Thèse numérisée par la Division de la gestion de documents et des archives de l'Université de Montréal.

Cette recherche a pour objectif de comprendre la résistance des consommateurs à l'entrée dans les programmes de fidélisation. Elle s'intéresse plus particulièrement aux mécanismes sous-jacents à cette résistance et à ses fondements. Prenant appui sur la sociologie de la traduction et le modèle des « Economies de la Grandeur», deux études qualitatives sont menées. La première repose sur l'observation de points de vente complétée par des entretiens auprès du personnel et des clients. Elle reconstruit le processus d'adhésion dans le point de vente en montrant les éléments qui peuvent justifier la résistance des consommateurs à l'entrée dans les programmes de fidélisation. La deuxième mobilise la méthode des récits de vie pour interviewer vingt sept répondants. Elle montre que ces derniers justifient leur résistance en émettant des critiques aux mondes « marchand » et « industriel ». Ces critiques proviennent des mondes « domestique », « civique », « de l'opinion » et « de l'inspiration ». A l'issu de ces résultats, une conceptualisation de la résistance des consommateurs à l'entrée dans les programmes de fidélisation est présentée. Elle met en évidence deux éléments préalables à la situation d'influence : (1) les régimes de justification et (2) la métacognition marchande. Elle montre aussi que cette résistance est modérée par des caractéristiques individuelles. / This research aims to understand consumer resistance against joining loyalty programs. It focuses in particular on the mechanisms underlying this resistance and its foundations. Building on the sociology of translation and the model of « Economies of Worth», two qualitative studies are conducted. The first is based on the observation of outlets complemented by interviews with staff and customers. It reconstructs the process of membership in the store, showing components that may justify consumer resistance against joining the loyalty programs The second conduct narrative interviews with twenty seven informants. It shows that respondents justify their resistance by issuing critics to « market» and « industrial» world. These criticisms come from the « domestic», « civic», « opinion» and « inspiration» world. These results build a conceptualization of consumer resistance against joining loyalty programs. It highlights two elements prior to the situation of influence: (1) regimes of justification and (2) market metacognition. It also shows that this resistance is moderated by individual characteristics.

Notre recherche-intervention produit des enseignements sur les modalités qui favorisent le déploiement de projets de prévention des risques psychosociaux (RPS) dans des centres hospitaliers publics. Compte tenu de la forte exposition des agents aux facteurs de RPS, les hôpitaux sont encouragés à s’engager dans ce type de démarche et se confrontent alors à un défi de taille. En effet, de par leur nature Ressource Humaine, ces démarches transverses subissent l’influence défavorable d’éléments de contexte externes et internes qui les ralentissent voire les annihilent. Face à cette problématique, la littérature reste relativement muette sur les modalités concrètes qui permettent de décliner opérationnellement des pistes préventives. Notre recherche repose sur trois études de cas longitudinales réalisées dans deux Centres Hospitaliers publics des régions PACA et Languedoc-Roussillon. Nous nous sommes appuyés sur la sociologie de la traduction, dans sa version normative et analytique, pour aider et analyser la conduite des démarches préventives. Nous mettons en évidence les facteurs de succès et de freins relatifs au trois projets étudiés. Ainsi, nous formulons des préconisations managériales et proposons des pistes de recherche visant à outiller davantage les gestionnaires qui souhaitent conduire des projets de prévention des RPS dans les structures hospitalières publiques. L’étude met en évidence qu’un guide normatif de la sociologie de la traduction enrichi et appliqué à l’échelle locale d’un service semblerait être la voie privilégiée pour prévenir efficacement les risques psychosociaux à l’hôpital. / Our research-intervention provides lessons on modalities supporting the deployment of psychosocial risk prevention projects in public hospitals. Given the agents’ high exposure to psychosocial risk factors, hospitals are encouraged to engage in this type of approach but also face important challenges. Indeed, due to their human resource nature, these transversal approaches suffer from the negative influence of external elements and internal ones that slow down or annihilate them. Thus, psychosocial risk prevention is considered unsatisfactory, despite some steps taken. Literature remains relatively silent on what modalities allow to operationally decline preventive leads. Our research is based on three longitudinal case studies carried out in two public hospitals in the ProvenceAlpes-Côte d'Azur and Languedoc-Roussillon regions. We based our research on the sociology of translation, in its normative and analytical version, to help analyze the conduct of preventive approaches. We highlight the success factors and constraints related to each stage of the three projects studied (initiation and establishment of the diagnosis, development and implementation of the action plan). Our transformative posture allows us to enrich the normative guide of the theoretical framework. Thus, we formulate managerial recommendations and propose research tracks aimed at better equipping managers who wish to conduct psychosocial risk prevention projects in public hospitals. The study shows that a normative guide to the sociology of translation enriched and applied at the local level of a service appears to be the most effective way to prevent psychosocial risks in hospitals.

