Proposição de um processo de seleção de empresas em alianças estratégicas: um estudo no segmento de medição de energia elétrica

Abstract

The Brazilian segment of metering electricity is inserted in a context of increased competition due to a transition process of technology, which consequently brought the entry of new companies providing metering solutions. Given this, Elster-BR, one of the traditional suppliers of the segment, is using strategic alliances to remain competitive, but without using a clear defined process for selecting partners. This dissertation aims to propose a process composed of instruments and procedures to select companies for strategic alliances, appropriated to the context of Elster-BR. Therefore, the method called design research was adopted. This method consists of five steps (problem awareness, suggestion, development, evaluation and conclusion) which allow the construction and evaluation of a process. The first stage of the design research, awareness problem, is the identification of the need for a process to select partners. The literature review consisted of the second stage. In this step, references were identified to the construction of instruments and procedures to put the process in practice. The third step, development, referred to the construction process adapted to the reality of Elster-BR. The fourth step focused, primarily, on the validation of processes with company executives. The fifth and last step refers to the presentation of the consolidated process, the result of this dissertation. The process of partners selection consists on instruments (questionnaire, scoring system and graphics) and a procedure for operation (stages and flow). The developed process is designed to ensure an objective and systematic process for the company executives to select companies for alliances, as well as giving subsidies during alliance configuration with the selected partner. The process aims to contribute to the existing literature, as well as the company's management, object of study.