Estratégias de Poder em Canal de Distribuição do Varejo entre Pequenas Empresas e seus Principais Fornecedores
DOI:
https://doi.org/10.53946/rmr.v2i1.11Keywords:
Poder, Canal de distribuição, DesempenhoAbstract
The study of power in interorganizational relationships seems to have a multiplicity that is difficult to operationalize. The objective of this work was to analyze the strategies used by the main suppliers in the distribution channel of mini-markets and grocery stores and their impact on the performance of small commercial establishments. To this end, power was dichotomized into two major strands; the coercive and the collaborative. As a methodological procedure, a multiple case study was applied. It can be concluded that the results indicate that the power of the main suppliers of Small Enterprises (SEs) develops based on relational aspects, structural aspects and cognitive aspects, which will influence the performance of these same PEs. The development of networking capabilities seems to contribute to the understanding of channel strategies, creating central relevance in the sources of power in relationships with small companies.
Downloads
References
BAZANINI, R., MARGUEIRO, E., DONAIRE, D., MENDES, K. R. N., Reflexões sobre as concepções clássicas de poder nas redes interorganizacionais: uma proposta conceitual para futuros estudos. Revista Eletrônica de Estratégia & Negócios, v. 10, n. 1, p. 169-200, 2017. DOI: https://doi.org/10.19177/reen.v10e12017169-200
BELAYA, V., GACALYUK, T e HANF, J. H., Measuring Asymmetrical Power Distribution in Supply Chain Networks: What Is the Appropriate Method? Journal of Relationship Marketing, v. 8, n. 2, p.165-193, 2009. DOI: https://doi.org/10.1080/15332660902876927
BELAYA, V., HANF, J.H. The dark and the bright side of power: implications for the management of business-to-business relationships. Agric Econ v.4, n. 18, p. 1-17, 2016. DOI: https://doi.org/10.1186/s40100-016-0062-9
BENTON, W. C. e MALONI, M., The influence of Power driven buyer/seller relationships on supply chains satisfaction. Journal of Operations Management, v.23, n.1, p. 1-22, 2005. DOI: https://doi.org/10.1016/j.jom.2004.09.002
BIGNOUX, S. e GRAY, D., Coercion and Long-Term Relationships. International Journal of Business & Management, v. 6, n.8, p. 3-24, 2011. DOI: https://doi.org/10.5539/ijbm.v6n8p3
BOUNCKEN, R. B., RATZMANN, M., TIBERIUS, V. e BREM, A., Pioneering Strategy in Supply Chain Relationships: How Coercive Power and Contract Completeness Influence Innovation, in IEEE Transactions on Engineering Management, DOI: 10.1109/TEM. 2020.3019965, p. 1-16, 2020. DOI: https://doi.org/10.1109/TEM.2020.3019965
BOUWEN, P., The Democratic Legitimacy of Business Interest Representation in the European Union: Normative Implications of the Logic of Access, Preprints of the Max Planck Institute for Research on Collective Goods, Bonn, 2003, acesso on line no endereço https://papers.ssrn.com/sol3/papers.cfm?abstract_id=462443 20/05/2021 DOI: https://doi.org/10.2139/ssrn.462443
BOYLE, B., DWYER, F. R., ROBICHEAUX, R. A. e SIMPSON, J. T., Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures. Jounal of Marketing Research, v.29, p. 462-473, 1992. DOI: https://doi.org/10.1177/002224379202900407
BRUN, A., KARAOSMAN, H., e BARRESI, T., Supply Chain Collaboration for Transparency. Sustainability, v.12, n.11, p.1-21, 2020. DOI: https://doi.org/10.3390/su12114429
CARTER, S. M. e LITTLE, M., Justifying Knowledge, Justifying Method, Taking Action: Epistemologies, Methodologies, and Methods in Qualitative Research, Qualitative Health Research, v.17, n.10, p.1316-1328, 2007. DOI: https://doi.org/10.1177/1049732307306927
CHI-SHIUN, L., CHUN-SHOU, C. e CHIN-FANG, Y., The Involvement of Supply Chain Partners in New Product Development: The Role of a Third Party. International Journal of Electronic Business Management, v. 10, n.4, p.261-273, 2012.
COHEN, H., Negotiate this! By caring, but not that much. New York, NY. Editora Warner Business Books, 2006.