Thèse numérisée par la Division de la gestion de documents et des archives de l'Université de Montréal

A presente pesquisa teve como tema as complexas situações envolvidas no que se poderia designar como uma problemática socioambiental em torno da agricultura familiar na Amazônia Oriental, mais especificamente na região Sudeste do Pará, que envolve questões como a expansão do desmatamento, visto principalmente como consequência da adoção do sistema técnico de corte-e-queima associado a um processo crescente de pecuarização dos sistemas produtivos familiares. Tendo em vista que esse contexto é amplo e complexo, optou-se por analisar as situações constituídas a partir das redes de relações sociais de abrangência local e regional envolvendo o tema específico da agroecologia. Tendo por base esses pressupostos, se propôs nesse trabalho analisar as formas como as cadeias de mediação que problematizam temáticas agroecológicas incidem sobre as práticas produtivas de agricultores familiares que estão se integrando aos mercados em áreas de ocupação mais antiga (entre cerca de 20 a 30 anos) na fronteira agrária do Sudeste Paraense. Visando dar elementos de resposta a esse questionamento, como grade de leitura analítica das situações concretas se escolheu utilizar a corrente da sociologia da tradução, que busca identificar as questões ambientais em um contexto maior que as situam no âmbito de um continuum sociedade-natureza. Para isso, esse conjunto teórico se utiliza da análise de redes sócio-técnicas, que envolvem em suas tramas as relações entre humanos e objetos, e que se expandem por meio de complexos procedimentos sociais de tradução. A principal estratégia metodológica utilizada foi a da observação participante, visando “seguir os atores” que fazem parte da rede sócio-técnica que discute a agroecologia no Sudeste do Pará, descrevendo-a desde as arenas de embates e discussões, passando por espaços acadêmicos e institucionais, até chegar aos agricultores familiares em seus estabelecimentos, por meio da descrição do caso de um assentamento da região. Os principais resultados alcançados permitem afirmar que entre os agricultores expostos à cadeia de mediação estendida pelos atores sociais que discutem a agroecologia, podem ser adotadas atividades produtivas que permitam sair da dependência socioeconômica da pecuária extensiva, principalmente por meio de diferentes políticas públicas que podem estimular alternativas de diversificação produtiva (como a expansão da fruticultura), mas essas atividades muitas vezes são adotadas sem uma recusa a elementos que podem ser identificados como fazendo parte de um processo de modernização tecnológica da agricultura. Isso pode demonstrar que essa última rede apresenta-se mais longa e ampliada em suas conexões e interfaces e com maior facilidade de expansão entre os agricultores da região, que podem estar indo em direção a um uso mais intensivo de insumos externos às propriedades rurais. A cadeia de mediação da agroecologia incide em alguns desses espaços, mas ainda se apresenta de modo incipiente na constituição de um processo de interessamento e engajamento dos agricultores em torno de práticas produtivas pensadas a partir de princípios agroecológicos. Essas conclusões podem apontar algumas tendências que servem de leitura reflexiva para analisar as prováveis transformações nas áreas de fronteira agrária de ocupação mais antiga pela agricultura familiar na região do Sudeste Paraense. / This study had as its theme the complex situations involved in what might be called a socio-environmental issue around the family-run farms in eastern Amazonia, specifically in the Southeast of Pará, which involves issues such as the expansion of deforestation, mainly seen as consequence of the adoption of the technical system of cut-and-burn associated with a growing process of raising cattle production of family productive systems. Since this context is broad and complex, we chose to analyze situations generated from networks of social relations of local and regional coverage involving the specific topic of agroecology. Based on these assumptions, we propose in this study to analyze the ways in which of mediation chains that problematize agroecological thematic that relate to the production practices of family agricultural workers that are integrating to the markets in older occupied areas (around 20 to 30 years) in the agrarian frontier in the Southeast of Pará. In order to give elements of answer to this question, such as analytical reading grid of concrete situations we chose to use the sociology of translation, which seeks to identify environmental issues in a larger context that puts it within a continuum between society and nature. In order to do this, this theoretical set uses the analysis of socio-technical networks, which involve the relationship between humans and objects, and they expand themselves through complex social processes of translation. The