Influências na relação de uma empresa compradora e seus fornecedores : o poder e a dependência na cadeia de suprimentos

Abstract

The efficient management of the supply chain requires primarily knowledge about who are the key-suppliers of the company, the level of integration with them and review company´s relationship with these key-suppliers. The market complexity is important in this evaluation as it´s the center of commodity chain management that can change from industry to industry. The power shows influence in the relationship supplier/buyer and therefore the strategic importance in understanding its effect on supply chain relationships for good performance and competitiveness of organizations. This research aims to analyze the relationship of power and dependence in a Brazilian company and its suppliers and was performed in two stages. In the quantitative stage 68 questionnaires were applied in the company and suppliers were classified according to the levels of the three-dimensional matrix: supplying complexity, influence in company results, and purchasing dependence. The qualitative phase pursued the dyad through semi structured interviews with 10 suppliers. The results show that there is an influence of the cost of replacing supplier and the quality of supplier on power and dependency relation between company and supplier. It is understood that there is a relationship of interdependence and higher power of the buyer company as, according to the results of this research, in the two industries analyzed there are few buyers and suppliers, there is greater reliance on suppliers, the buyer represents high percentage of transactions of the supplier and the cost of switching suppliers is high.