STRATEGIC INTERPLAYS OF AN ACTOR IN A RELATIONSHIP WITH A DISTRIBUTOR

In this article we describe the strategic interplay of actors involved in a tripartite relationship (supplier-distributor-end user), which a im at maintaining or modifying each actor's position relative to the o ther actors in the relationship and in the surrounding network, using both direct and indirect action. In the case of energy distribution in France (electricity and gas), certain specificities have to be taken into account: the electricity supplier's monopolistic position and its obligation to supply the service and the distribution centers' mixed vocation (they propose two kinds of energy, gas from Gaz de France and electricity from Electricite de France) and their obligation to distr ibute both kinds of energy. On the basis of an analysis of ten relatio nships between the Electricity Production and Transportation Division and Energy Distribution Centers, we show the actor's search for an opt imal distance between the supplier and the intermediary. According to its own resources, the intermediary tries to deal with its own end-use r market in an autonomous way or to use resources represented by the s upplier and other actors in the connected network. Some managerial imp lications concerning the management of supplier compulsory relationshi ps with a differentiated approach are suggested.