main methodological strategy used was the participant observation, in order to "follow the actors" that are part of a socio-technical network that discusses the agroecology in the southeast of Pará, describing it from the arenas of talks and discussions, passing through academic and institutional spaces, until it reaches the family agricultural workers in their establishments, by describing the case of a settlement in the region. The main results have revealed that among farmers exposed to the extended chain of mediation by social actors who discuss the agro-ecology, productive activities can be adopted that allow farmers to leave the socio-economic dependence on extensive livestock rearing, mainly through various public policies that may encourage alternatives of diversification of production (such as the expansion of fruit growing), but these activities are often adopted without a refusal of elements that can be identified as being part of a process of technological modernization of agriculture. This might show that this last network show itself longer and extended on its connections and interfaces with bigger facility of expansion among the region's farmers, who may be moving towards a more intensive use of external inputs in relation to rural properties. The agroecology chain of mediation focuses upon some of these spaces, but it still shows itself timid in the constitution of a process of interest and engagement of agriculture workers around production practices, thinking from agroecological principles. These findings may point to some trends that serve as a reflective reading to analyze the probable changes in older agrarian border areas occupied by family farms in the Southeast of Pará.

A presente pesquisa teve como tema as complexas situações envolvidas no que se poderia designar como uma problemática socioambiental em torno da agricultura familiar na Amazônia Oriental, mais especificamente na região Sudeste do Pará, que envolve questões como a expansão do desmatamento, visto principalmente como consequência da adoção do sistema técnico de corte-e-queima associado a um processo crescente de pecuarização dos sistemas produtivos familiares. Tendo em vista que esse contexto é amplo e complexo, optou-se por analisar as situações constituídas a partir das redes de relações sociais de abrangência local e regional envolvendo o tema específico da agroecologia. Tendo por base esses pressupostos, se propôs nesse trabalho analisar as formas como as cadeias de mediação que problematizam temáticas agroecológicas incidem sobre as práticas produtivas de agricultores familiares que estão se integrando aos mercados em áreas de ocupação mais antiga (entre cerca de 20 a 30 anos) na fronteira agrária do Sudeste Paraense. Visando dar elementos de resposta a esse questionamento, como grade de leitura analítica das situações concretas se escolheu utilizar a corrente da sociologia da tradução, que busca identificar as questões ambientais em um contexto maior que as situam no âmbito de um continuum sociedade-natureza. Para isso, esse conjunto teórico se utiliza da análise de redes sócio-técnicas, que envolvem em suas tramas as relações entre humanos e objetos, e que se expandem por meio de complexos procedimentos sociais de tradução. A principal estratégia metodológica utilizada foi a da observação participante, visando “seguir os atores” que fazem parte da rede sócio-técnica que discute a agroecologia no Sudeste do Pará, descrevendo-a desde as arenas de embates e discussões, passando por espaços acadêmicos e institucionais, até chegar aos agricultores familiares em seus estabelecimentos, por meio da descrição do caso de um assentamento da região. Os principais resultados alcançados permitem afirmar que entre os agricultores expostos à cadeia de mediação estendida pelos atores sociais que discutem a agroecologia, podem ser adotadas atividades produtivas que permitam sair da dependência socioeconômica da pecuária extensiva, principalmente por meio de diferentes políticas públicas que podem estimular alternativas de diversificação produtiva (como a expansão da fruticultura), mas essas atividades muitas vezes são adotadas sem uma recusa a elementos que podem ser identificados como fazendo parte de um processo de modernização tecnológica da agricultura. Isso pode demonstrar que essa última rede apresenta-se mais longa e ampliada em suas conexões e interfaces e com maior facilidade de expansão entre os agricultores da região, que podem estar indo em direção a um uso mais intensivo de insumos externos às propriedades rurais. A cadeia de mediação da agroecologia incide em alguns desses espaços, mas ainda se apresenta de modo incipiente na constituição de um processo de interessamento e engajamento dos agricultores em torno de práticas produtivas pensadas a partir de princípios agroecológicos. Essas conclusões podem apontar algumas tendências que servem de leitura reflexiva para analisar as