Performance Building Process in Inter-Company Cooperation Agreements: A Case Study of 6 Companies

This article aims to understand the process of building performance through inter-company cooperation agreements. To access the real world, we conducted a multiple case study through intra- and inter-case analysis, providing the opportunity to make our conclusions sufficiently comfortable on the analysis of attitudes, representations and behaviors identified within the observed cases. We selected 06 cases of companies belonging to different sectors of activity, but each having in its own journey, established, experienced an inter-company cooperation relationship. The field surveys were carried out on the basis of a guide and an interview protocol with company managers. The collected and collated data were subjected to a thematic content analysis. The results show that any form of AC considered in any company is undergoing a gradual evolution that impacts almost all of the company's functions. AC is positioning itself as a new dynamic, which is imperative for business leaders. To achieve this, business leaders must make significant efforts to develop original strategies. The cooperation agreements developed within the case studies made it possible to observe the deployment of performance at five levels: mastering proxemics effects; developing organizational flexibility; strengthening organizational capacity and gaining expertise in the transnational nature of business.