Relacionamentos interorganizacionais no contexto de cadeias de suprimento : estudo nas díades empresas focais e assessorias em comércio exterior

Abstract

In a current business environment, amidst competition and cooperation increasingly highlights the importance of understanding the inter-relationships in the context of supply chains, as well as improve performance relational of the corporate participants. This study aimed to analyze how interorganizational relations contributes to the performance of relational focal companies and supporting members in the context of supply chains. Among the agents involved, the field of study comprises three advisors in international trade, working mainly in the area of international logistics and customs clearance and three export industries in the furniture sector, both located in the state of Rio Grande do Sul and thus constituting three dyads, called Dyad A, Dyad B and Dyad C. The analysis aims to strengthen dyads relevance balance between the vision of the focal companies and members of support, to demonstrate latent conflicts, contradictions, barriers and strengths in interorganizational relationships and relational performance. As methodology it was performed a search of qualitative, exploratory and descriptive. The strategy was a multiple case study, and as a technique for data collection was used in-depth interviews, direct observation and document analysis. Looked up to the survey seven dimensions constituents interorganizational relationships (exchange of information, trust, commitment, cooperation, satisfaction, loyalty and power) and variables that influence relational performance aiming indentify contributions and specific power relations concerning the way that the interaction is established according to predetermined items. The results indicated that interorganizational relationships, even based on non-economic indicators, the dyads studied, contributed to the performance of relational same throughout the construction of relationships. The relational dimension can promote greater cooperation among members, reduce conflicts, improve and assist in decision making, as well as decrease the propensity of the partners out of interorganizational relations, facts observed in the dyads studied. Showed that the performance of relational Dyad B is stronger due to good management of the dimensions of relationships between yours members, complicity and the quality of relationships built over time and the direct involvement of the people. On the other hand, Dyads A and C revealed the need to work in a more cooperative, innovative and personal interactions, in order to promote the approach of the participants, maintaining and perpetuating the partnership in a sustainable manner. Finally, the study contributed to the practice, especially in the area of supply chain management in the furniture sector, to demonstrate the importance of taking into account non-economic dimensions of interorganizational relationships and meet the needs and expectations of the client with a good service, involves many functions and abilities to the service provider that are essential for building customer loyalty.