prováveis transformações nas áreas de fronteira agrária de ocupação mais antiga pela agricultura familiar na região do Sudeste Paraense. / This study had as its theme the complex situations involved in what might be called a socio-environmental issue around the family-run farms in eastern Amazonia, specifically in the Southeast of Pará, which involves issues such as the expansion of deforestation, mainly seen as consequence of the adoption of the technical system of cut-and-burn associated with a growing process of raising cattle production of family productive systems. Since this context is broad and complex, we chose to analyze situations generated from networks of social relations of local and regional coverage involving the specific topic of agroecology. Based on these assumptions, we propose in this study to analyze the ways in which of mediation chains that problematize agroecological thematic that relate to the production practices of family agricultural workers that are integrating to the markets in older occupied areas (around 20 to 30 years) in the agrarian frontier in the Southeast of Pará. In order to give elements of answer to this question, such as analytical reading grid of concrete situations we chose to use the sociology of translation, which seeks to identify environmental issues in a larger context that puts it within a continuum between society and nature. In order to do this, this theoretical set uses the analysis of socio-technical networks, which involve the relationship between humans and objects, and they expand themselves through complex social processes of translation. The main methodological strategy used was the participant observation, in order to "follow the actors" that are part of a socio-technical network that discusses the agroecology in the southeast of Pará, describing it from the arenas of talks and discussions, passing through academic and institutional spaces, until it reaches the family agricultural workers in their establishments, by describing the case of a settlement in the region. The main results have revealed that among farmers exposed to the extended chain of mediation by social actors who discuss the agro-ecology, productive activities can be adopted that allow farmers to leave the socio-economic dependence on extensive livestock rearing, mainly through various public policies that may encourage alternatives of diversification of production (such as the expansion of fruit growing), but these activities are often adopted without a refusal of elements that can be identified as being part of a process of technological modernization of agriculture. This might show that this last network show itself longer and extended on its connections and interfaces with bigger facility of expansion among the region's farmers, who may be moving towards a more intensive use of external inputs in relation to rural properties. The agroecology chain of mediation focuses upon some of these spaces, but it still shows itself timid in the constitution of a process of interest and engagement of agriculture workers around production practices, thinking from agroecological principles. These findings may point to some trends that serve as a reflective reading to analyze the probable changes in older agrarian border areas occupied by family farms in the Southeast of Pará.

A presente pesquisa teve como tema as complexas situações envolvidas no que se poderia designar como uma problemática socioambiental em torno da agricultura familiar na Amazônia Oriental, mais especificamente na região Sudeste do Pará, que envolve questões como a expansão do desmatamento, visto principalmente como consequência da adoção do sistema técnico de corte-e-queima associado a um processo crescente de pecuarização dos sistemas produtivos familiares. Tendo em vista que esse contexto é amplo e complexo, optou-se por analisar as situações constituídas a partir das redes de relações sociais de abrangência local e regional envolvendo o tema específico da agroecologia. Tendo por base esses pressupostos, se propôs nesse trabalho analisar as formas como as cadeias de mediação que problematizam temáticas agroecológicas incidem sobre as práticas produtivas de agricultores familiares que estão se integrando aos mercados em áreas de ocupação mais antiga (entre cerca de 20 a 30 anos) na fronteira agrária do Sudeste Paraense. Visando dar elementos de resposta a esse questionamento, como grade de leitura analítica das situações concretas se escolheu utilizar a corrente da sociologia da tradução, que busca identificar as questões ambientais em um contexto maior que as situam no âmbito de um continuum sociedade-natureza. Para isso, esse conjunto teórico se utiliza da análise de redes sócio-técnicas, que envolvem em suas tramas as relações entre humanos e objetos, e que se expandem por meio de complexos procedimentos sociais de tradução. A principal estratégia metodológica utilizada foi a da observação