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The aim of this article is to study the role of judges and their impact on the retaliation processes initiated by organisations against whistleblowers. More specifically, we question the normative logics used by judges to validate or invalidate such processes. To this end, we cross-check and analyse judicial data from the LuxLeaks case (2010–2018). Our results firstly enable us to establish a relationship between, on the one hand, the interpretative power of judges and their profile and, on the other, the attitude that judges may have at the end of the retaliation process towards whistleblowers, that is, retaliatory actors or protective actors. Our results also explain the normative dynamics that permeate the judicial retaliation process. They show that judges can challenge existing legal norms, clarify and operationalise others, and create new norms regulating ethical behaviour in organisations., L’objectif de cet article est d’étudier le rôle du juge et ses effets dans le processus de représailles engagé par l’organisation contre le lanceur d’alerte. Plus précisément, nous interrogeons les logiques normatives mises à l’œuvre par le juge pour valider ou invalider ce processus. Dans cette optique, nous recoupons et analysons des données principalement judiciaires de l’affaire LuxLeaks (2010-2018). Nos résultats permettent d’abord d’établir une relation entre, d’une part, le pouvoir interprétatif du juge et son profil et, d’autre part, les postures que le juge peut avoir à l’issue du processus de représailles vis-à-vis des lanceurs d’alerte, à savoir acteur de représailles ou acteur de protection. Ensuite, nos résultats expliquent la dynamique normative qui investit le processus de représailles judiciaires. Ils font apparaître que le juge met en question des normes juridiques existantes, précise et opérationnalise d’autres et produit de nouvelles normes régulant ainsi le comportement éthique dans les organisations.

Although both scholars and practitioners have shown considerable interest in consumers’ disposition behaviors, little is known about how consumers decide between different modes of redistribution, such as selling, giving, or donating. This study aims to understand the complexity of consumers’ redistribution practices by taking consumer agency into account and, in doing so, emphasizing the strategic dimension of redistribution practices. Drawing from a set of qualitative methods, we show that redistribution of unused objects is a strategic action governed by a portfolio of resources and competences that consumers deploy, resulting in three different redistribution strategies: market-oriented, convenience-oriented, and community-oriented. We also demonstrate that each strategy comes with different market or non-market-oriented practices and highlight the role of closeness with the recipient in consumers’ decisions. Doing so, we help charities and retail managers understand what limits redistribution practices and how these practices can be encouraged.

Purpose This study aims to examine the critical role of types of coopetition (upstream/downstream), market structure (concentrated/competitive) and innovation (low vs high degree of innovation) that can affect the way consumers perceive the resulting price (un)fairness of new offerings. Design/methodology/approach Three between-subjects experiments involving different participant populations and product categories were conducted to test the research hypotheses. Findings The valence of the effect of types of coopetition (upstream/downstream) on price fairness is conditional on the market structure and the degree of innovation associated with the new product offering. Downstream (as opposed to upstream) coopetition is much more detrimental to perceptions of price fairness in a concentrated market than in a competitive and fragmented market. However, within a competitive market, downstream coopetition may lead to greater price fairness perception than upstream coopetition when the new product offering is highly innovative. Research limitations/implications The current study uses lab experiments with fictitious scenarios and focuses on two moderating variables: market structure and innovation perceptions. Future research may use field experiments and explore additional moderating variables that may annihilate the negative effect of downstream coopetition on price fairness perception, especially in a concentrated market. Practical implications In concentrated markets, firms should opt for upstream rather than downstream coopetition to limit the negative effect the announcement of coopetition has on price fairness evaluation. However, within a competitive market, when the new product offering resulting from coopetition is associated with a high perceived degree of innovation, firms should opt for downstream rather than upstream coopetition because of its positive impact on price fairness evaluation. Originality/value To the best of authors’ knowledge, this study is the first to demonstrate that new product development from coopetition has important implications for the perception of price fairness, leading to positive or negative effects depending on market structure and the degree of innovation of the new product offering. It then explores the conditions under which types of coopetition (upstream/downstream) might backfire.

International audience; This paper investigates how the valence of reputation affects the information search, and how the outcome of the search can result in a reevaluation of reputation. The protocol uses a digital version of the Information Display Board (IDB) to examine the dynamics of information search and reputation building. A sample of 1811 respondents was asked about their perceptions of the reputation of specific performing arts events, pre-and post-information search. The findings provide evidence of a confirmation bias (between positive information and the information search), and support information avoidance theories. Specifically, our results show that prior reputation only affected the online information search for consumers with no opinion, or with a positive opinion of a show's reputation. Furthermore, the information search only modifies reputation when consumers have no prior opinion.

International audience; Jim Dunnigan, a famous game designer, once described wargames as « the hobby of the overeducated » (Dunnigan, 2000). It is and was, from its early beginnings – a tool for representing complex problems with moving elements. It championed decision-making despite overwhelming amount of data on troops, terrain and tactics. As Barritt pointed out studies are rarely focused on the value of experience instead of the value of concept (Barritt, 1986). This article aims to bridge that gap and showcase experiences from two domains applying wargaming in teaching. Training through games highlights experience as a method and the outcome leading to raised managerial competence.

