Díades Comprador-Fornecedor: A Influência das Fontes de Ganhos Relacionais e da Assimetria de Poder no Valor do Relacionamento

Abstract

The present research deals to understand how a small supplier company that establishes relationships in a dyad with a large buyer company appropriates the value of this relationship. One of the objectives is to understand if the sources of relational gains are perceived and if they influence the value of the relationship. The other is to see if in a relationship with a large company that have the greatest power, this power asymmetry influences the value of the relationship to the supplier company of a large buyer company. The technical approach was quantitative, through a survey, obtaining the sample of 145 respondents. The questions were used from scales already applied and validated, but their validity was checked by factorial analysis. Seven initial hypotheses and one posterior hypotheses were tested using multiple linear regression. The results indicate that knowledge sharing, resource complementarity and relational governance are sources of relational gains that favor the value of the relationship, as well as the use of indirect power and reward power. The coercion power acts negatively on the value of the relationship. Other value dimensions of the relationship were tested as additional contributions to the research. Given the results found, the opportunity arises that future studies are carried out with the value dimensions of the relationship separately, in order to understand how they are manifested. Contributions are also brought to the managerial application of the results obtained.