Commercial management and relationship with suppliers in an associative network of supermarkets

Autor: Rocha, Andr? Portes da
Přispěvatelé: Ferreira, Marcelo Sales, Oliveira, Murilo Alvarenga de, Oliveira, Gustavo Lopes
Jazyk: portugalština
Rok vydání: 2018
Předmět:
Zdroj: Biblioteca Digital de Teses e Dissertações da UFRRJ
Universidade Federal Rural do Rio de Janeiro (UFRRJ)
instacron:UFRRJ
Popis: Submitted by Sandra Pereira (srpereira@ufrrj.br) on 2021-04-05T13:05:04Z No. of bitstreams: 1 2018 - Andr? Portes da Rocha.pdf: 870042 bytes, checksum: 26a145fb2a077108043a8ad509b77379 (MD5) Made available in DSpace on 2021-04-05T13:05:04Z (GMT). No. of bitstreams: 1 2018 - Andr? Portes da Rocha.pdf: 870042 bytes, checksum: 26a145fb2a077108043a8ad509b77379 (MD5) Previous issue date: 2018-05-25 Participation in associative networks is a strategy adopted by the supermarket sector that is growing widely throughout the country, with the purpose of overcoming legal blockades and bureaucracy, in addition to gaining important benefits such as shared costs, joint operations, marketing actions, variety of product mix, among other advantages. A case study seeks to produce a knowledge for practical use, aimed at solving specific problems related to the associates of the Alfa network, an association network of supermarkets in the State of Rio de Janeiro. Semi-structured interviews were carried out with executives from industries and wholesalers, who hold a prominent position among the suppliers of the focused network. The overall objective was to show the analysis of these suppliers on the purchasing strategy of the Alfa network, including the relationship with the purchasing center and the associates. The theoretical review was based on studies about potentialities and challenges found in the commercial relationship between suppliers and supermarket associative networks. In this way, it was possible to verify that the organizations should promote partnerships for an associated work, so that the associates obtain greater agility and flexibility in their processes before the big organizations, reaching the possibility of competing with more equality. It was also verified that the associative network has duties and obligations, and that issues such as trust and information exchange (communication) are essential for the success of the relationship. A participa??o em redes associativistas ? uma estrat?gia adotada pelo setor supermercadista que est? em amplo crescimento em todo o pa?s, com o prop?sito de superar os bloqueios legais e a burocracia, al?m de conquistar importantes benef?cios, como custos compartilhados, opera??es conjuntas, a??es de marketing, variedade do mix de produtos, entre outras vantagens. Por meio de um estudo de caso busca-se produzir um conhecimento para utiliza??o pr?tica, direcionado ? solu??o de problemas espec?ficos relacionados aos associados da rede Alfa, uma rede associativista de supermercados do Estado do Rio de Janeiro. Foram realizadas entrevistas semiestruturadas com executivos de ind?strias e atacados, que possuem posi??o de destaque entre os fornecedores da rede focalizada. O objetivo geral consistiu em mostrar a an?lise desses fornecedores sobre a estrat?gia de compras da rede Alfa, incluindo o relacionamento com a central de compras e com os associados. A revis?o te?rica baseou-se em estudos sobre potencialidades e desafios encontrados no relacionamento comercial entre fornecedores e redes associativistas de supermercados. Dessa forma, foi poss?vel constatar que as organiza??es devem promover parcerias para um trabalho associado, para que os associados obtenham maior agilidade e flexibilidade em seus processos diante das grandes organiza??es, alcan?ando a possibilidade de competir com mais igualdade. Atestou-se, tamb?m, que a rede associativista possui deveres e obriga??es, e que quesitos como confian?a e troca de informa??es (comunica??o) s?o essenciais para o sucesso da rela??o.
Databáze: OpenAIRE
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