participante, visando “seguir os atores” que fazem parte da rede sócio-técnica que discute a agroecologia no Sudeste do Pará, descrevendo-a desde as arenas de embates e discussões, passando por espaços acadêmicos e institucionais, até chegar aos agricultores familiares em seus estabelecimentos, por meio da descrição do caso de um assentamento da região. Os principais resultados alcançados permitem afirmar que entre os agricultores expostos à cadeia de mediação estendida pelos atores sociais que discutem a agroecologia, podem ser adotadas atividades produtivas que permitam sair da dependência socioeconômica da pecuária extensiva, principalmente por meio de diferentes políticas públicas que podem estimular alternativas de diversificação produtiva (como a expansão da fruticultura), mas essas atividades muitas vezes são adotadas sem uma recusa a elementos que podem ser identificados como fazendo parte de um processo de modernização tecnológica da agricultura. Isso pode demonstrar que essa última rede apresenta-se mais longa e ampliada em suas conexões e interfaces e com maior facilidade de expansão entre os agricultores da região, que podem estar indo em direção a um uso mais intensivo de insumos externos às propriedades rurais. A cadeia de mediação da agroecologia incide em alguns desses espaços, mas ainda se apresenta de modo incipiente na constituição de um processo de interessamento e engajamento dos agricultores em torno de práticas produtivas pensadas a partir de princípios agroecológicos. Essas conclusões podem apontar algumas tendências que servem de leitura reflexiva para analisar as prováveis transformações nas áreas de fronteira agrária de ocupação mais antiga pela agricultura familiar na região do Sudeste Paraense. / This study had as its theme the complex situations involved in what might be called a socio-environmental issue around the family-run farms in eastern Amazonia, specifically in the Southeast of Pará, which involves issues such as the expansion of deforestation, mainly seen as consequence of the adoption of the technical system of cut-and-burn associated with a growing process of raising cattle production of family productive systems. Since this context is broad and complex, we chose to analyze situations generated from networks of social relations of local and regional coverage involving the specific topic of agroecology. Based on these assumptions, we propose in this study to analyze the ways in which of mediation chains that problematize agroecological thematic that relate to the production practices of family agricultural workers that are integrating to the markets in older occupied areas (around 20 to 30 years) in the agrarian frontier in the Southeast of Pará. In order to give elements of answer to this question, such as analytical reading grid of concrete situations we chose to use the sociology of translation, which seeks to identify environmental issues in a larger context that puts it within a continuum between society and nature. In order to do this, this theoretical set uses the analysis of socio-technical networks, which involve the relationship between humans and objects, and they expand themselves through complex social processes of translation. The main methodological strategy used was the participant observation, in order to "follow the actors" that are part of a socio-technical network that discusses the agroecology in the southeast of Pará, describing it from the arenas of talks and discussions, passing through academic and institutional spaces, until it reaches the family agricultural workers in their establishments, by describing the case of a settlement in the region. The main results have revealed that among farmers exposed to the extended chain of mediation by social actors who discuss the agro-ecology, productive activities can be adopted that allow farmers to leave the socio-economic dependence on extensive livestock rearing, mainly through various public policies that may encourage alternatives of diversification of production (such as the expansion of fruit growing), but these activities are often adopted without a refusal of elements that can be identified as being part of a process of technological modernization of agriculture. This might show that this last network show itself longer and extended on its connections and interfaces with bigger facility of expansion among the region's farmers, who may be moving towards a more intensive use of external inputs in relation to rural properties. The agroecology chain of mediation focuses upon some of these spaces, but it still shows itself timid in the constitution of a process of interest and engagement of agriculture workers around production practices, thinking from agroecological principles. These findings may point to some trends that serve as a reflective reading to analyze the probable changes in older agrarian border areas occupied by family farms in the Southeast of Pará.