CUI, L., GAO, M., DAI, J. e MOU, J., Improving supply chain collaboration through operational excellence approaches: an IoT perspective. Industrial Management & Data Systems. https://doi.org/10.1108/IMDS-01-2020-0016, 2020. DOI: https://doi.org/10.1108/IMDS-01-2020-0016
EISENHARDT, K. M., Building Theories from Case Study Research. Academyof Management Review,v.14, n.4, p. 532-550, 1989. DOI: https://doi.org/10.5465/amr.1989.4308385
EISENHARDT, K.M. e GRAEBNER, M. E., Theory building from cases: Opportunities and challenges. The Academy of Management Journal, v. 50, n. 1, p. 25-33, 2007. DOI: https://doi.org/10.5465/amj.2007.24160888
FRAZIER, G. L., e SUMMERS, J. O., Perceptions of interfirm power and its use within a franchise channel of distribution. Journal of Marketing Research, v. 23, p.169-176, 1986. DOI: https://doi.org/10.1177/002224378602300209
FRENCH, J. R. P. e RAVEN, B. H., The bases of social power. Studies in Social Power, CARTWRIGHT D. P.(Edit.), The University of Michigan, p. 150-167, 1959, in Classic of Organization Theory, SHAFRITZ, J. M. e OTT J. S., Editora Wadsworth Grou, Thomson Learning, 2001.
FU, S. , ZHAN, Y. , OUYANG, J. , DING, Y. , TAN, K. H. e FU, L., Power, supply chain integration and quality performance of agricultural products: evidence from contract farming in China. Production Planning & Control, DOI:10.1080/09537287.2020.1794074, 2020. DOI: https://doi.org/10.1080/09537287.2020.1794074
GASKI, J. F., Interrelations among a channel entity’s power source: impact of the exercise of reward and coercion on expert, referent and legitimate power sources. Journal of Marketing Research, v. 23, n.1, p. 62-77, 1986. DOI: https://doi.org/10.1177/002224378602300107
GASKI, J. F., The Theory of Power and Conflict in Channels of Distribution. Journal of Marketing, v. 48, n. 3, p.9-29, 1984. DOI: https://doi.org/10.1177/002224298404800303
GRAY, B. e D. J. WOOD, Collaborative Alliances: Moving from Practice to Theory. Journal of Applied Behavioural Science ,v.27, p. 3–22, 1991. DOI: https://doi.org/10.1177/0021886391271001
HABERMAS, J., Conocimiento e Interés. Editora Tarros, Madrid, 1989.
HAUSMAN, A. e JOHNSTON, W., The impact of coercive and non-coercive forms of influence on trust, commitment, and compliance in supply chains. Industrual Marketing Management, v. 39, n. 3, p. 519-526, 2010. DOI: https://doi.org/10.1016/j.indmarman.2009.05.007
HRISTOV, I. e CHIRICO, A., The Role of Sustainability Key Performance Indicators (KPIs) in Implementing Sustainable Strategies. Sustainability, MDPI, Open Access Journal, v. 11, n.20, p 1-19, 20219. DOI: https://doi.org/10.3390/su11205742
HUNT, S. D. e NEVIN, J. R., Power in a Channel of Distribution: Sources and Consequences. Journal of Marketing Research, v. 11, n. 2, p. 186-193, 1974. DOI: https://doi.org/10.1177/002224377401100210
JOHNSEN, R. , LACOSTE, S. e MEEHAN, J., Hegemony in asymmetric customer-supplier relationships, Industrial Marketing Management, v. 87, p. 63-75, 2020. DOI: https://doi.org/10.1016/j.indmarman.2020.01.013
KASHI, E., SHAHRIARI, M, Impact of Power on Financial Performance in Relations between Members of the Supply Chain of Building Industry. Industrial Management Studies, v. 18, n.56, p.305-335. DOI: 10.22054/jims.2019.37853.2210, 2020.
KETOKIVI, M. e CHOI, T., Renaissance of case research as a scientific method. Journal of Operations Management, v.32, n.5, p.232–240, 2014. DOI: https://doi.org/10.1016/j.jom.2014.03.004
KUMAR, N., The power of power in supplier-retailer relationships, Industrial Marketing Management, v. 34, n.8, p. 863-866, 2005. DOI: https://doi.org/10.1016/j.indmarman.2005.02.003
LIMA, E. O., Teorizando a partir de dados qualitativos em Administração. Pretexto, v.11, n.01, p. 73-93, 2010.