International audience

Cet article cherche à expliquer les déterminants à la fois de l’attraction des investisseurs et de la probabilité d’échec des levées de fonds en equity crowdfunding. Notre étude est réalisée à partir des 589 profils des entrepreneurs ayant levés des fonds entre 2012 et 2017 sur les quatre plateformes leaders sur le marché français : Anaxago, Wiseed, Smartangels et Sowefund. Nos résultats montrent que les investisseurs sont attirés par des entrepreneurs fortement diplômés, jeunes, relativement novices dans l’entrepreneuriat, mais qui portent des projets innovants et ambitieux. En revanche, leur manque d’expérience professionnelle explique l’échec des levées de fonds, tout autant que le manque de lisibilité du projet, le manque d’ambition et d’attraction des investisseurs. This article seeks to explain the determinants of both investor attraction and the probability of equity crowdfunding failures. Our study is based on the 589 profiles of entrepreneurs who raised funds between 2012 and 2017 on the four leading platforms on the French market: Anaxago, Wiseed, Smartangels and Sowefund. Our results show that investors are attracted by highly graduated entrepreneurs, young, relatively novice in entrepreneurship, but who carry innovative and ambitious projects. However, their lack of professional experience explains the failure of fundraising, as well as the lack of understanding of the project, the lack of ambition and attraction of investors.

Despite the importance of entrepreneurial self-efficacy (ESE) in the explanation of the subsequent intention, move to action or performance of a firm, research is scarce on the understanding of the...

Deux entreprises de deux pays differents fusionnent. Une filiale francaise importe un outil de gestion developpe aux Etats-Unis. Des chercheurs travaillent ensemble au sein d’un consortium europeen. Avec la mondialisation, les confrontations des cultures dans le milieu professionnel se multiplient, rendant necessaire une approche interculturelle du management. Cet ouvrage montre comment le management a progressivement pris en compte la diversite des cultures et dresse un panorama des manieres concretes d’organiser leur rencontre dans le monde de l’entreprise qui evolue desormais dans un environnement multiculturel.

International audience; The literature on empowerment in marketing has grown exponentially in the 2000s. This article provides a comprehensive review of the concept of consumer empowerment, which in prior research has given rise to a variety of work with sometimes contradictory theoretical frameworks. Consequently, research fragmentation on the one hand, and the lack of integrative framework uniting all facets of empowerment, on the other hand, justify this research. We carried out a review of more than 600 publications and books in various disciplines. As literature on consumer empowerment is traditionally published on Ebsco, this database was favored, then we've opened our study to other search engines (Elsevier, Web of Web of Science and Google Scholar).We conducted a research for articles with titles, keywords, or abstracts containing the terms "empowerment" and "consumer". From this research and identified references, we've selected 142 articles that we've studied in depth. Firstly, building on scholarly insights from multiple literature streams, this paper identifies three facets of empowerment (bestowing power, gaining power, and as a subjective state) and structures extant marketing research according to it. As a matter of fact, marketing literature related to consumer empowerment can be classified according to the three facets of empowerment: the literature on public policy and collaborative management practices illustrates the process of delegation of power by local authorities or companies to consumers, while the process of gaining power from the consumers' perspective focuses on resistance to market structures. Finally, empowerment as a subjective state, called « psychological empowerment », refers to the consumer « sense of empowerment » related to an extension of its resources and an easier access to information by Web 2.0. Secondly, an examination of foundational theories of power enables us to identify three models of power: the consumer sovereignty model, the cultural power model and the discursive power model. These three competing models deliver a different and complementary approach of the concept of empowerment and refer implicitly to the three facets of empowerment (bestowing power, gaining power, and power as a subjective state) discussed in this paper. Thirdly, linking the critical synthesis of empirical findings from marketing literature and theoretical approaches of power, we propose an integrated framework where future advancements on empowerment can be developed. This analysis reveals some limits associated with earlier research. We end by suggesting further directions of research to advance the theorization and empirical testing of empowerment.

En 2007, la loi relative aux libertes et responsabilites des universites ambitionnait de renforcer l’autonomie des universites francaises. Plus de dix ans apres, dans quelle mesure peut-on considerer que les universites gerent leurs ressources humaines de maniere autonome ? Pour en discuter, nous proposons d’etudier le dispositif de l’entretien professionnel s’appliquant aux personnels administratifs et techniques des etablissements. En effet, de sa conception a son utilisation par les responsables des ressources humaines, l’entretien est le revelateur de differents paradoxes et rend compte des limites de l’autonomie reelle des universites francaises en la matiere.

Purpose The purpose of this paper is to focus on the role of experience in learning about, and preparing for, change management. Design/methodology/approach A course with a different approach to teaching about change management has been proposed to learners. It uses drawing, simulation and exploration of case studies. Learners wrote reports on change management before and after the course and these reports were then thematically analyzed. Findings Results show the specific ways in which the course places learners in a position to: experience change, use their collective experiences, acquire and develop practical knowledge, and prepare themselves for change. Capitalizing on such experiences of change could arguably become an integral part of an organization’s “readiness to change” strategy. Research limitations/implications It would be useful to further investigate what happens after this experience by interviewing learners, later on, in order to analyze how they subsequently use, in a real professional environment, such knowledge and skills acquired during the learning process. Practical implications Using this approach, future managers are arguably better prepared to implement change. Capitalizing on such experiences of change could become part of an organization’s “readiness for change” strategy. Social implications The benefits of experiencing change management in a learning environment will only be reaped when firms allocate time and space to such experiential learning. This entails going beyond managing this change to a deeper perspective by identifying key elements to maintain and/or enhance one’s experience of managing change. Originality/value The value of the present paper lies in individual and collective experience as a key element to prepare managers to change management.

