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.

Les industries culturelles et créatives sont au cœur de nombreuses stratégies de développement territorial notamment des stratégies de cluster. Pour comprendre le fonctionnement d’un cluster, il convient d’étudier finement les relations de coopérations qui se nouent entre les acteurs. Selon le concept de la proximité, chaque situation coopérative est composée d’un ensemble de proximités qui s’articulent et évoluent avec le temps. Notre recherche a pour objectif d’identifier les combinaisons de proximités propices au développement des coopérations inter-entreprises et leurs impacts sur la nature et la fréquence des coopérations. Pour répondre à cet objectif, nous avons retenu les définitions des proximités proposées par Boschma (2005) que nous avons complétées par une proximité de normes et une proximité de valeurs. La proximité de valeurs a fait l’objet d’une association théorique avec les théories de la grandeur (Bolstanski, Thévenot, 1991 ; Boltanski, Chiapello, 1999). Un barème d’évaluation de chaque proximité (cognitive, sociale, organisationnelle, de normes, de valeurs) a ensuite été créé et testé auprès des entreprises membres du cluster de jeu vidéo Atlangames. A travers une méthode qualitative, nous avons suivi la structuration et l’évolution du cluster de 2010 à 2014. L’étude nous révèle l’importance de la proximité cognitive dans l’émergence de la dynamique collective et le caractère déterminant de la proximité de valeurs dans la pérennité des coopérations marchandes. / Cultural and creative industries are at the heart of many territorial development strategies especially cluster strategies. In order to understand the function of a cluster, it is necessary to study in detail the cooperative relationships that are forged between players. According to the concept of proximity, each cooperative situation is composed of a set of proximities that revolve and evolve over time. The aim of our research is to indentify the combinations of proximities favorable for the development of intercompany cooperations and their impacts on the nature and frequency of the cooperations. To meet this goal, we used the definitions of proximities proposed by Boschma (2005), which we complemented by a proximity of norms and values. The proximity of values has been a theoretical association with the economies of worth (Bolstanski, Thevenot, 1991; Boltanski, Chiapello, 1999). A rating scale for each site (cognitive, social, organizational norms, values) was then created and tested on the members of the cluster Atlangames video game. Through a qualitative method, we followed the structure and evolution of the cluster 2010 to 2014. The study reveals the importance of cognitive proximity in the emergence of collective dynamics and the criticality of the proximity of values in the sustainability of commercial cooperation.

Made available in DSpace on 2016-12-01T19:18:32Z (GMT). No. of bitstreams: 1 Morgana1.pdf: 314849 bytes, checksum: 0e76a30ac473b73d89fbc3ab4732ce74 (MD5) Previous issue date: 2011-07-29 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / In recent decades, Civil Society Organizations (CSOs) have played a central role on the stage of public sphere. The expansion of the interest in CSOs has been accompanied by criticisms against their performance, questioning mainly their representativeness, impact, accountability, transparency, in short, their own legitimacy. In this scenario, the present work parts of the following research question: what are the dominant justifications that support the role and the existence of CSOs, providing them with legitimacy, according to representative actors of the field? To answer this question, the theoretical methodological path is structured in Five chapters, besides the introduction and conclusion. In Chapter 1 we enter into the theoretical debate about legitimacy of CSOs, which is composed mostly by studies that focus on technical issues and seek to identify the presence of factors that confer legitimacy for CSOs. This dissertation, however, addresses the phenomenon as a social construct that depends on the CSOs and on the external forces with which they interact. To better understand how legitimacy is constructed, in Chapter 2 we mobilize the Economies of Worth theory, formulated by Boltanski and Thévenot (1991), for which the construction of agreements in society takes place through processes of justifications that legitimize them, based on the common worlds, resulting in the construction of an analytical framework to examine the logics behind the legitimacy of CSOs. In Chapter 3, by analyzing the trajectory of the field in Brazil, we seek to identify the common worlds that underlie the construction of legitimacy of CSOs, which allowed the formulation of research hypotheses. The methodology of the work is described in Chapter 4 and the method used is the content analysis of interviews held with 46 managers of CSOs performing in the capitals of southern Brazil. As results, explored in Chapter 5, the presence of several