LUI, S. S., NGO, H-Y. e HON ,A. H. Y., Coercive strategy in interfirm cooperation: Mediating roles of interpersonal and interorganizational trust, Journal of Business Research,v.59, n. 4, p. 466–474, 2006. DOI: https://doi.org/10.1016/j.jbusres.2005.09.001
LUSCH, R. F. e BROWN, J. R., A modified Model of Power in the Marketing Channel. Journal of Marketing Research , v.19, n.3, p. 312-323, 1982. DOI: https://doi.org/10.1177/002224378201900304
MALONI, M. e BENTON, W. C., Power influences in the supply chain. Journal of Business Logistics, v. 21, n. 1, p. 49-73, 2000.
MARTINS, D. M., FARIA A. C., PREAROC, L. C. e ARRUDA, A. G. S., The level of influence of trust, commitment, cooperation, and power in the interorganizational relationships of Brazilian credit cooperatives. RAUSP, v.52, p. 47–58, 2017. DOI: https://doi.org/10.1016/j.rausp.2016.09.003
MILES, M. B. e HUBERMAN, A. M., Qualitative Data Analysis, Thousand Oaks, CA, Sage Publications, 1994.
MOOI, E. A., e FRAMBACH, R. T., Encouraging Innovation in Business Relationships - A Research Note. Journal of Business Research, n. 65, v.7, p.1025- 1030, 2012. DOI: https://doi.org/10.1016/j.jbusres.2011.03.016
MORA-MONGE, C., QUESADA, G., GONZALEZ, M.E. e DAVIS, J.M. Trust, power and supply chain integration in Web-enabled supply chains, Supply Chain Management, v. 24, n. 4, p. 524-539, 2019. DOI: https://doi.org/10.1108/SCM-02-2018-0078
MOYSÉS FILHO, J. E., PIMENTA, R. F., STREHLAU, S., Seleção de fornecedores e níveis de valor no mercado food service. Reabre, v.6, n.3, p. 151-164, 2013. DOI: https://doi.org/10.7213/rebrae.06.003.AO04
MOYSÉS FILHO, J. E., Poder gerando valor em canais de distribuição: estudo de caso no mercado food service a partir de relações bilaterais entre restaurantes e fornecedores no Brasil e na Espanha./ 217 pp. Tese de doutorado, 2013.
NASROLLAHI, M., FATHI, M. R., SANOUNI, H. R., SOBHANI, S. M. e BEHROOZ, A., Impact of coercive and non-coercive environmental supply chain sustainability drivers on supply chain performance: mediation role of monitoring and collaboration. International Journal of Sustainable Engineering, v.14, n.2, p. 98-106, 202. DOI: https://doi.org/10.1080/19397038.2020.1853271
QUYNH, D. V. X. e HUY, N. H., Supply Chain Management Practices, Competitive Advantages and Firm Performance: A Case of Small and Medium Enterprises (SMEs) in Vietnam. Journal of Modern Accounting and Auditing, March, v. 14, n. 3, p.136-146, 2018. DOI: https://doi.org/10.17265/1548-6583/2018.03.004
RAVEN, B. H., Social influence and power. In STEINER, I. D. e FISHBEIN, M. (Ed.). Current studies in social psychology. Editora Wiley, Nova Iorque, p. 399-444, 1965.
RYAN, G. W. e BERNARD, H. R., Techniques to Identify Themes. Field Methods, v.15, n. 1, p. 85-109, 2003. DOI: https://doi.org/10.1177/1525822X02239569
SEBRAE, Como investir em minimercados e mercearias? Disponível on line no endereço < https://www.sebraeatende.com.br/artigo/como-investir-em-minimercados-e-mercearias >, 13/04/2020, acesso em 18/06/2021.
SELLTIZ, C., WRIGHTSMAN, L., COOK, S., Métodos de pesquisa nas relações sociais, v.1, São Paulo, EPU, 1987.
SULLIVAN, T. J., Methods of Social Research. Orlando, Editora Harcourt College Publishers, 2001.