The technology of Building Information Modelling (BIM) is being introduced to the Architectural, Engineering and Construction (AEC) industry. This industry is generally perceived as being fragmented, having low productivity and with a low rate of innovation. BIM is presented as new paradigm within this industry, enabling inter-organisational collaboration, overall increasing quality while simultaneously lowering costs. But widespread BIM implementation has not yet taken place. In order to increase adoption, public client organisations have been argued to be the actors needed to initiate and drive the implementation of BIM. However, the client perspective of such implementation initiatives has not been the main focus of earlier research. In this licentiate thesis the BIM implementation process conducted by the largest infrastructure client in Sweden is analysed. This organisation implements BIM both to benefit their own organisation but also to increase productivity and innovation within the whole infrastructure branch of the AEC-industry. With the purpose of increasing the understanding of technology driven change processes at public client organisations, the BIM implementation at this organisation is analysed as an empirical example.  The case study is analysed by a theoretical framework taking inspiration from Actor-Network theory and Sociology of Translation. Based on this analysis the translation process, where key actors are identified and enrolled into using BIM are described. The analysis reveals a complex network of actors linked to the implementation in question. Instead of a single BIM concept, several different and sometimes conflicting interpretations of BIM are simultaneously being translated. This licentiate thesis problematizes the role of client organisations in initiating change within a network of actors. The main ways of enrolling actors into using BIM have in the studied case been the development of new demand documents. This strategy has however been problematic as the new demands for BIM have not been accepted as intended within many construction projects. Instead, the results of this thesis argue for the importance of client organisations as negotiators, not only needed to establish demand for a new innovation. / Tekniken Byggands Informations Modellering (BIM) introduceras just nu i byggbranschen. Denna bransch beskrivs ofta som varande fragmenterad med låg produktivitet samt bristande innovationskraft. BIM beskrivs som ett nytt paradigm för denna bransch, möjliggörande interorganisatoriskt sammarbete, ökad kvalitet och samtidigt minskande kostnader. Däremot har BIM ännu inte anammats på bred front. För att öka implementeringstakten har statliga beställarorganisationer beskrivits som de aktörer som behövs för att initiera och driva implementeringen av BIM. Dock har tidigare forskning inte fokuserat på beställarperspektivet kring sådana initiativ. I denna licentiatavhandling presenteras en fallstudie av BIM implementeringen på den största infrastrukturbeställaren i Sverige. Denna organisation implementerar BIM både för att gynna den egna organisationen men också för att öka produktiviteten och innovationstakten i intrastrukturbranschen som helhet. Med syfte att öka förståelsen kring beställarrollen i förhållande till teknikdrivna förändringsprocesser studeras denna förändringsprocess som ett empiriskt exempel. Denna fallstudie analyseras utifrån ett teoretiskt ramverk med inspiration tagen från Actor-Network Theory och Sociology of Translation. Utifrån denna analys beskrivs översättningsprocesser där nyckelaktörer identifieras och försöks knytas till att använda BIM. Analysen visar på ett komplext nätverk av aktörer kopplat till implementeringen i fråga. Istället för ett enskilt BIM koncept hittas ett flertal samtidiga, och stundtals motsägelsefulla tolkningar av BIM som alla samtidigt översätts i organisationen. Denna licentiatavhandling problematiserar beställarrollen i relation till initiering av förändring inom ett aktörsnätverk. Det huvudsakliga sättet genom vilket aktörer knyts till att använda BIM har i det studerade fallet varit genom utveckling av nya kravdokument. Denna strategi har däremot varit problematisk då dessa krav inte accepterats som tänk inom ett flertal byggprojekt. Istället visar resultatet av denna studie på vikten av beställarorganisationer som varande förhandlare, inte endast viktiga för att upprätta efterfrågan för en ny innovation. / <p>QC 20170614</p>

Despite its benefits, output controls are less prevalent than its counterpart input controls in public sector agencies. Performance budgeting aligns the input of resources with the output of products and services systematically, enabling assessment of the efficiency and effectiveness of organizational activities. Yet, implementing performance budgeting is challenging, as observed in the Swedish Armed Forces, thus constituting a suitable case to explore this thesis’ research question – why do public sector agencies seldom succeed implementing performance budgeting?   The inquiry is grounded in the multi-layered institutional framework of performance budgeting by Ho ​(2018)​ which, along with extant literature, is developed into propositions guiding the data gathering. The empirics are examined from a discursive perspective with the theory of multiple institutional logics​ (Besharov &amp; Smith, 2014)​ and its technical dimension with the sociology of translation ​(Latour, 1999)​. Findings indicated that the present financial model did not achieve performance budgeting due to a lack of internal transparency, as the model were perceived as convoluted, and that military and financial performance were assessed and reported in separate structures. Looking ahead from an institutional perspective, the recently developed evaluation model, might assist the development of performance budgeting as its underpinning logic of mission command seems compatible with program logic. However, current lack of standardization and managerial infrastructures are indicative of an ineffective translation process, limiting the representational value of the accounting and performance inscriptions, thus limiting their ability facilitate stable spatial and temporal control.

