Estratégias de Poder em Canal de Distribuição do Varejo entre Pequenas Empresas e seus Principais Fornecedores
DOI:
https://doi.org/10.53946/rmr.v2i1.11Palabras clave:
Poder, Canal de distribuição, DesempenhoResumen
Objetivo: Analisar as estratégias utilizadas pelos principais fornecedores no canal de distribuição de minimercados e mercearias e seu impacto no desempenho de pequenos estabelecimentos comerciais.
Metodologia: Uma análise qualitative foi usada e como procedimento metodológico foi aplicado um estudo de caso múltiplo.
Originalidade: O estudo do poder nas relações interorganizacionais parece possuir uma multipluralidade de difícil operacionalização. A originalidade e relevância foram em dicotomizar o poder em duas grandes vertentes; o coercitivo e o colaborativo.
Principais Resultados: Como resultado pode-se concluir que o poder dos principais fornecedores de Pequenas Empresas (PEs) se desenvolve balizado por aspectos relacionais, aspectos estruturais e aspectos cognitivos, o que vai influenciar o desempenho destas mesmas PEs.
Contribuições Teóricas: As contribuições teóricas apontam para o desenvolvimento de capacidades em rede que parecem contribuir para o entendimento de estratégias em canais criando relevância central nas fontes de poder nas relações de fornecedores com pequenas empresas.
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