether scientists and administrators involved in university-industry cooperation share similar perspectives. It explored the benefits, conflicts and mechanisms related to collaborative activity, and sought to determine the implications for universities, industry, and policies directed towards this collaborative activity. Sponsored in part by the National Science Foundation, this study is one of the first to solicit responses from persons not involved in university-industry collaborative activity as well as from those who are. This research successfully captured three aspects of conflicts: conflict of interest, conflict of commitment and conflict over internal equity. The study found that conflict of interest turns on potential financial gain and revenue generating activities. Conflict of commitment is viewed in terms of responsibility and loyalty to the academic or industrial sector to which the individual belongs. Conflict over internal equity centers on traditional academic duties such as teaching and interaction with students. The primary benefits society will receive as a result of collaborative activity are new knowledge and know-how of new techniques and technologies. Regarding specific mechanisms preferred by survey respondents, collaborative universities and firms will rely heavily on conflict of interest policies guide appropriate activities. These should be specific enough to counsel an individual who has come to a decision point with regard to loyalties and at the same time be general enough to treat each collaborative endeavor on its unique merits. Regardless of the type of collaborative relationship in which academics become involved, the study found that decision makers should hold firm in their promotion of teaching and equitable treatment of students. In order to be true to their academic identity, university representatives should ensure the scale is tipped in favor of teaching, or delicately balanced so that teaching activities are equal to collaborative activities.

This research contributes to the emerging dialogue concerning power relationships and the alliances that are challenging current frameworks in an attempt to create positive change. Worldwide, local people in rural places are threatened by development paradigms and conflicting social, political, economic, and ecological values. Large-scale development, such as the Enbridge Northern Gateway Project (NGP), provide a tangible example of our failing systems and make the interplay of these elements palpable. Increasingly, communities are coalescing to challenge the current models and economically motivated agendas threatening Indigenous sovereignty and local lifeways. Central to these coalitions are Indigenous peoples who are aligning with non-Indigenous neighbours to renegotiate power relationships. This research examines these dynamic alliances and uses Haida Gwaii’s resistance to the NGP as an example of the formidable strength of community coalitions mobilized by intersecting values. To contextualize the NGP within the broader discourse, I problematize Canada’s environmental assessment process and consider how media portrays the growing resistance to the proposed project. Drawing on information presented through the environmental assessment, I analyze the main messages and shared values of Haida Gwaii citizens opposed to the NGP. This thesis focuses on this unanimous and galvanizing resistance, which is largely motivated by the reliance on local food sources and an embodied connection to Haida Gwaii shared by Island citizens. The continued denial of Aboriginal title and rights was inherent throughout this consideration and is an underlying theme throughout the analyses. / Graduate