Les universites constituent des organisations complexes, ne serait-ce que parce qu’elles associent de nombreuses parties prenantes, auxquelles sont en outre adossees des instances collegiales ou se nouent des enjeux de pouvoir. Ainsi, la comprehension des mecanismes de production des decisions au sein des organisations universitaires a constitue une question recurrente depuis plusieurs decennies. En France, la loi LRU (2007) ayant eu pour objectif de developper l’autonomie de gestion des universites, elles ont du se reorganiser en consequence, rebattant ainsi la repartition des pouvoirs et processus au sein des organisations pour les rendre plus entrepreneuriales. Pour en rendre compte, nous discutons de maniere exploratoire du deploiement des pratiques d’assurance qualite au sein d’une universite, ce qui nous amenera a proposer de mobiliser cette clef de lecture comme un revelateur eloquent des transformations des universites francaises.

International audience; The aim of this paper is to show that requisite imagination by designers and more broadly by all workers – the ability to wonder and imagine key aspects of the future we are planning/designing – can be considered as a manifestation of creative action in organization and should be encouraged. We conducted an intervention in a nuclear power plant facing with a new nationwide policy seeking to extend the lifespan of nuclear facilities through important alterations. The first alteration made turned out badly, due to poor anticipation and a focus on technical effects, whilst organizational aspects were largely excluded. We decided to facilitate the conduct of a collective inquiry with the stakeholders involved with these ongoing evolutions, to discuss organizational design and stimulate requisite imagination. We discuss our main finding from three perspectives: theoretical, methodological and practical.

International audience; Si la littérature sur le paradoxe est foisonnante, la notion reste encore floue ce qui rend difficile l’analyse de ses effets. L’enjeu semble pourtant de taille : les organisations « paradoxantes » présenteraient des effets délétères sur le travail et la santé. L’article propose une opérationnalisation des paradoxes et de ses effets en s’appuyant sur l’analyse ergonomique du travail. Une recherche menée au sein de centres de services partagés révèle l’exposition des salariés à des injonctions paradoxales et des prescriptions contradictoires, sources d’effets délétères. Les notions de dilemme, de paradoxe, d’organisation paradoxante sont discutées. La réduction des paradoxes est posée comme objectif clé de l’intervention dans les organisations.

CNRS 3, FNEGE 2, HCERES A; International audience

International audience

International audience; This research aims at understanding how executives and managers interactively accomplish authority relationships through their communicative practices and how these processes give rise to power relationships in conversations. We analyze in depth three conversations in which executives of the French car manufacturer Renault accused three managers of having sold proprietary data to a foreign company. The conversations were recorded by Renault and later were leaked to the press. Following Discursive Psychology, we identify the pattern of discursive devices on which the executives and the managers relied to co-construct authority. Our findings show that the enactment of authority relationships relies on the combination and adaptation of various discursive devices, through which: 1) the executives speak, give information and/or orders, interrogate and/or accuse in the name of the organization; and, 2) the managers react—frequently denying they committed an offense— but never contest the executives' rights to behave like they do. Four main contributions are outlined. First, the study shows how the enactment of authority actually relies on the power struggles that unfold during the conversation. Second, the authority accomplished during the interactions may mean different configurations of rights going from speaking in the name of the organization to interrogating, accusing and even sentencing the subordinates. Third, the enactment of authority does not necessarily fall in the compliance/resistance alternative, but can exhibit more or less alignment between the superior and its subordinate. Finally, the accomplishment of authority relies on a palette of discursive devices, the effects of which cannot be interpreted without taking into account the actual reactions of the participants.

International audience; Over the past 15 years, an increasing number of researchers have become aware of what the French psychoanalyst Jacques Lacan's work can contribute to management and organization studies. The number of publications on the subject has significantly risen, at the risk of leading to some apparent heterogeneity of the topics covered and a potential distortion of the Lacanian concepts when used in management and organization studies. In this article, we aim to map this emerging field of research, bring to light the theoretical basis common to those works so as to make the Lacanian theory used to study management and organization more legible, and discuss the limitations and opportunities implied by such a Lacanian approach. We organize the published works around two main orientations, each helping to address specific issues: a clinical orientation, within organizational psycho-dynamics, and a critical orientation, related to critical management studies.

International audience; This article reports a qualitative study of several coworking spaces conducted over 3 years. We build on Foucault’s reflection concerning heterotopias to develop a new concept – that of ‘syntopia’ – for theorizing this type of space, whose main characteristic is that its alternative potential lies in enabling its users to articulate economic diversity. Our contribution is twofold on one hand, our theorization of coworking spaces helps better account for their complexity, for the tensions that can arise within them and for their impacts; on the other hand, with the concept of syntopia, we provide a concept that could help identify other places of a post capitalocentric economy, likely to be a source of profound change in our society. We propose to develop a ‘syntopology’ whose object would be to study systematically the different forms of syntopias, their characteristics, potentials and limitations. © The Author(s) 2018.

International audience; La recherche en géomarketing s'est beaucoup axée sur la détection des meilleures opportunités d'implantation d'activités commerciales ou de services publics. Des familles de modèles mathématiques comme les modèles de localisation-allocation ou les modèles gravitaires ont ainsi été créé pour optimiser géographiquement les réseaux de distribution de façon globale sans nécessairement aborder l'aspect de la planification dynamique des ouvertures de services.Le retailing - ou commerce de détail - est un secteur d'activité en développement constant depuis des années sur les marchés français, européen et mondial créant ainsi de la valeur, des opportunités entrepreneuriales et des emplois. Cependant, peu d'auteurs se sont penchés sur les problématiques liées au retailing. En l'honneur du professeur Gérard Cliquet, à l'IGR-IAE Rennes - Université de Rennes 1, plusieurs de ses anciens doctorants, de ses doctorants et de ses collègues ont accepté de contribuer à cet ouvrage.La première partie est dédiée au retailing en général, incluant notamment la distribution, le commerce de détail et les réseaux de points de vente. La seconde partie est dédiée à la localisation au sens large du terme : localisation des points de vente d'un réseau, urbanisme commercial, localisation en lien avec l'émergence de l'Internet, et localisation des produits au sein d'un point de vente. Cet ouvrage multidisciplinaire pourra susciter l'intérêt d'enseignants-chercheurs et d'étudiants de différentes disciplines des sciences de gestion mais aussi, de professionnels du secteur en quête d'un éclairage original pouvant les conduire à de nouvelles pratiques.

