Hindering Factors in the Practices of Relationship Management

• Autor(a) principal: Silva Filho, José Ribamar Tomaz da
• Data de Publicação: 2017
• Outros Autores: Farina, Milton Carlos, Gaspar, Marcos Antonio, Donato, Hellen Claudia
• Tipo de documento: Artigo
• Idioma: por
• Título da fonte: Revista Gestão e Projetos (GeP)
• Texto Completo: https://periodicos.uninove.br/gep/article/view/9660
• topic: Supplier relationship management. Inter-organizational business networks. Small supermarkets.; Gestão de relacionamentos com fornecedores; Redes interorganizacionais; Supermercados de pequeno porte.

This paper aims to identify hindering factors in the practice of relationship management between supermarket retailers and their suppliers in São Caetano do Sul (São Paulo/Brazil). The theoretical framework for this research focuses on the supplier relationship management (SRM), inter-organizational business networks and supermarkets. This is a descriptive research applied through a survey with 30 respondents. Data collection was performed using a structured questionnaire with closed questions. SPSS (Social Package for Social Sciences) was applied to tabulating the quantitative data collected. The results show that there is no management practices in the relationship between supermarkets retailers and their suppliers for information sharing, inventory, product packaging, and encouragement to partnerships with promotions and/or dissemination of products. Thus, the supermarkets managers indicated the lack of actions that could strengthen the relationship, thus, they presented limited factors to the relationship, as the deadlines for the payments that are relatively short. The results also pointed that there is no follow-up sales to develop the relationship to obtain strategic benefits with possible partnerships, especially with actions to survive in such a competitive market.