common worlds was observed in the justifications of the actors. Through frequency analysis, it is verified that 42.01% of the relevant words belong to the industrial world; 29.11% to civic world; 10.10% to domestic world; 8.57% to world of projects; 7.58% to marked world; 1.42% to world of fame and 1.12% to world of inspiration. It was observed that there are conflicts between the logics that cohabit the field, but these disputes are not very explicit, since there is a process of adaptation and homogenization of the practices of CSOs to meet the tests which they are subjected to (mostly belonging to the industrial world). The common worlds present in the field also build bridges between themselves and some of these commitments generate wider repercussions, such as the terms social responsibility, solidarity economy and sustainable development. Finally, we realize that there are logics that isolate the existence of others, with a large predominance of the industrial logic, overshadowing logics that have been representative for the field, as the inspired and domestic ones. The results corroborate the conclusion that the dimensions of legitimacy that predominate in CSOs nowadays are the pragmatic and the moral dimensions, which are based on the response to the demands of stakeholders and encourage the adaptation of CSOs to externally set standards. In this sense, to strengthen democracy, it is recommended that CSOs focus on the cognitive dimension of legitimacy, influencing the external environment in the construction of meanings for their existence and fostering the conceiving of their own conventions for legitimacy / Nas últimas décadas, as Organizações da Sociedade Civil (OSCs) têm assumido um papel central no palco da esfera pública. A ampliação do interesse pelas OSCs veio acompanhada por críticas à sua atuação, tendo destaque os construída, recorremos no Capítulo 2 à Teoria das Grandezas, formulada por Boltanski e Thévenot (1991), segundo a qual a construção de acordos se dá por meio de processos de justificações que os legitimam, baseados nos mundos comuns, resultando na construção de um quadro de análise para examinar as lógicas que embasam a legitimidade das OSCs. Buscou-se, no Capítulo 3, a partir da análise da trajetória do campo no Brasil, identificar os mundos comuns que fundamentaram a construção da legitimidade das OSCs, o que permitiu formular as hipóteses de pesquisa. A metodologia do trabalho é descrita no Capítulo 4 e a análise de conteúdo de entrevistas com gestores de 46 OSCs que atuam nas capitais do Sul do Brasil foi utilizada como método. Como resultados, explorados no Capítulo 5, verificou-se a presença de diversos mundos comuns nas justificações dos atores. Na análise frequencial aufere-se que 42,01% das palavras significativas pertencem ao mundo industrial; 29,11% ao cívico; 10,18% ao doméstico; 8,57% ao de projetos; 7,58% ao mercantil; 1,43% ao da fama e 1,12% ao da inspiração. Observou-se que existem conflitos entre as lógicas que coabitam o campo, porém estas disputas não são muito explícitas, visto que ocorre um processo de adequação e homogeneização das práticas das OSCs para corresponderem aos testes aos quais são submetidas (pertencentes na sua maioria ao mundo industrial). Os mundos comuns presentes no campo também constroém pontes entre si e alguns desses compromissos geram repercussões mais amplas, como é o caso dos termos responsabilidade social, economia solidária e desenvolvimento sustentável. Finalmente, percebe-se que existem lógicas que isolam a existência de outras, com ampla predominância da lógica industrial, ofuscando lógicas que já foram representativas para o campo, como a inspirada e a doméstica. Os resultados corroboram para concluir que as dimensões da legitimidade que predominam nas OSCs na atualidade são a pragmática e a moral, as quais têm por base a resposta às demandas dos stakeholders e estimulam a adaptação das OSCs a padrões externamente estabelecidos. Nesse sentido, para fortalecer a democracia, recomenda-se que as OSCs focalizem a dimensão cognitiva da legitimidade, influenciando o ambiente externo na construção dos sentidos para a sua existência e promovendo a concepção de suas próprias convenções de legitimidadequestionamentos sobre representatividade, impacto, accountability, transparência, em suma, sobre a sua própria legitimidade. Nesse cenário, esse trabalho parte da seguinte pergunta de pesquisa: quais são as justificações dominantes que embasam a atuação e a existência das OSCs, e, portanto, lhes conferem legitimidade, de acordo com os atores representativos do campo? Para responder esta questão, o caminho teórico metodológico se estrutura em cinco capítulos, além da introdução e conclusão. No Capítulo 1 adentramos no debate teórico sobre legitimidade, o qual é composto, na sua maioria, por estudos que focalizam aspectos técnicos e buscam identificar a presença de fatores que conferem legitimidade às OSCs. Esta dissertação, no entanto, aborda o fenômeno como um construto social que depende das OSCs e das forças externas com as quais interagem. Para compreender melhor como a legitimidade é

