Desenvolvimento de redes interorganizacionais e estratégias de crescimento : um estudo em uma rede de farmácias de Sergipe

• Autor(a) principal: Marques, Alex Denjoy Prado
• Data de Publicação: 2020
• Tipo de documento: Dissertação
• Idioma: por
• Título da fonte: Repositório Institucional da UFS
• Texto Completo: https://ri.ufs.br/jspui/handle/riufs/14084
• topic: Redes de empresas; Redes interorganizacionais; Estratégias de crescimento; Business networks; Interorganizational networks; Growth strategies; CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO

Pharmaceutical retail in Brazil has undergone important changes in recent years. The large chains in this market have taken more and more space from small business owners and independent pharmacies. Despite the sector showing excellent growth rates, small businesses have closed their stores. Thus, new strategies and solutions have to be developed by the small business owners. The present study aimed to analyze the growth strategies, according to the typology proposed by Groß (2003) adopted by Sergifar, a chain of independent pharmacies in the state of Sergipe, with a view to align them with independent pharmacies yet not associated with any network and its current members already associated within the network. Due to the conditions surrounding the problem, a single descriptive case study of a qualitative nature was carried out, with data collection through interviews and observations. The data analysis technique chosen was content analysis. As objectives, the network and its stage of development were described through its trajectory (evolution over time) and its organizational structure; the profile of the members of the Sergifar Network was identified; the profile of potential members for the Sergifar Network and the ideal characteristics to be part of the network were identified; the growth strategies used by Sergifar were described based on the Groß (2003) model in the network and environment dimensions. The Sergifar chain has 42 partner pharmacies, the first and only Sergipe cooperation network operating in the pharmaceutical retail segment. Four members of the chain's management, one manager and two members of the chain were interviewed in six chain pharmacies. These interviews were transcribed and their content analyzed to better understand the problem. As a result, it was possible to elaborate the evolution of the network over time and the main actions that made it grow. Another finding was the flight from large urban centers to reach different markets in the face of large networks. Beyond testing the models found in the literature and corroborating the characteristics of organizational networks as a case study, it was concluded that the basic strategies of Groß's typology (2003) together with the reduction of the barriers in entering the network and the hiring of trained personnel for network growth were crucial actions in the growth and development of the network. The basic strategies brought more direct benefits to the network, being the most important category, among those analyzed, during the first years of network development.