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Doctoral Thesis
DOI
https://doi.org/10.11606/T.12.2006.tde-01122006-170036
Document
Author
Full name
Carlos de Barros Monteiro Neto
E-mail
Institute/School/College
Knowledge Area
Date of Defense
Published
São Paulo, 2006
Supervisor
Committee
Ikeda, Ana Akemi (President)
Crispim, Sergio Feliciano
Parente, Juracy Gomes
Rego, Raul Amaral
Slongo, Luiz Antonio
Title in Portuguese
A visão supermercadista sobre os fatores determinantes nas relações comerciais com fornecedores
Keywords in Portuguese
Supermercados
Administração de compras
Gestão do fornecimento
Abstract in Portuguese
Esta tese descreve a visão dos supermercadistas sobre as relações comerciais com fornecedores. O objetivo é identificar os fatores determinantes desse relacionamento de modo a compreender a gestão de compras das principais redes de supermercado no que diz respeito à seleção dos fornecedores, às atividades de valor que são exercidas em conjunto e aos principais aspectos relacionados à comercialização de marcas líderes. A metodologia do estudo fundamenta-se em duas grandes etapas que se complementam. A primeira refere-se ao levantamento bibliográfico e pesquisa em dados secundários, cujo objetivo era cobrir o referencial teórico de forma abrangente e conhecer os trabalhos já realizados anteriormente. Na segunda etapa foram realizados estudos de caso junto a três principais redes supermercadistas brasileiras que detêm grande parte das vendas do setor, utilizando-se da metodologia exploratória com entrevistas em profundidade. O trabalho oferece detalhes relevantes que apontam para a possibilidade de aperfeiçoamento das relações comerciais entre os supermercadistas e seus fornecedores ao apresentar os fatores determinantes de um forte, duradouro e profícuo relacionamento. No entanto, pontos distintos trazidos pelo estudo mostram que alguns varejistas possuem um maior número de cláusulas em seus contratos de fornecimento que outros, revelando a ausência de padronização. Tal aspecto mostra a existência de condições para que os instrumentos propostos nas teorias convertam-se em novos e importantes determinantes.
Title in English
A retailing supermarket’s view about its commercial relations with suppliers.
Keywords in English
Buying management
Supermarket
Abstract in English
This thesis describes a retailing supermarket’s view about its commercial relations with suppliers. The objective of this study is to identify determining factors of this relationship in order to understand the management of purchasing of the main supermarket chains as far as their choice of suppliers, the value activities that take place and the main aspects related to commercializing top brands. The methodology of this study is derived from two steps that are complementary. The first one is founded on bibliographic research and secondary data, whose objective is to cover the theories thoroughly and also to learn from prior studies performed about this subject. The second step comes from case studies performed on three major retailing supermarket chains in Brazil that have a great market share in their sector, which was done through an exploratory research methodology that included careful interviews. This study offers revealing details about improving the commercial relations between retailing supermarkets and their suppliers given to the determining factors that are presented of a strong and long-lasting relationship. There are, however, distinct points brought up by this study that show that some retailers have a greater number of clauses in their supply contracts than others do, and therefore proving that there is a lack of standardization. This aspect proves that it is possible for some instruments proposed by the theories to become new and important determinants.
 
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tesenosec.pdf (382.71 Kbytes)
Publishing Date
2006-12-07
 
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