L’objet de cette thèse est d’analyser l’influence du développement durable sur la gestion des risques dans l’entreprise dans la perspective de la responsabilité sociale de celle-ci. Dans l’abondante littérature sur ce thème, une distinction est faite entre la conception utilitariste et la conception déontologique qui peuvent se compléter pour éclairer la gestion des risques en lien avec la RSE. L’analyse de la littérature a porté ensuite sur les déterminants de la gestion des risques modernes, avec l’importance de la coordination dans la fiabilité des organisations. Dans cette perspective, une attention particulière a été accordée aux travaux de Weick mettant en évidence la notion de culture et les interrelations entre les acteurs comme déterminantes pour la fiabilité. L’éclairage de l’économie des conventions permet de concevoir l’intégration du développement durable comme une transformation des conventions constitutives de l’entreprise, des représentations de ses acteurs, et non pas seulement des règles de l’entreprise, opérant au niveau de la sphère des actions. Cela conduit à la mobilisation de la théorie des représentations sociales (Moscovici, Vergès, etc.) dans une perspective instrumentale conjointement aux économies de la grandeur de Boltanski et Thévenot afin de rendre intelligible les formes de dépassement des conflits d’intérêt qui définissent un bien commun et permettent d’établir des modalités de coordination stables.Nous avons choisi comme terrain une entreprise appartenant au secteur du BTP, filiale d’un groupe français, implantée sur les trois régions Aquitaine, Midi-Pyrénées et Languedoc-Roussillon et qui compte environ 3600 collaborateurs au moment de l’étude. Notre démarche de recherche empirique est basée sur une méthode combinant approche qualitative et approche quantitative dans une perspective de renforcement de la validité de la recherche. Une analyse des représentations sociales effectuée à partir d’une enquête par questionnaire, et d’entretiens en face à face avec certains membres du personnel, le travail permet de proposer une grille de lecture originale des apports d’une stratégie de développement durable à la maîtrise des risques, au-delà de la mise en place de systèmes de management classiques. Notre travail apporte une contribution à l’analyse des formes d’apaisement des conflits auxquelles peut contribuer le développement durable en matière de gestion des risques sociétaux. Nous mettons en évidence des éléments de compréhension de l’influence de l’intégration du développement durable sur la coordination des acteurs face aux risques. / The aim of this thesis is to analyse the influence of sustainable development on risk management within a company, regarding the social responsibility of the latter. The rich literature about this topic establishes a distinction between the utilitarian and the deontological conception that can complete each other to know better about the risk management linked to the CSR. The analysis in the literature has then focused on the determinants of the modern risk management and the importance of the coordination in the reliability of companies. In this perspective, a particular attention has been paid to Weick’s work, highlighting thus the notion of culture and the interrelations between people as determinatives of reliability. The thoughts on the economy of conventions enables to see sustainable development as a transformation of the constituent conventions of the company, the representations of its employees, and not only the rules of the company, operating at the level of the sphere of actions.This leads to the consider the theory of the social representations (Moscovici, Vergès...) in an instrumental way, and to associate it the economies of worth of Boltanski and Thévenot, with the aim to make understandable the ways that enables to go beyond the conflicts of interests that define a common good and enable to establish stable modalities of coordination.We have chosen for the study a company of the CPW field. This is a subsidiary company of a French group, located in the three following regions: Aquitaine, Midi-Pyrénées and Languedoc-Roussillon. At the time of the study, around 3600 persons were working in it.Our empirical research approach is based on a method combining qualitative and quantitative approaches in order to strengthen the validity of the research. An analysis of the social representations has been led through a questionnaire and face to face interviews with members of the workforce. This work offers an original interpretative framework of the contribution of a sustainable development strategy to the control of risks, beyond the implementation of classical management systems.Our work contributes to the analysis of means that can ease conflicts and that can be brought by the sustainable development regarding the social risk management. We highlight understandable elements of the influence of the integration of sustainable development on the coordination of people facing risks.