International audience; Recent studies have shown that alternative organizations are particularly exposed to the risk of losing ‘their soul’ or their capacity to put into practice their original ends when they compete with capitalist companies. But what happens when an alternative organization competes exclusively with another alternative organization? This article addresses this question using a unique and ‘revealing’ case, in which two mutual insurance organizations compete structurally and directly with each other and propose the same products to the same target population, at the same time and same place. The case shows in concrete terms how competition can undermine the integrity of alternative organizations and expose them to a dissociation between ends and means by leading them to: (1) adopt ‘dirty’ practices that are incoherent with their founding purpose, (2) circumvent the coherent practices that have been specifically designed to reach their alternative ends, and (3) instrumentalize their alternative ends and turn them into means of coping with competition. Furthermore, the case shows how the dynamic of structural and direct competition, because of its ‘captivating’ nature, may prevent local actors from ‘denaturalizing’ or questioning these incoherent practices. This study suggests that any action aimed at promoting alternative organizations requires taking due account of the competitive environment in which local actors of alternatives are placed and which can seriously undermine their emancipatory potential.

The aim of this paper is to identify the impact of a co-branding strategy on the innovations development on international market. The research has been conducted in 2013–2015, and has been targeting 50 large international companies which operated in minimum 3 countries of Europe and have implemented a co-branding strategy for 3 years. The analysis of findings has shown that the possibility of use of the new technologies and the use of knowledge and experience of partner’s through technical knowledge exchange are rated at the low level in case of implementation of co-branding strategy. These findings suggest that co-branding is not a source of innovation on international market due to the fact of the limited trust in the foreign partner and the protection of own’s know-how by the companies. These outcomes confirm also that today the managerial actions should focus mainly on the symbolic dimension of brands.

La gestion des réclamations est cruciale pour satisfaire les clients. Cependant, les organisations font de plus en plus face à des comportements de réclamation « déviants » des clients (fraude, agressivité, etc.), auxquels il est complexe de répondre. Sur la base de cinq études de cas, l’article introduit une typologie des réponses-types possibles pour une organisation : éduquer, sanctionner, tolérer et expertiser. L’article montre que chaque réponse est plus ou moins adaptée à certaines : 1) formes de déviance ; 2) relations client. Sur le plan théorique, l’article enrichit le registre des réponses à la déviance. Sur le plan managérial, la typologie constitue une base pour penser une stratégie de gestion de la déviance de certaines réclamations clients. Managing claims is crucial to satisfying and retaining customers. However, organizations are increasingly confronted by « deviant » customer complaint behaviours such as fraud or aggression which are difficult to resolve. Based on five case studies, the article proposes and discuses a typology revolving around four solutions that organizations can adopt in order to address these deviant complaints : « educational », « separation », « tolerance » and « expertise ». The article shows that each solution is more or less adapted to certain forms of 1) deviance ; 2) client relations. From a theoretical standpoint, the article contributes to expanding the range of possible solutions to deviance. From a managerial standpoint, the proposed typology provides a base to review strategies to manage deviance of customer complaints.

HCERES Rang A, FNEGE Rang 2; International audience

Purpose This study aims to explore inefficiencies that arise from public and private policy initiatives undertaken in suburbs and outlying localities, where various intersecting economic, educational, ethnic and geographical disadvantages mutually reinforce each other. The authors propose to transpose the cross-disciplinary concept of intersectionality from an individual and community-based level (i.e. encompassing a variety of racial, ethnic and socio-economic minority communities) to a locality-based context. Design/methodology/approach The empirical data underlying this study were based on a long-term field study drawing on both interviews and observations. A self-administered ethnographic research approach was combined with classic analyses of conversations transcribed verbatim, using qualitative coding. Findings The main actors’ inability to understand the concrete situations experienced by subjects residing in outlying localities, as well as the managers’ failure to cooperate and engage collectively to promote employment among these populations, can be explained by the ineffectiveness of the categories that were designed and used in carrying out managerial action, as part of corporate policy, and then implemented within factories. These findings are particularly well-illustrated by the relatively lower inefficiency of SMEs, which had more limited resources, as compared with the actions undertaken at production facilities run by large companies, even though the latter devoted considerable resources to vocational inclusion (recruitment, integration and job preservation) and efforts to combat discrimination. Research limitations/implications In identifying a new way to categorize a certain type of social dynamic driven by businesses and various social actors, the authors sought to overcome the epistemological obstacles that arise from relying on neo-institutional theory, which, when applied to the case at hand, would have merely resulted in mimetic similarities, without offering any means for unblocking the socio-economic factors that come into play. The limitations of the study are related to its strict temporal and geographic isolation (i.e. a two-year study examining three production facilities located within the same suburb north of Paris). Practical implications The authors hope the study will urge actors operating in the same disadvantaged locality to collectively address the multiple intersectional challenges that tend to render policies for social inclusion and economic development so difficult to implement within areas suffering from a myriad of socio-economic ills. The first step in that direction, the authors feel, consists in naming these intersectionalities adequately. Originality/value Using a rich empirical database, this paper aims to show the relevance of the concept of intersectionality beyond its traditional scope of application (disadvantaged minority communities and individuals) while directing interest toward a less anthropocentric level of analysis: the locality.