TRABELSI, K., L'asymétrie du pouvoir dans les alliances stratégiques dyadiques : fondements et perspectives. Gestion 2000, v.29, n. 2, p. 117-137, 2012. DOI: https://doi.org/10.3917/g2000.292.0117
WEBER, M., Economia e Sociedade: fundamentos da sociologia compreensiva, v. 1, Brasília, Editora Universidade de Brasília, 2009.
WITKOWSKI T. H. e JONES, D G. B., Qualitative historical research in marketing. Handbook of qualitative research methods in marketing/ coord. Russell W. Belk, Bodmin, Cornwall, MPG Books Ltd, 2006.
YEUNG, J.H.Y., SELEN, W., ZHANG, M. e HUO, B., The effects of trust and coercive power on supplier integration. International Journal of Production Economics, Special Issue on Operations Strategy and Supply Chains Management, v.120, n.1, p. 66-78, 2009. DOI: https://doi.org/10.1016/j.ijpe.2008.07.014
YIN, R. K., Estudo de Caso: Planejamento e Métodos, Porto Alegre, Editora Bookman, 2015.
ZARIDIS, A. , VLACHOS, I., e BOURLAKIS, M., SMEs strategy and scale constraints impact on agri-food supply chain collaboration and firm performance. Production Planning & Control, DOI: 10.1080/09537287.2020.1796136, 2020. DOI: https://doi.org/10.1080/09537287.2020.1796136
ZHANG, Q., PAN, J., XU, D. e FENG, T., Balancing coercive and non-coercive powers to boost green fornecedores integration: make relacionalcompromment? Supply Chain Management, v. 25, n.6, p. 637-653, 2020. DOI: https://doi.org/10.1108/SCM-03-2019-0140
ZHAO, X., HUO, B., FLYNN, B. B., e YEUNG, J. H. Y., The impact of power and relationship commitment on the integration between manufacturers and customers in a supply chain. Journal of Operations Management, v. 26, n.3, p.368-388, 2008. DOI: https://doi.org/10.1016/j.jom.2007.08.002
ZHENG, J., Cross-cultural Study on French and Chinese Managers’ Use of Power Sources. International Journal of Business and Management , v.5, n.5, p. 219-225, 2010. DOI: https://doi.org/10.5539/ijbm.v5n5p219
ZHUANG, G., HERNDON, N.C. e ZHOU, N., Exercises of power in marketing channel dyads: Power advantage vs. power disadvantage. International Review of Retail, Distribution and Consumer Research, v.16, n.1, p.1-22, 2006. DOI: https://doi.org/10.1080/09593960500453344
ZHUANG, G., XI, Y., e TSANG, A. S., Power, conflict, and cooperation: The impact of “guanxi” in Chinese marketing channels. Industrial Marketing Management, v. 39, n.1, p.137-149, 2010. DOI: https://doi.org/10.1016/j.indmarman.2008.07.002
Downloads
Published
How to Cite
Issue
Section
License
Copyright (c) 2022 José Edson Moysés Filho
This work is licensed under a Creative Commons Attribution-NoDerivatives 4.0 International License.
Authors who publish in this journal agree to the following terms: the author(s) authorize(s) the publication of the text in the journal;
The author(s) ensure(s) that the contribution is original and unpublished and that it is not in the process of evaluation by another journal;
The journal is not responsible for the views, ideas and concepts presented in articles, and these are the sole responsibility of the author(s);
The publishers reserve the right to make textual adjustments and adapt texts to meet with publication standards.
Authors retain copyright and grant the journal the right to first publication, with the work simultaneously licensed under the Creative Commons Atribuição NãoComercial 4.0 (http://creativecommons.org/licenses/by-nc/4.0/), which allows the work to be shared with recognized authorship and initial publication in this journal.
Authors are allowed to assume additional contracts separately, for non-exclusive distribution of the version of the work published in this journal (e.g. publish in institutional repository or as a book chapter), with recognition of authorship and initial publication in this journal.
Authors are allowed and are encouraged to publish and distribute their work online (e.g. in institutional repositories or on a personal web page) at any point before or during the editorial process, as this can generate positive effects, as well as increase the impact and citations of the published work (see the effect of Free Access) at http://opcit.eprints.org/oacitation-biblio.html