Depuis la première révolution industrielle, « l'innovation » a été mentionnée à de nombreuses reprises. Ce terme a souvent été associé à « l'innovation technologique ». Récemment, un nouveau type d’innovation, l’innovation managériale, ainsi que son processus d’adoption sont au coeur de l’attention. Dans de nombreuses études sur les innovations organisationnelles, l'innovation technologique reste un sujet dominant et il convient de sortir des limites des études d'innovation technologique. Récemment, des thèmes diversifiés sur les innovations managériales ont été étudiés, montrant l’attrait particulier des innovations managériales pour les chercheurs dans ce domaine. Les chercheurs dans ce domaine ont exploré avec soin les processus de l'innovation managériale, en particulier la génération, la diffusion et l'adoption (avec ou sans adaptation) de l'innovation managériale. Cependant, les études sur l'adoption de l'innovation managériale semblent être négligées. En outre, l'adaptation mutuelle entre les innovations managériale et les organisations adoptantes doit également être étudiée. De manière plus concrète, il est essentiel d’étudier la tension qui peut apparaître lors de l’introduction d’une innovation managériale dans une organisation ainsi que de la pression mutuelle entre l’innovation managériale et l’organisation lors du processus d’adoption. Néanmoins, les études empiriques sur cette question restent encore insuffisantes. Par conséquent, nous nous concentrons sur les processus d'adoption d'une innovation managériale et les tensions entre cette innovation managériale et son organisation d'accueil pendant le processus d'adoption. Chaque innovation managériale comprend une philosophie de gestion alors que chaque organisation concerne certaines représentations. Par conséquent, les tensions potentielles pendant le processus d'adoption peuvent être considérées comme l'harmonie imparfaite entre la philosophie de l'innovation managériale et les représentations dominantes au sein de l'organisation « hôte ». À partir de cela, trois sous-questions importantes se dégagent : (1) comment identifier la philosophie d'innovation managériale et les représentations organisationnelles, (2) comment expliquer leurs accords / désaccords de valeurs pendant le processus d'adoption et (3) comment éviter les désaccords potentiels qui pourraient interrompre ce processus. / Since the first industrial revolution, “innovation” has been mentioned in numerous occasions. This term has often been associated with "technological innovation". Recently, a new type of innovation, management innovation, and its adoption process have been at the heart of attention. In numerous studies on organizational innovations, technological innovation is still a dominant subject and there is a need to go outside the limit of technological innovation studies. Diversified topics on management innovations have been studied, showing a particular attraction of this subject for scholars in this field. Management innovation processes have carefully been explored, in particular the generation, diffusion and adoption processes (with or without adaptation). However, the studies on management innovation adoption seem to be neglected. In addition, the mutual adaptation between management innovations and adopting organizations also need to be studied. In a more concrete way, it is essential to study the tension that can appear when introducing a management innovation into an organization as well as the mutual pressure between them during the adoption process. Nonetheless, the empirical studies on this issue still remain deficient. Consequently, we focus on the adoption processes of a management innovation and the tensions between this management innovation and its adopting organization during the adoption process. Every management innovation comprises a management philosophy while every organization pertains to certain representations. Consequently, the potential tensions during the adoption process can be viewed as the imperfect harmony between the management innovation philosophy and the dominant representations within the “host” organization. Hence, three important sub-questions emerge: (1) how to identify the management innovation philosophy and the organizational representations, (2) how to explain their agreements/disagreements of values during the adoption process and (3) how to avoid potential disagreements that can interrupt this process.