International audience; Organizations are frequently subject to changes that promote new and/or (supposedly) trendy identities for their members. Various studies have sought to understand how such identity regulation processes are achieved through discourse, a fact that has led researchers to call for a more material understanding of this phenomenon. Through an in-depth ethnography of a transformation programme aimed at constructing a new social identity among project managers – that of internal consultant – we find that identity regulation is exercised through a sociomaterial process affording the performativity of the promoted identity, mainly through the consultants’ bodily performances. This is important because it shows how identity regulation is achieved through both (and intertwined) discourse and materiality.

International audience; How do corporations attempt to regulate the ways middle managers draw on discourses centred on ‘effectiveness’ and ‘ethics’ in their identity work, and how do these individuals respond? We analyse the discursive struggle over what it meant to be a competent manager at Disneyland, where middle managers were encouraged to construe their selves in ways that emphasized ‘being effective’ over ‘being ethical’, and managers responded with identity work that positioned them as searching for the practical wisdom (phronesis) to make decisions that were both effective and moral. The theoretical contribution we make is twofold. First, we analyse processes of identity regulation and identity work at Disneyland, highlighting divergences between corporate injunctions and middle managers’ appropriations of them, regarding what it meant to be a practically wise manager. Second, we discuss a phronetic identity narrative template, contestable both by organizations and managers, in which people are positioned as questing for the practical wisdom to make decisions that are both moral and effective, and phronesis as an image by which scholars may analyse identities and identity work. This leads us to a more nuanced understanding of middle manager identities and the scope they have to constitute their selves as moral agents.

International audience; This paper discusses the problematic use of the " pragmatic credo " – defined as a minimal set of basic pragmatist propositions – in practice, especially when facing creation. To do so, we analyze how managers deal with " art-based firms " and provide results from an in-depth case study of a small firm operating in garden art and design (Béjean 2015; Béjean 2008). The findings are interpreted in light of previous theoretical developments in management theory (Hatchuel 2005), as well as symbol theory (Goodman 1968; Goodman 1978). They suggest that, while appearing wise and reasonable, the pragmatic credo as embodied in practical management doctrines rather inhibits collective action and masks the necessary revision of symbolic " orders of action " , defined as the way action is itself pre-categorized by a special class of symbols. The paper concludes by providing further insights of how an " epistemology of action " could contribute to enriching both pragmatism and management, especially when action is no longer the solution to resort to but rather the enigma to unfold.

International audience; With a rapidly growing number of consumers experiencing migration around the world, the need for new research methodologies to understand ethnic consumption becomes more pressing for managers operating in global markets. The objective of this contribution is to show that Greimasian semiotics is a very relevant interpretive framework to capture the symbolic and dynamic dimensions of ethnicity. In the context of a three-cities research programme (Paris, Berlin, Kuala Lumpur), we use the spatial identity semiotic square to interpret consumers' discourses in the context of dominated and non-dominated acculturation experiences. We show that informants' discourses are structured around four identity anchors and that dual culture consumers use products, brands, ingredients and retail environments to construct their identites. Managing two spatial reference points within a coherent self can be, at times, challenging for consumers coming from "third" or "first" world countries. The issue is even more pressing for ethnic consumers who experience discrimination, since they are constantly reminded of their difference. This research confirms the relevance of semiotics, in terms of market research methodology, for grasping the deeper symbolic dimensions of ethnic consumers' discourse.

International audience; Being vulnerable to environmental forces, small-and medium-sized enterprises (SMEs) seek to supplement their insufficient resources by adopting coopetition strategies in order to reduce uncertainty. This longitudinal study of the union of wine producers in Pic Saint-Loup relies on 45 interviews conducted during multiple data collection moments and provides an understanding of how competing SMEs can develop cooperative strategies. In doing so, we present the development stages of coopetition strategies as well as the role of stakeholders in this development. Next, we accentuate the tertius strategies SME managers prefer to implement.

International audience; This case study shows how cultural differences intervene in the management of a large project in Vietnam in the transportation industry. This analysis underlines the complementarity of actors from both French and Vietnamese cultures and provides recommendations to improve the management of the local Vietnamese team by French expatriates

International audience

Purpose– The performative approach views organizational routines as generative systems with internal aspects – ostensive and performative – and dynamics (Feldman and Pentland, 2003). The purpose of this paper is to better understand under which conditions the routine dynamics happens or not.Design/methodology/approach– To deal with this issue, for 13 months, the authors conducted a comparative and longitudinal case studies based on the evolution of the organizational routines in absence management in two departments of a French hospital.Findings– The results show contrasting dynamics in the studied organizational routines: one evolved, the other in contrast, seemed blocked. The authors suggest that the routine dynamics depends on the relative weight of its ostensive and performative aspects: a balance situation makes mutual adaptions possible and an imbalance situation leads to the conservation of defective routine. The research underlines also that, in the hospital context, the capacity of management and teams to discuss and to negotiate the implementation of external rules plays an important role in the balance of the internal dimensions of routine.Originality/value– While the literature on performative approach focusses on the “how and why” the routine act as a source of continuous change, this research investigates more in depth the working of the routines dynamics itself. The issue of balance or imbalance introduces a new element in the framework of routine dynamics and can constitute an interesting focus for managers looking to transform their organizational routines.