Les démarches d’écologie industrielle et territoriale (EIT) sont encore rares alors que d’une part, le développement durable dont elles se revendiquent est de plus en plus présent dans la vie des organisations et que d’autre part, elles relèvent de ce que certains appellent la « science de la durabilité ». On s’aperçoit par ailleurs que les travaux de recherche qui leur sont consacrés portent principalement sur la dimension physique des flux de matières et d’énergies échangés. Peu de choses sont dites sur les acteurs qui utilisent ces flux et sur les organisations qui les produisent ou les consomment. Pourtant, dire avec l’EIT qu’il faut sortir d’un fonctionnement optimisé aux bornes de l’organisation pour s’inspirer du fonctionnement performant des écosystèmes naturels, c’est dire qu’il faut parvenir à construire des coopérations inter-organisationnelles. La problématique des coopérations inter-organisationnelles n’est pas nouvelle pour les sciences de gestion. Les travaux disponibles traitent toutefois rarement de la phase amont d’initialisation des coopérations, en particulier lorsque l’intérêt de la coopération n’est pas évident a priori. L’objectif de cette thèse est alors de comprendre comment donner envie aux acteurs (organisation et individus) de coopérer quand, il n’y a ni contrainte règlementaire ni incitations économique évidente à le faire, comme c’est le cas pour l’instant dans les démarches d’EIT. En s’appuyant d’une part sur les travaux de la sociologie de la traduction et de la théorie émergente des objets-frontières et d’autre part, sur l’analyse de quatre démarches françaises d’EIT, notre travail propose des éléments de réponse sur ce qui permet d’ « enrôler » les acteurs dans ces démarches et partant, sur la façon dont il est possible d’initier les coopérations inter-organisationnelles qu’elles requièrent. Les résultats de ce travail suggèrent une grande souplesse dans la conduite de ces démarches : plutôt que d’essayer de convaincre d’un intérêt peu évident à formuler a priori, les promoteurs de projets peuvent avoir intérêt à laisser parler les besoins, envies et attentes des acteurs sollicités. A eux de mobiliser des objets-frontières qui puissent aider à construire un contexte partagé, et à identifier les intérêts de participer ensemble, à la dynamique d’une démarche d’EIT. La thèse montre en définitive comment la traduction doit être envisagée dans le contexte spécifique de l’EIT. Elle a cependant des implications concrètes et théoriques pour tous ceux qui s’intéressent à la dynamique des coopérations inter-organisationnelles, à la sociologie de la traduction et à la théorie des objets-frontières. / Industrial and territorial ecology (ITE) is still a very recent and rare approach. However, the method of sustainable development, to which ITE belongs, is more and more present in today's organizations and ITE is increasingly considered to be the 'science of sustainability'.Research on ITE is mainly focused on the physical dimension of energy exchanges and material flows. Today, little has been found on the actors who use these flows and the organizations who produce or consume them. However, stating that the implementation of ITE requires change from a mechanism optimized at the organizational boundaries to a performing natural ecosystems mechanism, means thinking outside organizational boundaries. While inter-organizational cooperation is not new to management studies, the research carried out on this topic rarely addresses the initiation phase of cooperation, especially when the interest of cooperation is not clear at first insight. The objective of the present thesis is to understand how to prompt actors (organizations and individuals) to cooperate when there are no regulatory constraints or obvious economic incentives to do so, as it is currently the case in ITE approaches. This thesis is based on first the work of the sociology of translation and the emerging theory of boundary objects, and second on the analysis of four French ITE approaches. This thesis provides a better understanding of the mechanisms that allow to "enrol" players in the ITE processes and how it is possible to initialize the inter-organizational cooperation they require. The results of this study suggest a high degree of flexibility in the conduct of the ITE approach: rather than trying to convince actors of a benefit that is difficult to formulate, project leaders may have more success letting the needs, desires and expectations emerge. If they see it as their responsibility to mobilize boundary objects that can help in building a shared context and identify the common interests to participate all together, the dynamics of a successful ITE process can emerge.Ultimately, this thesis shows how translation must be considered as an important element in the specific context of ITE. We show both practical and theoretical implications for those who are interested in the dynamics of inter-organizational cooperation, in the sociology of translation and in the theory of boundary objects.