Diese Arbeit möchte verstehen, was es bedeutet gleichzeitig eine Gemeinschaft und ein Unternehmen zu sein, und welche Herausforderungen dadurch für die intraorganisationale Koordination entstehen. Wie vereinbaren alternative Betriebe unterschiedliche Menschen und Rationalitäten miteinander, ohne auf formale Hierarchien zurückzugreifen? In einer vergleichende Fallstudie von drei kleinen, direkt-demokratisch organisierten Kollektivbetrieben wird der Beziehung zwischen Koordination, Bewertung und Moralvorstellungen nachgegangen. Die Arbeit nutzt hierfür Laurent Thévenots pragmatischer Soziologie des Engagements. Die Ergebnisse der Arbeit liefern einen Beitrag zu drei Forschungsbereichen: Die Arbeit liefert einen Beitrag zum Feld der „valuation studies“. Es wird gezeigt, dass die mit Bewertung verbundene Unsicherheit zu Prozessen führen kann, die mehr einer kollektiven Entdeckung, als einem Konflikt entsprechen. Darüber hinaus wird die zentrale Rolle von legitimen Differenzierungs- und Äquivalenzprinzipien für Kommensuration aufgezeigt. Die Arbeit liefert einen Beitrag zur Forschung zum Verhältnis von Koordination, Bewertung und Moralvorstellungen in Organisationen. Sie zeigt, dass ein theoretischer Rahmen, der unterschiedliche Grade der Generalisierung von Koordination beachtet, wichtige Erkenntnisse für das Verständnis intraorganisationaler Koordination liefert. Die Arbeit liefert einen Beitrag zur Forschung über Kollektivbetriebe und Genossenschaften. Indem die eingenommene Perspektive über die Analyse von Governance-Strukturen hinausgeht, wird die Dualität von Kollektivbetrieben als ein Problem der Balance zwischen unterschiedlichen Koordinationsmodi gerahmt. Aus dieser Perspektive ist die zentrale Spannung, die Kollektivbetriebe ausbalancieren müssen, eine zwischen auf Vertrautheit basierender Koordination und Koordination, die auf Generalisierung von Beziehungen beruht. / This thesis wants to understand how alternative firms deal with the complexity of balancing different rationalities in their intraorganizational coordination, in the absence of formal hierarchies. In a comparative case study of three small, democratically governed collective firms, the relationship between coordination and morality is analyzed. The majority of research on collective firms focuses on democratic governance structures, which risks to underestimate the importance of coordination that is based on intimate knowledge and personal relations. This is especially important to understand collective firms, which are dependent on lateral accountability and cooperation between their members. Consequently, this work is informed by the work of Laurent Thévenot which allows to understand coordination based on different levels of generalization. The results of this thesis contribute to three different areas of research: First, contributions are made to the field of valuation studies, by further developing insights on the notion of the test. The thesis also points out the central role of legitimate principles of difference and equivalence for successful commensuration, and the tension between particularity and generalization in standardizing evaluation devices. Second, the study contributes insights for scholarship on coordination and morality in organizations. It demonstrates that considering coordination based on different degrees of generality yields important insights on intraorganizational coordination. Finally, this study contributes to scholarship on cooperatives and collectivist organizations. The often noted duality of collective firms is reframed as the need to balance and mediate different modes of coordination. The study develops a heuristic concept, the composite relation, which explains how collectives are held together despite their central tension between particular and collective goods.