International audience; In several industries, competitive and societal factors have highlighted the need for incubating dedicated radical innovation (RI) capabilities. Traditional approaches to RI strategies have often emphasised either organisational or cognitive aspects, but tend to overlook how these dimensions interact within the organisation. This paper tackles the issue of these interplays by investigating the effects of a creativity-based collaborative method, the KCP Workshops, on the RI capability of a firm. We present an in-depth case study of a leading aeronautics firm that adopted the method to face its RI challenges. While being consistent with prior research and underscoring the impact of organisational settings on creative cognitive processes, our analysis empirically demonstrates a triple capability developed through the KCP Workshops: (1) collectively building a conceivable RI strategy, (2) deploying a monitoring process adapted to the exploration of cognitive breakthroughs, (3) collectively building “emerging creative organisations” at the ecosystem level to support the development of RI strategy. Beyond the performance of the RI capability for commercial applications, these findings underline how the collective design of an RI strategy also involves players in the exploration and establishment of organisational innovations.

International audience; This article documents the development and validation of a six-item Consumer Tendency to Regret (CTR) measurementscale. CTR is conceptualized as a situational personality trait in Mowen’s 3M hierarchical personality model, and is defined asthe propensity of consumers to experience regret following a decision to purchase or not to purchase a product or service. We carriedout a qualitative study (n = 35) based on the critical incident method and eight data sets (n = 3.257), and produced a valid andreliable two-dimensional measurement scale, useful both for practitioners of direct marketing and advertisers; Cet article présente le développement et la validation d'une échelle de mesure en six items de la Tendance à Regretter du Consommateur (TRC). La TRC, définie comme la propension de certains individus à regretter leurs décisions d'acheter ou de ne pas acheter un produit ou un service, est conceptualisée comme un trait de personnalité situationnel dans un modèle hiérarchique de la personnalité (modèle 3M). Au terme d'une étude qualitative (n = 35) s'appuyant sur la méthode des incidents critiques et de huit collectes de données (n = 3257), nous en proposons une mesure fiable et valide en deux dimensions, utile pour les praticiens du marketing direct ou les publicitaires.

International audience; The study of institutional change over a period of history involves several theoretical and methodological issues. In proposing a commentary on our article published in Vol. 17 n°3 of M@n@gement (Peton and Pezé, 2014), Daudigeos, Boutinot and Jaumier have provided an opportunity to open up the debate, and we thank them for that. Their commentary concerns two major points: a methodological question concerning the choice of data in a historical research context, and a resulting reflection on the consideration given to collective representations in analysis of institutional work. Before replying in concrete terms to the points raised by Daudigeos et al., we wish to return to the objective of our article and clear up one matter they raise. Our study starts with reflection on the different institutional pillars. While Scott (2008) stresses the importance of all three pillars (normative, cognitive and regulative), the regulative pillar is rarely studied in the literature on change. It finds itself relegated to the role of a ratifier of changes driven by the cognitive and normative pillars, and has generally been considered static and treated as the same thing as the rule produced by the State (Scott, 2008; McCann, 1994). The case of Faute Inexcusable, an institutionalized practice introduced in 1898 and still in force today, reveals the complexity of a regulative pillar that has a real, and very specific, institutional dynamic. We can only agree with Daudigeos et al. when they stress the importance of paying attention to interaction between institutional pillars in institutional change. Our article focused mainly on the regulative pillar, such that we do not propose any contribution regarding interactions between pillars and their mutual effects – that was not our research project. However, our contribution to the understanding – and a form of intellectual rehabilitation – of the regulative pillar paves the way for a broader research agenda explicitly aimed at exploring the interaction dynamic between the pillars, without claiming to answer it comprehensively.

International audience; This research aims to understand how leaders with different expertise perform distributed leadership through their discursive acts. Relying on Searle's (1976) Speech Acts Theory and its derivative model of organizing through communication as developed by Cooren (2001) and Fairhurst (2007; Cooren & Fairhurst, 2004), we conduct an in-depth analysis of the interactions (through emails and phone calls) between the forecasters (the " earth ") and the team leaders (the " sky ") during the summit attempts of two commercial expeditions: one to Broad Peak and one to Mt. Everest via the Northern Ridge. Our research contributes to the understanding of the enactment of distributed leadership in three ways. Firstly, it provides an unprecedented description of the pattern of speech acts through which leaders perform two configurations of distributed leadership, namely coordinated leadership and collaborated leadership (Spillane, 2006). Secondly, the process analysis conducted on the forecaster and team leader interactions shows that these two leadership configurations do not completely substitute for each other, contrary to what previous studies in education have argued, but can coexist during the same expedition. Thirdly, our research contributes to a socio-constructionist perspective on leadership in showing how, while confronted with similar physical, technological, and socioeconomic conditions and demands, the team leaders and the forecasters enact noticeably different leadership configurations. ! Although, since the late 1980s, 8000m summits have attracted an increasing number of commercial expeditions, the 1996 Everest tragedy reminds us that mountaineering at high altitudes remains highly risky (Krakauer, 1997; Kayes, 2004; Tempest, Starkey, & Ennew, 2007). Making sense of and adapting to a hostile, complex, and fast-changing environment requires not only that the individual be in very good physical condition and possess a high level of technical expertise and experience, but also have the capacity to adapt to, if not anticipate, a hostile, ever-changing environment; a capacity that becomes all the more vulnerable as physical, emotional, and cognitive abilities become severely altered due to fatigue, cold, and lack of oxygen (Elmes & Frame, 2008). ! Since the 1996 tragedy, mountaineering has dramatically evolved. To increase their probability of success in summit attempts, and thus the commercial attractiveness of their business, team leaders do not hesitate to use the latest communication technologies (i.e., usually the internet at Base Camp, and mobile and sat phones at higher altitudes) and weather forecasts. Commercial expeditions, in particular, are now systematically assisted by professional forecasters – located worldwide – who send them daily updated weather forecasts that detail the various ascent parameters. Temperature, humidity, wind, and risks of snowfall and storms are estimated for the next few hours and days at different altitudes and for the particular slope of the mountain where the team is

