Gerenciando relacionamentos colaborativos com fornecedores

• Autor(a) principal: Claro, Danny Pimentel
• Data de Publicação: 2004
• Outros Autores: Claro, Priscila Borin de Oliveira
• Tipo de documento: Artigo
• Idioma: por
• Título da fonte: Revista de Administração de Empresas
• Texto Completo: https://periodicos.fgv.br/rae/article/view/37652
• topic: Buyer-supplier relationship; supply chain management; trust; business networks; Relacionamento cliente-fornecedor; gerenciamento da cadeia de suprimentos; confiança; redes de negócios

The aim of this paper is to discuss the importance of trust and the effect of specific assets investments over collaborative relationships with suppliers, and also to discuss the moderating effect of the information network on such joint actions. As theoretical foundations, we use transaction cost economics, network perspectives and marketing. In order to verify our four hypothesis, we collected information from the wholesalers and other merchant-distributors in the Dutch flower industry. The results suggest that buyers temper their specific investments to the degree of joint action according to the information that is obtained in the network. The degrees of trust, specific investments and the information from the network facilitate the coordination of a buyer-supplier relationship.