Purpose The purpose of this paper is to focus on mothers as key influencers in luxury retailing contexts. Design/methodology/approach Using a semiotic interpretation of mothers’ discourses, the authors underline the identity motivations for purchasing luxury apparel for their pre-adolescent children. Findings The paper shows that when shopping for luxury brands for their pre-adolescent children, mothers manage discrepancies between their “real” and “idealised” selves as well as the pushes and pulls of being a mother and a woman. Research limitations/implications The findings point to possible future research on this topic, particularly with regard to investigating how luxury stores and retailers can adapt so as to satisfy mothers’ identity quest. Practical implications Managers of luxury brand retail spaces looking at the future of retailing could analyse their store environment in the light of these mothers’ identity-related motivations. As well as focussing on how children look, store layout and merchandising should provide different spaces for mothers’ identity expression, using new in-store digital technologies. Originality/value This study is one of the first to analyse luxury shopping for children taking the point of view of mothers. The paper underlines how young mothers build their new maternal identity and their projected relationship with their child through purchases of children’s luxury goods in specific retail environments.

International audience; This article explores how managers make sense of their strategic roles when confronted with contradictory expectations from top management. Relying on Edwards and Potter's version of discourse analysis (DA), we analyze extracts of conversations between a director and a team of managers as they strive to elaborate a strategic project for a large association within the social sector. Our research complements prior research on managerial roles in (1) showing that the sensemaking of managerial roles relies on the construction and contestation of scripted descriptions of the organization and its environment, (2) demonstrating how the managers and the director both contribute to the fabric of contradicted versions of the managerial roles and (3) how participants' will to power contributes to the " dance " observed.

Cross-cultural research is mainly based upon the measurement of cross-cultural dimensions popularized by Hofstede (1980, 2001), Trompenaars (1993) or Schwartz (1994). These dimensions stemming from attitude scales are useful to compare national cultural differences on a general level but cannot adequately account for what happens when people actually meet and interact with each other. For over twenty years, researchers have proposed alternative approaches drawing upon interpretive methods (d'Iribarne, 1989; Sackmann & Philipps, 2004). Beyond comparative studies, investigations were conducted into two types of cases: situations where management tools are used in another cultural context than the one from which they originated (D'Iribarne & Henry, 2007; Barmeyer & Davoine, 2011) and work interactions within multicultural organizations (Brannen & Salk, 2000; Chevrier, 2003; Moore, 2005).In both kinds of situations, the objective is to see reality from the eyes of the actor and to grasp the meaning of their action; "it is to unravel and understand the world from the perspective of the acting persons situated in their own local context and therefore, understanding the society in which they live" (Romani, Sackmann & Primecz, 2011, p. 4).

International audience; Domain-independent design theories grounded on formal frameworks are of interest for a wide spectrum of professional and academic fields, including design education, design management and innovation strategy. While much attention has been paid to the modeling of the specification process of an artifact, less attention has been paid to the modeling of the creative social interactions involved in the process of designing. There is still a need for conceptual approaches that could further integrate the creative, collective, cognitive and emotional aspects of design. This paper aims to develop such an integrative view by relying on the Memory Evolutive Systems (MES) (A. C. Ehresmann and Vanbremeersch 2007). Based on a conceptual mathematical domain named “Category Theory,” MES provide a relational approach for studying evolutionary, multi-scale, multi-temporality and self-organized systems. Using the MES approach, we develop a conceptual framework which encompasses the various phases of a design process and considers how it is directed by the multiple mental and social interactions between different actors. Our approach, named D-MES, extends prior research by providing a formal account of how various entities can operate in parallel to develop creative combinations of new shared objects and processes of different levels of complexity throughout the design process. An illustration is provided in the case of garden design.

National audience; Confrontés à un absentéisme important des soignants, les directions et l'encadrement des Etablissements d'Hébergement pour Personnes Agées Dépendantes (EHPAD) proposent souvent des modalités de gestion en décalage avec les réalités vécues par les soignants allant même jusqu’à entretenir le phénomène. Ces modalités perturbent fortement le fonctionnement des équipes qui apportent alors des solutions d’organisation temporaires pour faire face à l'augmentation de la charge de travail. Pour comprendre les phénomènes en jeu dans la gestion de l’absentéisme, nous mobilisons la théorie de la régulation sociale [1]. La méthodologie employée est qualitative et s’appuie sur trois études de cas menées au sein d’EHPAD. Il ressort de l’analyse que les directions et l'encadrement se cantonnent à des règles de contrôle très éloignées des règles autonomes développées par les soignants. Ces régulations autonomes, loin d’être des solutions pérennes se révèlent très instables, variables et temporaires. Au final, cette recherche questionne la capacité du management à créer des opportunités de rencontre entre régulations autonomes et régulations de contrôle.

International audience; When can we state that things are identical or different? This is a key issue in structuring humans' representations and making plausible predictions with potentially major implications, as demonstrated in high-tech industries such as those studied here. The identity of things is not a natural and absolute relationship just waiting to be stated once and for all. Rather, it is an artificial and short-lived one, relative to available knowledge or experience, and should be memorized as such using well-suited semantics. Standard rationality enables designers to manage consistent identities according to a fixed state of understanding only. If that state is updated to reflect current changes of things or environments coupled with innovation, they must adopt a relevant non standard rationality based on new scientific foundations.

International audience; Institutional work translates actors' capacity to bring about change in an institutionalised practice through its creation, continuation or destruction. This research examines political institutional work in order to understand actors' activity in the regulative pillar of the institution. With its focus on the cognitive and normative institutional pillars, the existing literature has underestimated the regulative pillar's contribution to institutional change, ignoring part of its role in institutional change. We propose to examine the status conferred on this regulative dimension through a qualitative study of an institutionalised practice, the legal concept of Faute Inexcusable in France from 1898 to 2012. We use secondary data including legal data, contextualised with other sources, and interviews with two key actors in the field. We show the existence of a genuine " regulative dynamic " ; beneath its apparent stability, the regulative pillar is in fact the setting for institutional struggles that lead institutionalised practices to evolve. We highlight sequences of institutional work in which various forms of political institutional work interact. This research advances understanding of institutional dynamics in the regulative pillar, casting light on actors and mechanisms that have so far gone unreported. The article thus contributes to a rehabilitation of the regulative pillar's role in neo-institutional theory.

The aim of this chapter is to better understand how identity regulation — a key mode of control — is exercised within organizations. This process ‘encompasses the more or less intentional effects of social practices upon processes of identity construction and reconstruction’ (Alvesson & Willmott, 2002, p. 625). It is mainly constituted by the discursive practices that allow identity definition to prompt identity work, a form of more or less conscious self-work that is aimed at ‘forming, repairing, maintaining, strengthening or revising the constructions that are productive of a precarious sense of coherence and distinctiveness’ (Alvesson & Willmott, 2002, p. 626). Thus identity-regulation forms, along with identity work, the basis of identity construction — the process of ‘becoming’.

International audience; Co-innovation with customers: between interest and reluctance for BtoC companiesCo-innovation with customers - i.e. their creative participation to the development of new products / services, isa phenomenon that creates a strong enthusiasm, both among professionals and academics. This article aims atfocusing on the perception of this practice by companies in order to identify its perceived interests – commercialacceptability, stimulation of creativity and customer relationship – but also its potential barriers – customers lackof skills, cost of the practice and absence of control. It concludes with some recommendations to be consideredfor its implementation, in terms of participants to engage in each stage of the process but also in terms of precau-tions and performance indicators.; La co-innovation, ou appel à la créativité des clients au cours du processus de développement de produits/ser-vices, suscite un fort engouement tant parmi les professionnels que les académiques. Cet article se focalise surla vision de cette pratique de la part d’entreprises grand public, qui perçoivent dans sa mise en œuvre autant debénéfices – acceptabilité commerciale, stimulation de la créativité et gestion de la relation client - que de freinspotentiels – incompétence des clients, coût de la démarche et absence de contrôle. Enfin, il conclut sur une listede recommandations à prendre en compte dans la perspective d’une application de la démarche, en termes departicipants à solliciter à chaque phase du processus mais aussi de précautions à prendre et d’indicateurs d’effi-cacité à considérer.

Innovation is getting increasingly crucial for a company to maintain its comparative advantage and remain leadership in the market. The concept of open innovation indicates that firms can boost their innovative performance by both acquiring knowledge from outside the company and employing external paths to market for commercialization of key technologies. Current researches on open innovation application in China are still unclear and immature. Through a series of data description and comparative analysis, the research explored the open innovation mechanism and its outcomes by comparing five sample enterprises from China and France. Their organizational structure and intellectual property issues are specially discussed in the paper. The conclusion is instructive for China, which suggest that both the government and the enterprises should change their relatively conservative idea and take action to adopt the open innovation strategy.

International audience; This article builds on the contingency approach to global leadership to examine empowerment in a cross-cultural context. Drawing upon ethnographic research on employees of a French NGO in Madagascar, our study demonstrates that effective empowerment is not dependent on the amount of delegation, but rather it is dependent on how delegation is performed. Understanding the cultural representations of formalization, skill development, collective work, and decision-making appeared to be crucial to effective delegation in Madagascar. This result suggests that managers should adapt the way that they empower their teams based on the conditions and forms of delegation prevailing in local cultures.

International audience; Identity dimensions of cosmetics consumption for second-genera-tion immigrants in France.This research focuses on second-generation female consumers’ relationship to cosmetics. Cosmeticsconsumption carries individual, cultural, and social dimensions for second-generation immigrants.It enables them to individually manage their cultural identities. This research is grounded on 31interviews of young female consumers relating to practices, products usage and purchased brands. Asemiotic analysis is then conducted. Brands “from here”, “from there” as well as global brands mayuse ingredients, colors and packaging design to modify cultural perceptions of products.; Cette étude explore la relation des femmes de deuxième génération d’immigration aux marques et auxproduits cosmétiques car la consommation de ceux-ci comporte des dimensions identitaires, cultu-relles, et sociales pour cette cible. Elle met en scène les sentiments d’appartenance culturelle. Cetterecherche s’appuie sur deux phases de collecte de données auprès de 31 femmes sur leurs pratiques, lesmarques et les produits qu’elles utilisent. Le corpus est analysé avec un carré sémiotique. Les marques« d’ici », « de là-bas » et les marques mondiales peuvent travailler les ingrédients utilisés, les formes etcouleurs du packaging ainsi que les codes graphiques des déclinaisons produits choisis pour améliorerla perception des dimensions culturelles et rechercher une rupture demandée par les consommatrices.